The work that is not an order still needs tracking
A distributor's pipeline is several pipelines running at different speeds. There is the new division being placed counter by counter. There is the sub-stockist in the next taluka who has been thinking about it since March. There is the nursing-home or institution supply enquiry waiting on a rate list and a credit decision. And there is the retailer who will shift his whole purchase across if the terms are right.
None of these look like an invoice, so none of them get recorded like one. They survive as verbal updates in the Monday meeting. Line-opening lists go stale, two officers approach the same shop in the same week, an institution enquiry loses eight days waiting on a margin approval nobody logged, and the company's territory manager asks for a status that has to be rebuilt from memory.
Stages you name, on the counter that is actually being worked
Each of those becomes a deal on its own pipeline with stages in your own language: approached, rate list shared, trial order billed, repeat order, added to the regular beat. The value on the deal is the monthly offtake you expect from that counter, not a single invoice, so the forecast reads as run rate. Deals that have not moved for a fortnight surface as ageing, which is exactly how a line-opening drive dies quietly. Ownership follows territory rules, so the officer who walks that beat is the one holding the deal.
More on the capability itself: Deal Pipeline. More on this industry: CRM for pharma distributors.
Placing a new division across the territory
A new gastro division arrives with a list of 180 named counters.
- 1Import the list as deals on a line-opening pipeline, assigned to officers by beat.
- 2A counter moves to trial order the day the first box is billed, with expected monthly offtake set as its value.
- 3Any counter still sitting at trial order after two beat cycles shows as aged on the owner's weekly list.
Everything here is on the Growth plan at ₹899/user/month + GST on annual billing. No module pricing, no per-rule charge, no minimum seats, and a Free Forever plan with one user and 200 leads to test it on.
The rest of the stack for this team
Other teams using the same thing
Questions teams ask
Start on the free plan
One user, 200 leads, no card and no expiry. Enough to run the workflow above end to end before you involve anyone else.