# B2B CRM Software > A CRM built around companies, sites and buying groups rather than individual consumers - for long sales cycles, repeat business and accounts with many people in them. **URL:** https://cubecrm.co.uk/software/b2b-crm-software Most CRMs grew up selling to individuals, and it shows: the contact is the centre of the record and the company is an afterthought. In business-to-business sales that is backwards. The customer is an organisation with sites, departments, a buyer, an engineer who specifies, a finance contact who approves and a history that outlasts any of them. CubeCRM puts the company at the centre, with contacts and roles hung off it, parent and subsidiary structures modelled properly, and every quote, order reference, case and conversation on the account. Long sales cycles with several decision-makers, trials, specifications and revisions are the normal case rather than the exception. ## Details - **Solution:** B2B CRM Software - **Group:** Core CRM - **Platform:** CubeCRM (https://cubecrm.co.uk/platform) - **Coverage:** Nationwide, set up in person - **Also known as:** Business to business CRM, Account-based CRM, Trade CRM, Industrial CRM, CRM for B2B sales ## What is included - **Companies at the centre:** Parent groups, subsidiaries, sites and departments modelled as they really are, with contacts and roles attached - so a head office and its twelve branches are one account, not thirteen unrelated records. - **Buying groups and roles:** Record who specifies, who buys, who approves and who signs, and see at a glance which of them you have actually spoken to on a live deal. - **Long cycles, handled properly:** Multi-stage opportunities with trials, samples, specification documents and revisions, and a full history when a deal goes quiet for six months and comes back. - **Agreed terms on the account:** Customer-specific price lists, discounts, payment terms and contract dates held on the record, so the next quote starts from what was agreed rather than from list price. - **Repeat business and renewals:** Reorder cycles, contract renewals and lapsed accounts raise themselves, so the existing customer base gets as much attention as new business. - **Accounts package in step:** Customers, credit status and invoices shared with Xero, Sage or QuickBooks, so the salesperson knows an account is on stop before promising anything. ## Real-world use cases ### Thirteen records for one customer **Scenario:** A facilities supplier worked with a national retailer through a head office and a dozen regional sites. Each site had been set up as a separate customer, and head office regularly received conflicting quotes. **Outcome:** The group is now one account with sites underneath, one agreed price list and one account owner. Regional quotes go out on the group terms, and the conflicting-quote problem went away. ### The buyer who left **Scenario:** A component manufacturer lost a large repeat customer after the buyer they dealt with moved on. Nobody else at the customer had ever been contacted, and the new buyer went to a competitor. **Outcome:** Key accounts now show every contact by role, with a prompt when an account relies on a single relationship. Account managers build contact with the engineer and finance team as a matter of course. ### A slow deal that was forgotten **Scenario:** A specialist supplier spent nine months on a trial with a prospective customer. When the trial finished, the salesperson had moved territory and nobody followed up. **Outcome:** Long-running opportunities now carry a next step and an owner at every stage, and ownership changes transfer the whole deal history. The follow-up happens on the date agreed, whoever owns it. ## Figures - **Group** Parent, sites and contacts on one account - **By role** Who specifies, buys and approves - **Agreed** Pricing applied to every quote ## Frequently asked questions **How is B2B CRM different from ordinary CRM?** Mainly in what sits at the centre. A B2B CRM is organised around companies with several contacts and sites, long sales cycles, agreed pricing and repeat business. Consumer-style CRMs are organised around individuals and campaigns. Both are CRM; they suit very different businesses. **Can it model groups with many sites?** Yes. Parent and subsidiary companies, sites and departments are part of the standard model. Reporting can roll up to the group or break down to the site. **Does it handle customer-specific pricing?** Yes. Price lists and discounts can be set per customer or per group, and quotes apply them automatically. Discounts beyond an agreed limit need approval, and the reason is recorded. **We also need orders and stock. Is this the right product?** If you need them now, CubeERP is probably the better starting point - it includes everything in CubeCRM plus sales orders, stock and purchasing. If you need them later, start with CubeCRM and upgrade when the time comes; it is the same data model, so nothing is migrated. **Can our accounts team see the same customers?** Yes. Customers sync with Xero, Sage or QuickBooks, and the credit position flows back. Finance can be given read access to the CRM without being given the ability to change deals. ## Related solutions - **Account Management Software** - Plan, grow and protect your most valuable customers - with account plans, contact coverage, renewals and every conversation on the same record. https://cubecrm.co.uk/software/account-management-software - **CRM Software** - Contacts, enquiries, pipeline, quotes, follow-ups and service in one shared customer record - built in the UK for growing businesses. https://cubecrm.co.uk/software/crm-software - **Sales Pipeline Software** - Every opportunity on one board, by stage, with value, likelihood and next step - so the whole team can see what is live and what is stuck. https://cubecrm.co.uk/software/sales-pipeline-software - **Client Management Software** - For service businesses that manage clients rather than sell products - engagements, contacts, documents, renewals and every conversation on one client record. https://cubecrm.co.uk/software/client-management-software ## Contact - **Product:** CubeCRM - **Trading name of:** Cube Systems Limited (company number 17220899, ICO registration number ZC216972) - **Email:** hello@cubecrm.co.uk - **Sales:** sales@cubecrm.co.uk - **Support:** support@cubecrm.co.uk - **Telephone:** 01234 672 617 (+441234672617) - **Address:** Unit 11, Olney Business Park, Osier Way, Olney, Buckinghamshire, MK46 5FP - **Opening hours:** Monday to Friday, 9am to 5.30pm - **Part of:** Crushed Ice Group (https://crushedicegroup.co.uk)