CRM Compliance Checklist for Defense Contractors: Is Yours Cybersecurity Maturity Model Certification (CMMC) Ready?

For a comprehensive overview, see our CMMC compliance guide.

Defense contractors often treat the CRM as “just sales data.” In practice, CRMs routinely store or transit Controlled Unclassified Information (CUI)—customer points of contact, program identifiers, contract numbers, technical discussion notes, meeting attachments, and email threads. If CUI touches your CRM (or even if it might), your CRM becomes part of the CMMC assessment boundary.

This deep-dive walks you through a technical, evidence-driven checklist to evaluate whether your CRM is CMMC-ready—meaning it can support the controls you need, produce audit evidence, and fit cleanly into a defensible system boundary. The goal is not to panic-replatform; it’s to understand where CRMs typically fail, what “good” looks like, and how to remediate.

Important: CMMC requirements evolve and are implemented via organizational policy, system design, and operating procedures—not a single product feature. This checklist helps you ask the right questions and gather the right artifacts.

Fundamentals: CMMC, CUI, and What “CRM in Scope” Really Means

What is CMMC (in one paragraph)

The Cybersecurity Maturity Model Certification (CMMC) is the DoD framework that assesses whether contractors adequately protect Federal Contract Information (FCI) and Controlled Unclassified Information (CUI). CMMC aligns heavily with National Institute of Standards and Technology (NIST) SP 800-171 for protecting CUI in non-federal systems and organizations.

Authoritative sources:

DoD CMMC overview: https://dodcio.defense.gov/CMMC/
NIST SP 800-171 Rev. 2: https://csrc.nist.gov/publications/detail/sp/800-171/rev-2/final
NIST SP 800-171A (assessment procedures): https://csrc.nist.gov/publications/detail/sp/800-171a/final

CUI and CRM: common ways CUI ends up in “sales tools”

Even if you intend to keep CUI out of the CRM, it can sneak in via:

Email sync (opportunities and contacts pulling in threads with CUI)
File attachments (SOWs, PWS, drawings, meeting minutes)
Notes fields (technical requirements, vulnerability details, configuration info)
Integrations (CPQ, support desk, SharePoint/Drive, proposal tools)

If CUI is stored, processed, or transmitted by the CRM—or by connected systems that the CRM depends on—those components may fall inside the CMMC assessment scope.

The “boundary” decision is the first compliance control

A defensible CMMC posture starts with a crisp boundary:

In-scope: systems that store/process/transmit CUI (or provide security protection for those systems)
Out-of-scope: systems demonstrably prevented from touching CUI (by design + policy + enforcement)

Why this matters: Many organizations fail audits not because they lack a feature, but because they cannot prove where CUI flows, who can access it, and what logs exist.

Diagram (described): A box labeled “CUI Boundary” contains CRM, IdP/SSO, email system, file storage, SIEM, endpoint management. Arrows show data flows: email sync into CRM, attachments to storage, logs to SIEM, identity assertions from IdP.

How It Works: Mapping CMMC/NIST 800-171 Controls to CRM Capabilities

A CRM is an application, but CMMC evidence is typically evaluated across: 1) People/process (policies, training, access approvals) 2) Technology (SSO, MFA, encryption, logging) 3) Operations (monitoring, incident response, backups)

Below are the control families that most often impact CRMs, and what assessors look for.

Access Control (AC): least privilege, separation, and session hygiene

Key expectations:

Role-based access control (RBAC) aligned to job functions
Restricting access to CUI records/objects/fields
Strong session management (timeouts, re-auth, lockouts)

CRM-specific gotchas:

Overbroad “Sales Admin” roles
Shared accounts for integrations
“Everyone can export” permissions

Identification & Authentication (IA): MFA and identity centralization

Assessors typically want:

Centralized identity (SSO with an IdP)
MFA enforced for all users (and ideally for privileged actions)
Strong password policies if local auth exists

Why: CRMs are high-value targets for spearphishing and business email compromise, and they often contain relationship maps and sensitive communications.

