Predictive Lead Scoring

Hello Experts,

               I am very happy to share my blog on Lead scoring which is the continuation of My first Flows  blog and what are we waiting for  let's begin.

My First Flow Posts tells about the creation of lead records via Gmail configuration. By utilizing those lead records able to configure the Lead scoring Prediction model to support the business. There was a requirement for a business deal from a customer to understand the lead scoring prediction model and  requirement to view the score of the priority lead which requires more attention to qualify the lead.

Lead creation records are enough to proceed with the lead prediction model and followed the steps to configure the lead prediction model.

Navigate to the SalesHUB  and click on the Sales insights Settings and clicked on Global settings and click on Lead Scoring under Prediction Model as shown below. It will not show the right side until unless if we have enough lead records to configure it.Since I have got all the records and sample business dummy data from the customer which we have loaded into the D365 to predict the model.

Followed the below steps to configure and got the lead score as well.

Step 1:   Click on Dynamics 365 APPs from the left navigation pane as shown below and click on the Dynamics 365 Sales Insights and click on Manage to complete the installation.

Step 2:Complete the Installation and it will automatically starts the installation and it completes in quality time but not more than an hour.[Just refresh the page to check the installation status]

Once installation is complete it will update the status as Installation Completes.

Step 3: Navigate to the Sales HUB and change from Sales to Sales Insights Settings from down and click on Global Settings and click on Lead Scoring.

Step 4:It requires  40 qualified leads and 40 disqualified leads with various reasons to configure this model. Leads are not available to configure the model so Started button is disabled.

Once the enough leads are loaded then Started button is enabled to configure the model as shown below.

Step 5:Added the Name of the lead scoring model as per business.

Step 6:I have started training the model as shown below and finally it came as NOT READY TO PUBLISH.

This is mainly due to that I have not selected any influential attributes which decides the scoring model and loaded data does not have the influential data for the respective attributes. I  have started to add the  attributes like Budget amount,Campaign,lead source,ating,Annual Revenue Industry,etc..

Step  7:I have edited my model and added the most influential attributes which has the real time data as shown below.

Step : After adding the fields in the list got the model is Ready to publish and I have published it as below:

In order to improve the model added some more influential attribute related data and added to the model and retrained again and published.

So the final step is to feed the real time business data into the 365 ad got the below view

Finally got the lead score and grade which is in purple color. We can retrain more an get more weightage as well.

Score

It specifies the value that represents the lead being converted into an opportunity and opportunity into a wining business deal on a scale of 1 to 100.

Score Trend

It represents the direction in which a lead/opportunity is trending such as
Improving (up arrow),
Declining (down arrow),
Steady (right arrow),
Not enough info.
These trends are displayed by comparing the present score with the previous score. For example, the previous score of a lead was 40 and the present score is 48 Here, an up arrow is displayed in the Lead Score Trend column specifying that the lead is improving.

Grade:

It represent a rank or level of quality that is given to a lead based on the generated score. Leads with a higher grade have more chances of converting into opportunities The grades of a lead are categorized into A, B, C, and D with colors green, purple, yellow, and red, respectively. Here, Grade A (green) is the lead with the highest likelihood of converting into an opportunity or deal followed by Grade B (purple), Grade C (yellow), and Grade D (red). System administrators can define score ranges for a grade, depending on your organizational requirements.

Hope this helps and happy lead scoring.

Regards,

Thangamani