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