**To use Papo's Companies module (https://papo.global/) to manage B2B accounts, create a profile for each organization, link the contacts involved in the negotiation, and track the account's consolidated history. Then record each opportunity as a card in Kanban, using stages, labels, and estimated value to move the corporate sale from first contact to closing without losing context.**

## Flow summary: from company to Kanban card

| Step | Recommended action | Main resource |
| :--- | :--- | :--- |
| 1. Organize the account | Create a company profile with name, domain, and description | Companies module |
| 2. Gather stakeholders | Link existing contacts to the company | Company-Contact link |
| 3. Centralize history | View recent conversations from all linked contacts | Consolidated Company view |
| 4. Record opportunity | Create a card in the corporate sales funnel | Kanban |
| 5. Qualify and prioritize | Add labels and estimated value or items to the card | Kanban card |
| 6. Track through to win | Move cards between stages and list wins via Super Chat | Kanban + Super Chat |

## Why separate Companies from Contacts in B2B CRM

In B2B sales, a negotiation rarely involves a single person. It is common to talk with the purchasing manager, the finance director, the end user, and the technical lead. If each one is treated as an isolated contact, the history gets scattered and the team loses the strategic view of the account.

Papo's Companies module solves this by creating a separate entity for the organization. The company works as an umbrella: it groups all linked contacts and centralizes conversations, negotiations, and tickets in a single view. Kanban, in turn, turns this account's opportunities into visual cards that can be moved between stages, with labels and values to prioritize follow-up.

## Step by step: how to set up B2B management

### 1. Create the Company profile

In the Companies module, register the organization with name, website domain, and a description. The domain helps identify and group corporate contacts; the description can hold information such as industry, size, or account history.

If you already do active prospecting, Papo's CNPJ Extractor lets you import companies in bulk into the CRM, creating lists segmented by CNAE, state, or size before starting outreach.

### 2. Link the negotiation contacts

After creating the company, associate the contacts already in your CRM. You don't need to recreate conversations: when you link an existing contact, that person's history starts appearing in the company's consolidated view. This reflects the reality of a B2B sale, in which you speak with different roles in the same organization.

### 3. Read the account's consolidated history

In the company detail, Papo brings together:

- List of linked contacts;
- Recent conversations from all contacts in the organization;
- Open or won deals associated with the company in Kanban.

This 360° view prevents one salesperson from repeating questions another colleague has already answered and keeps the approach aligned with the account's current stage.

### 4. Record opportunities in Kanban

With the company organized, create a funnel for corporate sales in Kanban. You can use stages that represent the B2B cycle, such as "Prospecting," "Conversation with decision-maker," "Proposal sent," "Negotiation," and "Won." Each opportunity becomes a card that can be linked to the contact responsible for the negotiation.

To find opportunities already in the history, the Synapse module can help locate old conversations with buying signals, such as requests for a proposal or questions about higher-tier plans. From the result, create a card in Kanban with the account context already included.

### 5. Classify with labels and value

Inside each card, use labels to separate the type of opportunity — for example, "new contract," "upsell," or "cross-sell." Fill in the estimated value or add items/products to the card; the sum of the items represents the total opportunity. This lets you prioritize the largest accounts and measure forecast revenue by column.

### 6. Move the card as the negotiation advances

At each meeting, proposal sent, or customer response, move the card to the corresponding stage. When the sale is closed, mark the card as won. Through Super Chat, you can ask for a list of all Kanban wins and see the number of won cards and the total in reais.

## When the Companies + Kanban combination makes sense

- **Complex B2B sales:** with more than one decision-maker per account and long cycles.
- **Account managers and customer success:** track account health and see expansion opportunities.
- **Agencies, consultancies, and service providers:** organize projects and conversations by corporate client.
- **Prospecting with CNPJ Extractor:** import companies and decision-makers into the CRM and open follow-up cards in Kanban right away.
- **White label resellers:** use Companies to group each client's contacts and Kanban to track onboarding and platform adoption.

## Frequently asked questions (FAQ)

### What is the main difference between a Contact and a Company in the CRM?

A Contact represents an individual person, with name, phone, email, and role. A Company represents the organization and works as a grouping of multiple contacts, centralizing the conversation, negotiation, and ticket history for that account.

### Do I need to recreate a conversation when I link a contact to a Company?

No. The history of the existing contact remains in the CRM. After linking, that history is also displayed in the company's consolidated view, along with the conversations of the other linked contacts.

### How many contacts can I associate with a single company?

There is no fixed limit described. Associate as many contacts as needed to represent all stakeholders in the account, such as buyers, directors, users, and technical leads.

### What appears in the consolidated view of a Company?

The screen brings together the list of linked contacts, the recent conversations of those contacts, and the open or won deals associated with the company in Kanban.

### How does Kanban connect to the Companies module?

While the Companies module organizes the account and history, Kanban records commercial opportunities. By creating cards linked to that company's contacts, you can view the open or won deals related to that account in the company detail.

### Can I use this flow for cross-sell and upsell?

Yes. You can adapt the funnel stages for additional offers and use labels such as "upsell" or "cross-sell" on cards. The same pipeline serves new contracts and expansion of current customers.

## See also

- [How to create and configure a sales funnel in Kanban from the start](/hc/papo/articles/how-to-create-and-configure-a-sales-funnel-in-kanban-from-scratch)
- [How to use Kanban to track onboarding and adoption for each white label client](/hc/papo/articles/kanban-white-label-client-onboarding-adoption)

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