Audit & Accountability (AU): logs that are complete, retained, and reviewable

Expectations:

Audit logs for logins, admin actions, data exports, permission changes
Central log retention and review (often via SIEM)
Time synchronization across systems

CRM-specific gotchas:

Logs only accessible in UI, not exportable
Short retention windows on lower-tier licenses
Missing object-level read access logs (common)

Configuration Management (CM): controlled changes and secure baselines

Expectations:

Documented configuration baseline
Change control for CRM settings, integrations, custom code
Inventory of components (apps, plugins, APIs)

CRM-specific gotchas:

Shadow integrations installed by power users
Untracked custom fields that start holding CUI

Incident Response (IR): detection + response playbooks that include CRM

Expectations:

IR plan includes SaaS applications
Ability to investigate: who accessed what, when
Containment: disable accounts, revoke tokens, stop integrations

System & Communications Protection (SC): encryption and boundary protections

Expectations:

TLS in transit
Encryption at rest (and clarity on key management)
Restricting external sharing and public links

Risk Assessment (RA) & Security Assessment (CA): continuous posture and evidence

Expectations:

Periodic reviews of access, logs, integrations
Evidence collection that maps to requirements

Practical Application: A CMMC-Oriented CRM Compliance Checklist

Use this as a working checklist for your CRM (Salesforce, Dynamics 365, HubSpot, or a GovCloud CRM). The goal is to produce evidence: screenshots, exports, policies, and configuration records.

1) Scope & Data Flow (the non-negotiable first step)

Checklist:

[ ] Identify whether CRM stores/transmits CUI or FCI
[ ] Maintain a CUI data inventory: objects/fields/attachments where CUI can exist
[ ] Map integrations: email sync, file storage, CPQ, support desk, marketing automation
[ ] Decide boundary strategy:
Option A: Keep CRM out of scope by preventing CUI ingestion (enforced)
Option B: Bring CRM in scope and implement required controls

Evidence to collect:

Data flow diagram
System Security Plan (SSP) boundary statement
Integration inventory (apps, API clients, service accounts)

Example: integration inventory template (YAML)

integrations:
  - name: "Microsoft 365 Email Sync"
    direction: "bi-directional"
    data_types: ["email", "attachments", "calendar"]
    cui_risk: "high"
    auth: "OAuth2 via Entra ID"
    owner: "IT"
    logging: "M365 unified audit + CRM audit"
  - name: "Doc Storage (SharePoint)"
    direction: "links + files"
    data_types: ["files", "links"]
    cui_risk: "high"
    auth: "SSO"
    owner: "Security"
    logging: "SIEM"

2) Identity, MFA, and Privileged Access

Checklist:

[ ] SSO enabled with a centralized IdP (Entra ID/Okta/Ping)
[ ] MFA enforced for all users, including contractors and admins
[ ] Conditional access policies (geo/device compliance, impossible travel)
[ ] Separate admin accounts; no day-to-day work on privileged identities
[ ] Disable legacy auth; restrict API tokens; rotate secrets

Evidence to collect:

IdP policy exports (MFA + conditional access)
CRM authentication configuration
Admin account inventory and approvals

Example: conditional access intent (pseudo-policy)

IF app == CRM
  REQUIRE MFA
  REQUIRE compliant_device == true
  BLOCK legacy_auth == true
  ALLOW only from approved_countries
  REQUIRE sign_in_risk <= medium

3) Authorization Model: Roles, Record Access, and Export Controls

Checklist:

[ ] RBAC documented (roles mapped to job functions)
[ ] Least privilege: users only see accounts/opportunities they need
[ ] Restrict bulk export/reporting permissions
[ ] Field-level security for sensitive fields (if supported)
[ ] Separate CUI workspace/objects from non-CUI data (where possible)

Why: A CRM breach often becomes a data exfiltration incident via exports, reports, or API pulls.

