Professional Documents
Culture Documents
Prepared for
[Customer Name]
Project
[Project Name]
Prepared by
[Document author]
Contributors
[Document contributors]
Table of Contents
1 Introduction .................................................................................................................................................. 1
Leads can be created by converting email from Microsoft CRM Outlook client..................................................... 14
4 Recommendations....................................................................................................................................... 18
5 Appendices ................................................................................................................................................. 19
The service provider analyzes the current and future process of the customer by completeting the High-
Level Requirements Review, High-Level Fit Gap Analysis, High-Level Architecture Assesment and
Preliminary Business Value Assesment activities. It is important to note that depending on the scope of the
requirements; only a subset of the requirements may be addressed in this POC. Following the completion
of this analysis, the customer may ascertain that they would like to see a Proof-of-Concept (POC)
demonstration to key Business and IT Users, to validate the solution, and to drive solution acceptance. As a
result, the customer engages <<Partner Company>> to begin the Proof of Concept engagement. The
customer and service provider will agree on the specific scenarios that will be modeled in the POC.
The Proof of Concept engagement begins with a review of the documented results from the workshops
performed during the above mentioned activities at the Customer. This will be applied to the Microsoft
Dynamics CRM solution, and a small subset of data is entered into the system. The key customer project
staff involved in the workshops will be given sufficient solution overview, enabling them to be in a position
to verify that the business processes discussed are mirrored in the system setup, and that information
flows through the system in the desired manner.
Sales Rep
Sales Manager
VP Sales
The sales territories are:
Midwest
Northeast
Southeast
Southwest
West
There are states which correspond to each territory and each territory has one manager. To track regional
data, two custom entities (Country and State), are created.
The user interface is tailored based on the role. For example, users having the above roles cannot see
Marketing and Service related links on the left hand navigation pane. Their links are hidden in the CRM
sitemap xml file by using a custom entity called Configuration (by restricting all privileges to these specific
roles) for more details on this; navigate to Modifying Left navigation links visibility by modifying Sitemap. There
are no plugins or custom workflow activities in the system.
c. From the available queues, select Unassigned Leads and click OK.
d. Update Territory lookup value in each step used.
e. Save and Activate all process.
3.1.4 Configuring Dashboards
1. You will need to create and configure a user owned dashboard called “Team Workload”.
2. To create a dashboard, Login as Administrator, go to Dashboards area in Workplace, Click New
button on ribbon.
3. The dashboard should accommodate 3 charts and select the following options while adding charts to
Dashboard.
Default View View Selector Default Chart
Share this dashboard with Sales Managers Team so that Managers can utilize these dashboards to
check Team workload and track team progress etc.
3.1.5 Configuring Outlook client for CRM 2011 online
Download the Outlook Installer and configure the Outlook client for CRM 2011 Online.
3.1.6 Configuring Field Level Security Profile Changes
Field level security profile changes
1. Open the Accelerated POC solution and navigate to Field Security Profiles and open Quote
approvers and click on Users->Add, Select users having Sales Manager role and click Add and then
OK.
2. Open Quote Status reader navigate to Users->Add, select users with Sales person security role and
close the window
3.1.7 Setting up Internet Lead Capture
1. Navigate to Sales area and choose Internet Lead Capture.
2. Click button “Get Started”. The wizard is straightforward to create a page.
Also, add the attributes as you can see in the following screenshot.
After granting permissions for the role, export solution (which includes Sitemap component), extract solution zip file,
edit customization.xml file and add Privilege node (shown below) to SubArea node of Sitemap xml node. This node
tells the system to show the link (SubArea) for the user if user Role has minimum read permissions on
bvps_configuration entity
<Privilege Entity="bvps_configuration" Privilege="Read" />
A sample Area xml from Sitemap (this xml is used to completely hide “Service” left navigation section for a role)
<Area Id="CS" ResourceId="Area_Service" Icon="/_imgs/services_24x24.gif"
DescriptionResourceId="Customer_Service_Description">
<Group Id="CS">
<SubArea Id="nav_apptbook" ResourceId="Homepage_AppointmentBook"
DescriptionResourceId="AppointmentBook_SubArea_Description"
Icon="/_imgs/ico_18_servicecal.gif" Url="/sm/home_apptbook.aspx"
AvailableOffline="false">
<Privilege Entity="activitypointer" Privilege="Read" />
<Privilege Entity="service" Privilege="Read" />
<Privilege Entity="bvps_configuration" Privilege="Read" />
</SubArea>
<SubArea Id="nav_cases" Entity="incident"
DescriptionResourceId="Cases_SubArea_Description"
GetStartedPanePath="Cases_Web_User_Visor.html"
GetStartedPanePathAdmin="Cases_Web_Admin_Visor.html"
GetStartedPanePathOutlook="Cases_Outlook_User_Visor.html"
GetStartedPanePathAdminOutlook="Cases_Outlook_Admin_Visor.html">
<Privilege Entity="bvps_configuration" Privilege="Read" />
</SubArea>
<SubArea Id="nav_accts" Entity="account"
DescriptionResourceId="Account_SubArea_Description"
