C5 Insight announced that the company has developed an improved process for lead qualification for users of Microsoft Dynamics 365 CRM. C5 Insight’s process is delivered as an add-in to Dynamics 365 and resolves some common unsupported user scenarios for lead conversion and qualification in Dynamics 365 CRM.

Dynamics 365 is Microsoft’s latest generation of intelligent and modular business applications that unifies CRM and ERP capabilities for small and mid-sized companies as well as for large enterprises. The most recent version was released in July 2017.

In CRM, a “lead” is an individual contact, but has not yet been qualified as a sales opportunity. A “sales opportunity” is a sales project, the goal of which is to get the lead to become a customer. During the initial sales process, leads are contacted to determine if they represent a sales opportunity. In the typical process, after qualification, a “Qualify” button is clicked, and CRM creates

• An account (the business)
• A contact (a person that works for the business – over time, additional contacts may be added to the same account)
• A sales opportunity

Dynamics 365 has a very robust CRM process, however, there are many scenarios where the user would not want to create an opportunity. As one example, 5 people at the same company visit a booth at a trade show, all showing interest in the product being demonstrated. When entering the contacts into CRM, Dynamics 365, by default, requires a separate sales opportunity for each converted contact; however, there is only one sales opportunity. The user wants to continue to be able to track all of the contacts, but doesn’t want to identify multiple opportunities, which is not accurate. Dynamics 365 does not support this situation. Other Dynamics 365 unsupported scenarios include adding a contact for an opportunity that already exists and duplicate contacts for the same opportunity.

C5 Insight’s custom lead conversion add-in for Dynamics 365 CRM provides a solution for common unsupported scenarios. The solution allows a user to create an opportunity, or not, based on the actual facts of the situation, improving accuracy of sales opportunity data while also improving user productivity. Additional information about C5 Insight’s lead conversion solution for Dynamics 365 CRM can be seen at https://www.c5insight.com/Resources/Blog/tabid/88/entryid/730/dynamics-365-lead-qualification-and-conversion-fix.aspx.

C5 Insight, based on the campus of the University of North Carolina at Charlotte, was founded in 2002 and is a leader in delivering customer engagement and employee collaboration projects. The company has consulted with hundreds of companies around the world in a broad range of industries. The firm has twice been named to the Inc. 5000 list of fastest growing companies. For more information about C5 Insight, visit https://www.C5Insight.com.