Prospect and customer data
Overview
The prospect and customer data depend on the selling model. If you are selling to a business with the business-to-business model (B2B), you supply one type of data. If you are selling to an end consumer with the business-to-consumer model (B2C), you supply another type of data.
Business-to-business (B2B)
B2B prospect and customer data include information about the following entities: organization, business account, and contact.
Typically, there is an organization linked to a single account and several contacts.
The organization represents a legal entity and can be a specific business, holding company, or corporation. The business account entity is an extension of the organization. Organizations have an owner and contacts. The contacts are usually employees of or somehow affiliated with their organization.
Note: By default, a business account record is automatically created when creating an organization record. This behavior can be overridden in the PegaCRM-SFA AutomaticAccountCreation dynamic system setting.
The organization represents the levels of the customer or prospect business hierarchy. Some organizations are large and have several accounts. Use sub-organizations to represent such large organizations.
In this example, Acme Corp. has two sub-organizations: Acme Finance and Acme Insurance. Each sub-organization has an account and owner.
Note: An organization can have several accounts, but it is recommended to use an organizational hierarchy in such situations.
Business-to-consumer (B2C)
B2C prospect and customer data include information about the following entities: contact, individual account, and household.
In the B2C selling mode, the account is directly linked to a single contact. The individual account entity is an extension of the contact. The account has an owner. The contact is the person interested in making a purchase.
Note: By default, an individual account record is automatically created when creating a contact record. This behavior can be overridden in the PegaCRM-SFA AutomaticAccountCreation dynamic system setting.
Household
A household is a grouping of contacts, usually with the intent to purchase a common product (for example, insurance with coverage for all family members).
The most common household grouping consists of family members living at the same address. However, a household can also be used to group any set of contacts that share a commonality.
The household must have one primary contact identified as the head of the household. Households are used only in the B2C selling mode.
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