GetStartedPanePath="Accounts_Web_User_Visor.html"
GetStartedPanePathAdmin="Accounts_Web_Admin_Visor.html"
GetStartedPanePathOutlook="Accounts_Outlook_User_Visor.html"
GetStartedPanePathAdminOutlook="Accounts_Outlook_Admin_Visor.html">
<Privilege Entity="bvps_configuration" Privilege="Read" />
</SubArea>
<SubArea Id="nav_contacts" Entity="contact"
DescriptionResourceId="Contact_SubArea_Description"
GetStartedPanePath="Contacts_Web_User_Visor.html"
GetStartedPanePathAdmin="Contacts_Web_Admin_Visor.html"
GetStartedPanePathOutlook="Contacts_Outlook_User_Visor.html"
GetStartedPanePathAdminOutlook="Contacts_Outlook_Admin_Visor.html">
<Privilege Entity="bvps_configuration" Privilege="Read" />
</SubArea>
<SubArea Id="nav_answers" Entity="kbarticle"
DescriptionResourceId="Article_SubArea_Description"
GetStartedPanePath="KB_Web_User_Visor.html"
GetStartedPanePathAdmin="KB_Web_Admin_Visor.html"
GetStartedPanePathOutlook="KB_Outlook_User_Visor.html"
GetStartedPanePathAdminOutlook="KB_Outlook_Admin_Visor.html">
<Privilege Entity="kbarticle" Privilege="Read,Write,Create" />
<Privilege Entity="bvps_configuration" Privilege="Read" />
</SubArea>
<SubArea Id="nav_contracts" Entity="contract"
DescriptionResourceId="Contract_SubArea_Description"
GetStartedPanePath="Contracts_Web_User_Visor.html"
GetStartedPanePathAdmin="Contracts_Web_Admin_Visor.html"
GetStartedPanePathOutlook="Contracts_Outlook_User_Visor.html"
GetStartedPanePathAdminOutlook="Contracts_Outlook_Admin_Visor.html">
<Privilege Entity="bvps_configuration" Privilege="Read" />
</SubArea>
<SubArea Id="nav_products" Entity="product"
DescriptionResourceId="Product_SubArea_Description"
GetStartedPanePath="Products_Web_User_Visor.html"
GetStartedPanePathAdmin="Products_Web_Admin_Visor.html"
GetStartedPanePathOutlook="Products_Outlook_User_Visor.html"
GetStartedPanePathAdminOutlook="Products_Outlook_Admin_Visor.html">
<Privilege Entity="bvps_configuration" Privilege="Read" />
</SubArea>
<SubArea Id="nav_services" Entity="service"
DescriptionResourceId="Service_SubArea_Description"
GetStartedPanePath="Services_Web_User_Visor.html"
GetStartedPanePathAdmin="Services_Web_Admin_Visor.html"
GetStartedPanePathOutlook="Services_Outlook_User_Visor.html"
GetStartedPanePathAdminOutlook="Services_Outlook_Admin_Visor.html">
<Privilege Entity="bvps_configuration" Privilege="Read" />
</SubArea>
<SubArea Id="nav_goals" Entity="goal"
DescriptionResourceId="Goals_SubArea_Description"
Icon="/_imgs/ico_18_9600.png">
<Privilege Entity="bvps_configuration" Privilege="Read" />
</SubArea>
<SubArea Id="nav_metric" Entity="metric"
DescriptionResourceId="Metrics_SubArea_Description">
<Privilege Entity="bvps_configuration" Privilege="Read" />
</SubArea>
<SubArea Id="nav_goalrollupqueries" Entity="goalrollupquery"
DescriptionResourceId="GoalQueries_SubArea_Description"
Icon="/_imgs/ico_18_9602.png">
<Privilege Entity="bvps_configuration" Privilege="Read" />
</SubArea>
</Group>
</Area>
Leads can be created by converting email from Microsoft CRM Outlook client.
3.2.2 Internet Lead Capture(Only for U.S. customers)
Internet Lead Capture is a feature in CRM 2011 Online which enables to capture leads from the Internet. A
new landing page has been created in the system whose URL can be integrated in the website or can be
sent to customers via email or can be used in online advertising campaigns.
New attributes have been added such as Reason for Contacting, Information Desired apart from out of box
lead atttibutes.
As soon as user enters information and submits the form, data is transferred to the CRM and it has the
provision for users to validate data as leads. Multiple landing pages can be created and monitored for
performance.
3.2.3 Import bulk leads
If sales representatives have the data captured in an excel sheet, it can be imported into CRM by using the
out of box data import functionality.
3.2.4 Manually create leads
Creating leads manually in CRM is straightforward. One can create lead either from the Microsoft Outlook
client or web client.
A workflow is triggered when a lead is created in the System. The initial lead score is 0. It will be
incremented as follows.
1. If it contains all address fields, lead score will be incremented by 15.
2. If it contains any phone number, lead score will be incremented by 20.
3. If it contains Email, lead score will be incremented by 20.
4. If it has a website, lead score will be incremented by 5.
5. If there are 0-50 employees , lead score will be incremented by 5.
6. If there are 50-100 employees , lead score will be incremented by 10.
7. If there are 100-500 employees , lead score will be incremented by 15.
8. If it has more than 500 employees, lead score will be incremented by 20.
9. If revenue is between 0-1 million, lead score will be incremented by 5.
10. If revenue is between 1-10 million, lead score will be incremented by 10.
11. If revenue is between 10-100 million, lead score will be incremented by 15.
12. If revenue is more than 100 million, lead score will be incremented by 20.
When a lead is created in the system, initially it calculates the lead score by using the above parameters.
There is also a task created for the Sales Rep to contact the customer to get the details. Then the Sales Rep
talk with the customer and complete the information which will update the lead score.
Approved
Rejected
Pending
These options can only be changed by the Manager. When the Manager approves or rejects the quote, a
notification email is sent to quote owner. If the Manager rejects the quote, and Sales person revises the
quote, and the approval email will be sent to manager and the cycle repeats. New revisions of the quote
will be generated. On approval, the quote gets activated automatically. The Sales person opens the
approved quote and exportsthe Quote report in the apropriate format and emails it to the customer. Once
the customer approves the quote, the Sales person creates the Order.