Hello fellow hoteliers,
There have been a few posts lately about corporate sales reporting, so we wanted to share how we currently track our corporate sales and identify our best corporate accounts. Hopefully this helps other hotels too!
Since our B2B sales processes need a structured, sales oriented setup that goes beyond the standard company data in Apaleo, we started by rebuilding the database structure we were used to from our previous PMS. When we used Apaleo for a few years without umnify, we managed sales data per property in Excel and created corporate contracts manually.
The goal in building a B2B setup with umnify was to introduce a clear structure that supports our sales processes and is accessible to the sales team across all properties. This enables efficient, professional workflows, creates synergies, and makes it easier to spot potential and scale as processes and properties grow.
We use the company profiles in Apaleo as our foundation and enrich them in umnify with contacts and relevant sales information. To capture revenue per property, we merge profiles belonging to the same company group into master company profiles as soon as we find more than one company from the same group within a property. Since our Apaleo setup is multi-property, we added a third layer to consolidate revenue and data across all master company profiles at the account level into sales master profiles.
Our sales team handles B2B tasks mainly in umnify, while the operations teams have read access to company and master profiles through the umnify Company App, which is embedded in Apaleo via iFrame. Giving operations this access to the data and corporate contracts increases transparency and improves internal workflows. At the same time, sales can rely on consistent performance insights across companies and groups to shape their sales strategies.
Since umnify is extensible, we keep improving and expanding the apps. New workflows, data fields, and features are supported by the umnify team, and we keep refining things based on our needs.
We’re happy to support other sales teams within the Apaleo community as well, and we equally welcome feedback from other umnify customers sharing valuable insights and approaches 😊
