CRM, Order management and billing systems are generally designed for a direct sales model where the lead, opportunity, quote, order and invoice only involves two counterparties: a seller and a buyer. Simple.
But what happens if you sell via a reseller, or an agent who is on commission? What are the data modelling and contract implications? How do you track who is who, how do you model the end customer in a way that your service desk system understands this properly?
So, let’s dive into the detail around these two behaviour models to understand the control system needs as a guide to buying the right solution.Read More