Evidence to collect:

Role matrix (role → permissions)
Screenshots of export/report restrictions
Quarterly access review records

Example: role-permission matrix (CSV snippet)

Role,CanExport,CanManageUsers,CanViewCUIObjects,Notes
SalesRep,No,No,Limited,"only assigned accounts"
SalesOps,Yes,No,Limited,"export requires ticket approval"
CRMAdmin,Yes,Yes,Yes,"separate admin account required"

4) Logging, Monitoring, and Retention (AU family)

Checklist:

[ ] Enable CRM audit logging for:
logins (success/failure)
permission/role changes
data exports and report runs
API access and token usage
object changes (create/update/delete) for CUI-containing objects
[ ] Forward logs to SIEM (Splunk, Sentinel, Elastic)
[ ] Retain logs per policy (often 90 days hot + 1 year archive, but follow your requirements)
[ ] Perform and document periodic log reviews

CRM-specific reality: Some CRMs do not provide read-access auditing at the record level. If you can’t prove “who viewed what,” you may need compensating controls (tight exports, strong anomaly detection, DLP).

Evidence to collect:

SIEM ingestion proof (sample events)
Log retention settings
Log review tickets/runbooks

Example: SIEM detection idea (KQL-style pseudocode)

Detect unusual exports:
- user runs >N reports in 1 hour
- exports outside business hours
- API pulls from new IP/user agent
- sudden spike in attachment downloads

5) Data Protection: Encryption, Attachments, and DLP

Checklist:

[ ] TLS enforced for all access
[ ] Encryption at rest documented (vendor attestation)
[ ] Control attachments:
restrict file types
scan uploads for malware
prevent public links
[ ] DLP policies for CUI markers (International Traffic in Arms Regulations (ITAR)-ish terms, program codes, CDRLs)
[ ] Data retention and deletion policies (including backups)

Evidence to collect:

Vendor security documentation (encryption, key management)
DLP policy configuration
File/attachment controls

Diagram (described): A flow showing “User uploads attachment → malware scan → DLP inspection → stored in approved repository → link stored in CRM.” This illustrates a pattern where CRM holds references, not raw files.

6) Secure Configuration & Change Control

Checklist:

[ ] Configuration baseline documented (auth, session timeout, IP restrictions, sharing settings)
[ ] Change control process for:
new fields/objects
workflow automation
integrations/apps
permission changes
[ ] Regular review of installed apps and OAuth grants

Evidence to collect:

Change tickets
Baseline configuration document
Quarterly review attestations

Example: baseline excerpt (Markdown)

CRM Security Baseline
- SSO: Required
- MFA: Enforced via IdP
- Session timeout: 30 minutes idle
- External sharing: Disabled
- API access: Allowed only via approved integration accounts
- Export: Restricted to SalesOps + approval workflow

7) Incident Response: Playbooks That Include the CRM

Checklist:

[ ] IR plan includes SaaS/CRM scenarios
[ ] Playbook for:
suspicious login
suspected mass export
compromised integration token
[ ] Ability to revoke sessions/tokens quickly
[ ] Evidence preservation steps (export logs, snapshots)

Evidence to collect:

IR runbooks
Tabletop exercise records
Token/session revocation procedures

Best Practices: Patterns That Make CRMs Easier to Defend (and Audit)

1) Keep CUI out of the CRM unless you have a strong reason.

Use the CRM for relationship management and metadata.
Store CUI documents in a controlled repository designed for CUI, and link from CRM.

2) Use SSO + MFA + conditional access as the “front door.”

Centralize identity decisions in the IdP.
Require compliant devices for CRM access.

3) Treat exports and APIs as the highest-risk paths.

Minimize who can export.
Monitor API usage and rotate secrets.
Prefer short-lived tokens and scoped permissions.

4) Design for evidence.

If a control can’t produce logs or reports, it’s hard to defend in an assessment.
Build a repeatable evidence packet: screenshots, policy docs, SIEM queries, access review results.

