Each individual order takes on greater importance

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The requirements of a B2B company for a CRM system
A B2C (business to consumer) company targets its products at private individuals or at many small companies. The customer base can be large accordingly. The situation is different in the B2B (business to business) sector: Here, individual companies are considered, so the customer base is much smaller. However, the size of the customer base is not the only difference between B2C and B2B. While in the B2C segment a single person usually makes the purchase decision, in B2B a whole group of people is involved in the decision-making process. CRM systems for companies in the B2B sector therefore have to meet special requirements.


A single purchase decision in the B2C sector only ecuador whatsapp data generates a small amount of revenue, so the aim is to attract as many customers as possible at the same time. The customer as an individual therefore receives less attention. B2B companies, on the other hand, do not focus on the masses, but rather target their offer at a few or, in some cases, even just one potential customer. A single order in the B2B sector has a much larger volume, which means that it is given more importance than in the B2C business.
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Fewer data records
Although the volume of individual orders is larger in the B2B sector, the total number of orders is lower. This also reduces the number of data records required. However, this does not make the data any less important. On the contrary: Since a whole group of people usually has to be convinced, the sales process is longer and more complex than is the case in the B2C segment. Accordingly, the potential customer is courted over a longer period of time. Each decision-maker must be addressed individually by the advertiser and reached with the right content. A CRM system helps to keep track of where each decision-maker is. Because all employees involved in the process have access to all customer-related data, procedures can be better coordinated.