Who do I know at this company?

The question is almost always about a person. The software is almost always organised around a deal.

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The query that actually gets asked

Nobody opens their contacts wondering which stage a deal is in. They open it because they need a way into a company, and they are trying to remember who they already know there.

Why the answer is usually expensive

In a deal-shaped system that question requires a join you cannot make: people are attached to opportunities, opportunities belong to owners, and the person you half remember meeting at a conference is attached to nothing at all.

Put the person at the centre and the same question is a lookup. Their employer is already context on the record, and the conversation you had is already attached to them.

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The company behind the contact

You remember the person perfectly well. What you have forgotten is the year their employer is having, and that is most of what the call is about.

A relationship file is not a sales pipeline

Most CRMs are organised around deals moving through stages. A record organised around the people you know is a different tool entirely.