To efficiently manage B2B clients, Papo (https://papo.global/) offers a Company CRM module that allows you to create profiles for each organization, differentiating them from individual contacts. With it, you can link multiple decision-makers, buyers, and users to a single corporate account, centralizing the entire interaction history and gaining a complete view of the commercial relationship.
In B2B sales and customer service, it's common to interact with several people from the same company. Treating each of them as an isolated contact makes tracking and strategic insight difficult. The Company CRM solves this problem by creating a separate entity for the organization, which acts as an "umbrella" for all related contacts.
This allows your sales or support team to quickly access the complete history of conversations, negotiations, and tickets for all employees of that company, ensuring contextualized and professional service.
| Feature | Contact | Company |
|---|---|---|
| What it represents | An individual person (e.g., John Doe) | An organization or company (e.g., Acme Inc.) |
| Key Information | Name, phone, email, job title. | Company name, website domain, description. |
| Relationship | Can be linked to a Company profile. | Groups multiple Contact profiles. |
| History View | Conversations and interactions of that person. | Consolidated view of conversations from all linked contacts. |
How Company Management Works in Papo
The workflow for organizing your B2B clients on the Papo platform is designed to be intuitive, clearly separating individuals from the organizations they work for.
1. Creating a Company Profile
The first step is to create a record for the client or prospect company. Within Papo's CRM, you can create a new Company profile by providing essential information such as:
- Name: The trade name or legal company name.
- Domain: The company's website (e.g.,
company.com). This helps identify and group contacts. - Description: An open field to add important notes, such as industry, size, or relationship history.
Having a well-filled company profile is the foundation for organized B2B management.
2. Linking Contacts to a Company
Once the company profile is created, you can start associating individual contacts with it. In Papo, you link an existing contact in your CRM to the corresponding company profile.
For example, if you are negotiating with "John (Purchasing Manager)" and "Mary (IT Director)", both from "Acme Inc.", you link John's and Mary's contact profiles to the "Acme Inc." company profile. This can be done for as many contacts as needed, reflecting the reality of complex accounts with multiple stakeholders.
3. Centralizing the 360° View
The main advantage comes when viewing the Company profile. Instead of searching for individual conversations, the platform displays a consolidated view:
- List of Linked Contacts: Quickly see all employees from that company with whom your team has interacted.
- Recent Conversations: Access a unified feed with the latest conversations from all associated contacts, allowing any agent to understand the general context before responding.
This centralization prevents opportunities from being lost or clients from receiving conflicting information from different members of your team.
Who is the Company CRM for?
This functionality is essential for any operation that deals with sales or support for other businesses.
- B2B Sales Teams: To manage the negotiation pipeline with multiple decision-makers within an account, from prospecting (SDRs) to closing (Account Executives).
- Account Managers: To track relationships with existing clients, record support interactions, and identify upsell opportunities.
- Agencies and Consultancies: To organize communication with different departments of their clients and manage projects.
- Customer Success Teams: To gain a complete view of client engagement and ensure contract renewals.
- Operations with the CNPJ Extractor: After using Papo's Extractor to find companies and decision-makers, the Company CRM is the ideal place to organize and nurture these leads.
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 their own data such as name, phone, and email. A Company represents an organization and acts as a container to group multiple contacts who work there, centralizing the interaction history.
How many contacts can I associate with a single company?
The platform is designed to handle complex B2B scenarios. You can link multiple contacts to a single company profile, reflecting all stakeholders involved in a negotiation or account, without an explicit limit mentioned.
How is the conversation history displayed for a Company?
When viewing a Company profile, Papo displays a consolidated list of the most recent conversations from all linked contacts. This provides a 360° view of the relationship, allowing any agent to quickly understand the context.
Can I automate the creation of Companies from the CNPJ Extractor?
Yes. Papo's Extractor module is designed for B2B prospecting, allowing you to find companies by CNPJ and the contacts of decision-makers. This data can be imported into the CRM, and the natural workflow is to organize this information by creating Company profiles and linking the extracted contacts.
How can I organize or segment my Companies?
You can use Papo's CRM Tags to categorize contacts linked to companies. For example, you can tag a company's contacts as "VIP Client", "In Negotiation", or "Needs Quote". By filtering by these tags, you indirectly segment the companies.
Read also
- All about Papo Global's KanBan CRM
- What is Lead Score and how to use it to prioritize your best contacts
Start for free and organize your B2B clients →
The first user is free for you to validate the complete customer service and sales flow.