Dynamics 365 Sales: Mapping Capabilities to Requirements

DRAG DROP
Case Study
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Background
Contoso Ltd. is a global technology distributor headquartered in Redmond, Washington and has enterprise customers across North America and Europe.
Contoso Ltd. currently manages its sales operations by using Microsoft Dynamics 365 Sales and plans to enable Sales Insights in the future.
The company has approximately 150 field sellers, 40 insider sellers, 20 sales managers, and a central IT team responsible for configuring the sales platform. Contoso Ltd.’s executive leadership has defined the following goals for the new sales platform implementation:
Improve seller productivity by reducing manual research and data entry.
Use AI insights to prioritize leads and opportunities.
Provide automated recommendations to sales representatives throughout the deal lifecycle.
Current environment
Sales platform
Contoso Ltd. uses Microsoft Dynamics 365 Sales integrated with Microsoft 365 services. The following components are currently deployed:

Business requirements
Contoso Ltd.’s executives have defined the following business requirements:
Lead management
Inside sellers must use a seller engagement workspace that prioritizes leads automatically based on predicted likelihood to convert.
All sellers are guided through a consistent set of qualification steps aligned to Contoso Ltd.’s sales strategy.
Leads cannot be advanced to the development stage until a decision maker has been confirmed.
Sales leadership requires flexibility in how leads are converted. Inside sales need automatic opportunity creation. Field sellers need the option to manually decide whether an opportunity should be created when a lead is qualified.
Lead scoring must be implemented to help sellers identify high potential leads automatically.
Lead scoring must continuously improve based on historical sales outcomes.
Opportunity development
Opportunities are tracked in Dynamics 365 Sales through a defined qualification-to-opportunity lifecycle to ensure accurate reporting.
The opportunity flow must be improved by using AI-driven research and automated insights.
Field sellers must be able to access contextual research about customers and competitors while working on opportunities.
All opportunity revenue must be calculated using opportunity line items based on selected Contoso Ltd.’s products and standard pricing
Sales managers must receive an external quarterly competitive intelligence brief to help with their research. This should be delivered as a PDF document.
Sales performance
Sales managers require improved pipeline and revenue forecasting capabilities. The managers need to report on their business performance and use insights, visuals, and recommended next actions.
The new solution must provide the following:
Notify the seller’s manager when a draft quote is created and requires approval.
Allow leadership to track performance against revenue goals.
Ask questions about Dynamics 365 Sales data to support executive analysis and decision making.
Technical requirements
Contoso Ltd.'s IT department defines the following priorities for the sales platform.
AI capabilities
The platform must support the following AI features:
Lead scoring to guide sellers to priority items.
Opportunity research insights to prepare deal analysis.
AI-powered research and analytics to aid leadership reporting.
Automation
Automation must be implemented to guide sellers through recommended next steps during the sales cycle.
Any approvals must use the Power Automate Approvals connector.
Field sellers use the existing Lead to Opportunity Business Process Flow to manage their leads.
A Power Automate desktop flow is used to process orders into a partner ordering application that completes fulfillment.
AI-driven insights
The company is deploying the Sales accelerator to guide seller activities.
The Sales Research Agent
Sales managers will use the Sales Research Agent to gather intelligence about customer organizations.
The sales managers have the following requirements:
Must be able to reuse visualizations after they are created; they don’t want to recreate them.
Must have a consistent method to quickly return to a blueprint that they frequently use.
Must be able to retain a library of questions to receive consistent responses based on definitions approved by the company.
Should have Bing search enabled on the environment for generative AI feature settings.
Platform extensions
The IT department plan to extend the platform by doing the following:
Create Power Automate flows to automate seller tasks.
Embed Power BI reports for sales analytics.
Testing
The IT department is testing predictive lead scoring with a small group of sellers.
The IT department edits the existing lead scoring model by adding new fields.
Issues
Users have reported the following issues:
Field sellers spend a significant amount of time researching customers before engaging with prospects.
Testers report they cannot access the field changes in the lead score.
A sales manager generated a blueprint but forgot the competitive intelligence brief.
You need to configure capabilities that guide the seller’s priorities and process in Dynamics 365 Sales.
Which configurations should be used for each capability? To answer, move the appropriate configurations to the correct requirements. You may use each configuration once, more than once, or not at all. You may need to move the split bar between panes or scroll to view content.
NOTE: Each correct selection is worth one point.