CRM Pipeline Stages for DMCs

A pipeline is the set of stages every travel-agent relationship moves through, from first identified to active booking partner. Defining clear stages turns a messy spreadsheet into a sales system you can actually manage and forecast.

The stages a DMC needs

• Sourced — identified but not yet qualified.
• Qualified — confirmed to sell your destination and price band.
• Contacted — first outreach sent.
• Engaged — they have replied and a conversation is open.
• Partner — actively sending you bookings.

What to do at each stage

Each stage has a single next action: qualify the sourced, contact the qualified, follow up the contacted, nurture the engaged, and retain the partner. This keeps your effort focused. The broader system is in /blog/b2b-travel-sales-playbook.

Why pipeline discipline pays

A defined pipeline tells you exactly where deals stall and where to spend time. It also makes the case for the right tooling — see /blog/tour-operator-crm-guide.

Karibu gives you the pipeline out of the box

Karibu ships a travel-trade pipeline with reply detection and reporting. Compare plans on /pricing or read the docs at /docs.