Implementing MS Dynamics 365 for Sales
This nationally known inside sales and lead generation client needed to upgrade and optimize its sales, lead generation and nurturing capabilities, along with implementing contemporary forecasting capabilities.
CHT was engaged by the company to assist in migration from a legacy proprietary system to MS Dynamics 365 for Sales.
CHT Solutions and Success Outcomes
Key solutions and client deliverables included the following:
Leveraging Dynamics 365 for Sales dashboards, CHT created custom views to empower sales users to review their leads, active accounts, open opportunities, and to set and track revenue goals. Dynamics 365 for Sales also provides a high-level overview for sales managers to efficiently track their teams’ performance in a clean, easy-to-read interface.
With the help of PowerObjects, CHT was not only able to build the client a better process of tracking leads, but provided additional insight behind the data, helping them produce more qualified leads. CHT implemented their “demand waterfall” to measure their marketing qualified leads versus disqualified leads, ultimately further aligning their sales and marketing efforts.
To support this, CHT built a custom entity to granularly view what specific event a lead originated from. Measuring the success of their campaigns and aiding in promotional outreach was a massive benefit to the marketing team.
CHT additionally enhanced the out-of-the-box functionality of Dynamics 365 for Sales by implementing a custom entity for Products and Revenue. This opportunity entity enables users to see projections for a specific product by fiscal year as well as their standard quarterly system. By selecting a product and designating which fiscal year they think the product will sell, they are able to calculate the actual revenue and assign it to a quarter. This allows them to forecast business at a granular level.