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Lead to Opportunity Sales process hop to Account

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Hey all,

We have 2 separate sales teams, and until now we've run duplicates of the OOTB sales process for each team. It's become extremely complicated and time consuming trying to develop for each team because the focus so often is on how to control the routing of a lead or if a process should trigger. Them both using the same entities/tables makes this even more complicated. The major difference is that one team does not use opportunities and jump from leads directly to accounts. "The business" decided that they wanted them to use leads so I cant just suggest they use opportunities to accounts.

TLDR: has anyone figured out a clever way to utiltize the OOTB qualifying feature, have it create all 3 records, but jump on the BPF to the account stage rather than the opportunity?

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CRMJetty 3,512 on at

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RE: Lead to Opportunity Sales process hop to Account

Hello,

Lead To Opportunity sales process: Your Sales Process begins with a lead- someone who is interested in the product and service you provide. Your leads might be automatically generated, or they might come from other sources, such as website opt-in pages, email queries, or business cards you gather at trade shows.

For reference : https://www.encloud9.com/blog/lead-to-opportunity

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Andres Villamil 17 on at

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RE: Lead to Opportunity Sales process hop to Account

Hello, can you please tell me how to create the steps in the BP from lead to Account? I'm getting an empty list of accounts to select before moving to the next stage.

Thank you,

Andres

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Community Member on at

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RE: Lead to Opportunity Sales process hop to Account

TLDR: This is half of the solution. I combined this suggestion with the "hop", so on one side of the process it just skips the opportunity stage regardless of required fields and the other side it lands on it.

The stage IDs are static, so by hardocding the BPF records transverse path and it's active stage you can move along a bpf without needing to modify required fields. By adding the opportunity stage in rather than excluding it I can get by the OOTB navigation. If you qualify a lead it's going to navigate to the opportunity but by including the opportunity as the next stage in the BPF there is no navigation. Finally, because you are updating a record async, you have to use java to trigger a refresh to land it on the Account page. So the end up my flow updates a system variable and on that field change java refreshes.

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Wahaj Rashid 11,321 on at

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RE: Lead to Opportunity Sales process hop to Account

Hi,

I guess, instead of going through this way, why not follow the System Process.

If you add Opportunity stage, without any required fields, user can simply move to next stage which could be on Account entity.

I know this isn't ideal, but works better than other workarounds.

Here is my idea:

Stage 1 - Lead

Stage 2 - Opportunity (on qualify), no required BP Fields. User clicks Next stage.

Stage 3 - Account (implement your logic here)

Convince the business user for this extra click, let me know your thoughts.

Thank you,

Wahaj

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Community Member on at

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RE: Lead to Opportunity Sales process hop to Account

Thank you all for replying. I appreciate the link to the documentation but this is not what Im looking for. Wahaj is right, we have the requirement to make all an opportunity and an account for all teams. I have found that if I use a flow to set the traversed path and activestageid I can to some degree force people onto the account tab. It is not a clean experience. I've not fully tested the idea of having no BPF on the lead and having it pick up on the lead at the opportunity stage. The account stage doesnt unlock until the opportunity is closed so even with the alt BPF I dont think I can get away with it without "hopping" at some point.

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Inogic 647 on at

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RE: Lead to Opportunity Sales process hop to Account

Hi,

You can define the lead qualification experience as given in the below blog. It will give your salespeople the flexibility to choose which records to create—account, contact, or opportunity—when a lead is qualified.

https://docs.microsoft.com/en-us/dynamics365/sales-enterprise/define-lead-qualification-experience

Also can make the changes or create the flow to achieve your goal. Please refer below blog for the same.

https://www.inogic.com/blog/2019/07/automate-quote-approval-process-in-dynamics-365-crm-using-microsoft-flow/

After creating the business flow you can assign the security role to the business flow. In the below blog you can see each and every step:

https://docs.microsoft.com/en-us/dynamics365/customerengagement/on-premises/customize/create-business-process-flow

Hope this solves your query!

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Wahaj Rashid 11,321 on at

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RE: Lead to Opportunity Sales process hop to Account

Dear Stefan,

The requirement is to create all 3 (account, contact and opportunity) but automatically open the account form instead of Opportunity.

Best,

Wahaj

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StefanS365 3,575 Most Valuable Professional on at

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RE: Lead to Opportunity Sales process hop to Account

Hi Wahaj,

This will work, let me show you:

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Wahaj Rashid 11,321 on at

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RE: Lead to Opportunity Sales process hop to Account

Hi,

Thank you for your query.

As soon as you qualify the Lead, CRM will hop over to Opportunity form. I do not see any way to open the Account form instead of Opportunity.

Even if you create a Business Process Flow which starts on the Lead and then moves to Account (instead of Opportunity), it will not work as expected. Upon qualifying lead, it will take the user to the Opportunity form and it Opportunity BPF will be shown (instead of the one we created on Lead).

In my opinion, do not create a BPF for this particular team on the Lead entity. Start your BPF at Account entity.

Once user qualify the lead and it opens Opportunity, let the user click on Customer Lookup (account) to open the Account form and start using the BPF there.

Let me know if it makes sense.

Best,

Wahaj

(if it helps, please mark this as verified)

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StefanS365 3,575 Most Valuable Professional on at

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RE: Lead to Opportunity Sales process hop to Account

Hi,

There's the possibility to define the lead qualification experience, so users can choose which records to create—account, contact, or opportunity—when a lead is qualified.

You can create a new Business Process Flow for the team to let them jump directly to accounts. Make use of security roles to let the right BPF be applied to each team.

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