5) Segment CUI data logically.

Separate objects/records, teams, or environments.
Avoid “one global bucket” access models.

Limitations: Where CRMs Commonly Fall Short for CMMC

Incomplete auditing: Many platforms cannot reliably audit read-access to individual records/fields. That complicates incident investigations and exposure analysis.
License-tier constraints: Strong logging, retention, and security features may require premium tiers.
Integration sprawl: CRMs become hubs. Each integration expands scope and risk.
Data classification is hard: Users paste sensitive info into freeform notes unless you train them and enforce controls.
Shared responsibility: SaaS vendors secure infrastructure, but you must configure access, monitor usage, and manage identities.

If you hit one of these limitations, you can often use compensating controls (tighter permissions, DLP, stronger monitoring, architectural changes like storing attachments elsewhere). But document the rationale in your SSP and ensure it’s operationally enforced.

Conclusion: Your Next Steps to Make the CRM CMMC-Ready

A CRM becomes “CMMC-ready” when you can (1) clearly define whether it’s in scope, (2) enforce strong identity and least privilege, (3) produce audit logs and retention evidence, and (4) control the highest-risk paths—exports, attachments, and integrations.

Actionable takeaways:

Decide your boundary: keep CUI out of CRM by enforcement or bring CRM into scope deliberately.
Implement SSO+MFA and conditional access; eliminate shared accounts and unmanaged tokens.
Lock down export/reporting and monitor API usage.
Build an evidence packet: configs, access reviews, SIEM events, and IR playbooks.

If you want a faster path, start by inventorying CRM integrations and turning on the strongest audit logging available—those two steps alone usually reveal the biggest gaps.

CTA: If you’re unsure whether your CRM is in or out of scope, cabrillo_club can help you map CUI flows, define a defensible boundary, and build a CMMC-aligned CRM evidence package.

CUI-Safe CRM: The Complete Guide for Defense Contractors

CRM Compliance Checklist for Defense Contractors: Is Yours CMMC Ready?

CRM Compliance Checklist for Defense Contractors: Is Yours Cybersecurity Maturity Model Certification (CMMC) Ready?

Fundamentals: CMMC, CUI, and What “CRM in Scope” Really Means

What is CMMC (in one paragraph)

CUI and CRM: common ways CUI ends up in “sales tools”

The “boundary” decision is the first compliance control

How It Works: Mapping CMMC/NIST 800-171 Controls to CRM Capabilities

Access Control (AC): least privilege, separation, and session hygiene

Identification & Authentication (IA): MFA and identity centralization

Audit & Accountability (AU): logs that are complete, retained, and reviewable

Configuration Management (CM): controlled changes and secure baselines

Incident Response (IR): detection + response playbooks that include CRM

System & Communications Protection (SC): encryption and boundary protections

Risk Assessment (RA) & Security Assessment (CA): continuous posture and evidence

Practical Application: A CMMC-Oriented CRM Compliance Checklist

1) Scope & Data Flow (the non-negotiable first step)

How ready are you for CMMC?

How ready are you for CMMC?

2) Identity, MFA, and Privileged Access

3) Authorization Model: Roles, Record Access, and Export Controls

4) Logging, Monitoring, and Retention (AU family)

5) Data Protection: Encryption, Attachments, and DLP

6) Secure Configuration & Change Control

How ready are you for CMMC?

7) Incident Response: Playbooks That Include the CRM

Best Practices: Patterns That Make CRMs Easier to Defend (and Audit)

Limitations: Where CRMs Commonly Fall Short for CMMC

Further Reading (Authoritative Resources)

Conclusion: Your Next Steps to Make the CRM CMMC-Ready

Related Articles

CMMC Flowdown Requirements and Your CRM: What Primes Owe Subcontractors (and Vice Versa)

CRM Migration to CMMC Compliance: The Defense Contractor's Roadmap

CMMC Assessment Preparation Guide: Your Complete Readiness Checklist