How to both deal with CRM and PRM?
Sep 18, 2018 12:07 PM
My company is engaged in two types of selling:
For 2, this includes property agents, agencies, brokers, lawyers, etc. They are to be considered partners. They, themselves, do not bring cash to the company; however, they bring potential buyers to the company. They are an essential part of the business, need marketing towards, onboarding, training, nurturing, communication, pipelines, deals, and so on. However, they are not leads in the sense of brining money directly. They will bring a customer, which also needs to be nurtured, and so on. They are mainly associated with companies for the large part (over 90%).
For 1, these are people that are looking to invest in property. They are mostly indpendent from a company, even though there might be a case that they are employees of an investment fund - and, therefore, a company. They need to be associated with 2, i.e. the contact and company that brought them in, in case they were not brought in directly from my own company; meaning they also need to be associated with deals pipelines involving the intermediating contacts, and so on. THESE are the real leads which might purchase.
I have yet to find a way to implement a proper solution that will distinguish between these two types of contacts and not mess about the analytics.
The closest scenario I can think of is a PRM-CRM combination; a reseller management solution; a partner solution; a multiple sales channel solution. In my industry, they are simply property/immigration agents and agencies (mostly) that belong to other companies and market/sell the properties I develop.