Setting the lead mode

When configuring your deployment, you can specify the type of leads that your company pursues. To do this, you select a lead mode.

You specify the lead mode for your deployment in NexJ Studio. The lead mode that you choose determines how leads behave in NexJ CRM. It specifies what fields are required when a user identifies a lead, and what fields are automatically filled out when an existing contact or company is identified as a lead.

There are two lead modes that you can choose from:

Business-to-Consumer (B2C)
Indicates that your company sells products or services to end-users. When the lead mode is set to B2C, the first and last name, sales concept, source type, owner, at least one communication method, and consent to contact are required when identifying a lead. If a matched contact is selected, the contact's information is used to populate the lead's first and last name, communication methods, and address.

Business-to-Business (B2B)
Indicates that your company sells products or services to other companies. When the lead mode is set to B2B, a company must also be specified when identifying a lead. If a matched contact is selected, the contact's information is used to populate only the lead's first name, last name, and position. The lead's communication methods and address are instead populated with information from the contact's company.

As of NexJ CRM 21.12, the b2bLeadsEnabled property has been added to the environment file with a default value of false. When this property is set to false, the lead mode used is B2C. Set this property to true to run the B2B leads mode.