MB-210: Configure Additional Tools & Services
Configure Integration with external sales applications
Create and manage goals and forecasts
Goals
Goal Matrix
Rollup queries
Actual
In Progress
numeric field from entity you want to measure
Target
Value to reach
Period
Owner
User or Team
Can have a parent
Can run calculation manually
System settings has periodic refresh
Charts
Percentage Achieved
click to edit
Goal Progress (Counts)
Goal Progress (Money)
click to edit
Both have 4 bits of info
Ultimate target
Today's target
In Progress target
Actual achieved
Todays target vs actual (Count)
Todays target vs actaul (money)
Sales Insights
Standard Fetaures
Assistant
Cards in dashboards, entities and assistant
Can change status from the card
Can be configured to display by role (preview)
Cards can be configured to decide on order they display
Lightbulb in top row
Email Engagement
Tracking of emails and attachments
When it was opened, links clicked etc
Needs onedrive config for attachments
Additional options on email form
Follow Email
Default on
Option in contact preferences to prevent
Counters and info on when email was opened, links clicked
Send Later
Set Reminder
Sets condition to be reminded off
If not had reply
If not opened
Remind anyway
Auto Capture
Allows display of emails from contact etc in D365
Still have control on tracking to make visible to others in D365
Only visible to user
Relationship Analytics
Connection scoring, predective scoring
Lots of AI
Can configure weights for scoring on interaction with a customer
Relationship Sales
Relationship Assistant
Part of OOTB Sales
List of OOTB Action cards
Only able to turn on/off
Examples
Upcoming Task/Meeting
Time to call for inactive relationships
Email Messages awaiting action
Opp Close date approaching
Can have actions
Open Record, track etc
Customer Insights
Analytical tool which unifies data to allow improved customer knowledge
Merges transactional (D365/F&O) with behavourial and demographic data
360° view of customer
Cross channel Analytics of data
Can use telephony/chat/bot interactions to augment customer knowledge
AI enfused insights on drivers to impact Churn/win/loss
Supplier neutral
Lots of other connectors
click to edit
Can be used to give personalised customer journeys
Configure Template Apps for Power BI
Apps available in Power BI market space
Starting point
Need to connect to own data
target for performance
Forecast
Forecasts Admin
3 Templates
Org Chart
Goes of user management hierarchy
Territory
Product Hierarchy
Rollup columns and projections depending on type
Can define your own roll up relationship
Can define quarterly/monthly time frames for forecast
Can be more specific
Owner is defined at each level of heirarchy by user field on table
Define fields to be displayed & calculations used in Layout
Filter can be applied to restrict records further
Drilldown by entity or option set
Advanced Options
Auto-hide parent
Only show child rows if there is a quota
Multi-currency
Javascript to allow underlying records customisation
Disable fields matching certain conditions
Quotas can be added by excel import
Defined in Sales App Settings
Displays in Sales/Performance
Only displays if you have role/ownership of a forecast
Shows Hierarchy as defined in forecast.
Can display as Kanban
Shows related records - records making up the forecast
Can adjust ceertain fields for you or direct reports
Insight into relationships with customers and prospects
Premium Features
Premium Assistant
Allows ranking and custom cards
Custom cards get data via Power Automate
Triggered or scheduled creation of card
v2 connector now has custom action abilitiy too
Sales Accelerator
Work List
List of assigned activities, prioritised
User can interact, complete or review in panel
Up Next
Defined Next Best Action for the record
Can be defined in Sequence
Can be filtered/ordered
Sequences
List of activities to perform
Can be adaptive
Simple version of marketing orchestration
Email interactions, delayed reply etc
Phone Interactions
Business Process stages
Needs to be assocaited with records
Manually
Power Automate
Notes Analysis
Recommends actions depending on notes that are entered
AI read of note
Auto capture
Also suggests/creates contacts
Conversation Intelligence
Ability to get sentiment/keywords from phone calls
KPIs on call length,
Keyword detection, action item extraction
Relationship Analytics
KPIs on health of relationship between sales and contacts
No interactions
Time between interactions
Type of interaction
Tracks time spent, no interactions and guages health
Charts available for display
Adds tab to Account
Compares to similar deals
Time spent, response time, email send/receive ratio
Need at least 30 won & 30 lost opportunities
Can alter importance of interaction type
tweak optimum time to communicate with customers
Talking Points
AI highlighting of topics used to create conversation
Appears as widget in Contact
Who knows whom
Displays in visual users who have interacted with lead
Predictive Scoring
Displays likelihood of success for leads, opportunities
Premium Forecasting
Defines revenue outcome depending on history
Can be tweaked to include list of attributes to check
Can automatically qualify leads that reach score
This is part of the overall MB210 Mindmaps available here
This content is to be used to assist in learning for MB-210, and should not be considered definitive but an aid
Created by LinkeD365