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Customer Insights - Journeys forum

How to create lists from leads in Dynamics for Marketing?

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We've implemented Dynamics for marketing a couple of months ago and since then we haven't been able to make any campaigns on our leads from Dynamics on marketing because it only queries on Contacts. 

Is the consensus to drop leads all together and only use contacts and identify the contact in stages (e.g. Marketing Lead, Marketing qualified lead, Sales assigned lead, Sales qualified lead, opportunity, etc...)?

I'm confused on the direction Dynamics for marketing is taking as right now I have contacts and I don't know if they are a lead and thus cannot differentiate between true leads and contacts in my CRM. 

Insights on this matter would be greatly appreciated

  • Suggested answer
    RE: How to create lists from leads in Dynamics for Marketing?

    Hello kcollin,

    The concept os a lead is also relevant in Dynamics 365 Maketing. A lead is essentially the expression of interest, expressen by an individual (a contact) or and account, which also has contacts attached - the different stakeholders or the primary contact.

    Leads will be created by marketing even, when a visitor on of your marketing forms submits in order to signup to your marketing information offers. At that moment a led will be created and the parent contact of the lead be associated. Contact matching will fry to find an existing contact or create a new contact. If the visitor could be identified as a know visitor up front - this can even simplify the form submission process. There is also a lead matching strategy in place, which decides whether interactions shall be attached to an existing lead (in that sense strengthening the expression of interest if you will) or a new lead is created if the interest of the contact is on a different topic.

    And segmentation helps you o course to identify your audience based on leads. You would simply build a segment that loads contacts that are the primary contact on a Lead, while you often would filter the expression of interests accordingly as well - by the originating customer journey, for example or by the topic of the interest.

    You can as well add lead scoring to the picture, where you define rules by which scores will be assigned to your leads and if you want a scoring grade put on the lead. And you can use that for segmentation as well. Leads from marketing can even be scored to become "sales-ready" at a certain point - which could trigger lead assignment procedures, if leads should to be handed to direct sales follow up.

  • LuHao Profile Picture
    LuHao 40,874 on at
    RE: How to create lists from leads in Dynamics for Marketing?

    Hi kconllin,

    1. If your campaigns means customer journey,

    we should firstly know that customer journey's final target(marketing email recipients) can only be contacts, 

    because whatever default entity we set in segment, it will finally query all related contacts with this entity, 

    it's by design.

    2. Contact's Originating Lead and Marketing only could be fields/flags which helps us identify the type of contacts in marketing module, 

    Originating Lead is only selectable when create new contact and it will be blocked once the contact has been saved.

    By default Marketing only is set to No.

    I will list scenarios for identification:

    > 01 When you create a contact in CRM directly in CRM/Marketing 

    Contact:

     Originating Lead: Null

     Marketing only: No

    > 02 When you qualify a lead to contact

    Contact:

      Originating Lead: originate lead

      Marketing only: No

    Lead:

      Existing Contact?: the auto-generated contact

    > 03 When recipient creates a new record on marketing page.

    Contact:

      Originating Lead: Null

      Marketing only: Yes

    Lead:

      Existing Contact?: the auto-generated contact

    > 04 When recipient updates his/her record on marketing page.

      It will only update contact's fields on marketing form.

     ----------------------------------------------------------------------

    So, when you build a segment based on Lead:

    Find Marketing leads:

    1738.jpg

    Find Marketing qualified leads:

    7457.jpg

    Find Sales qualified leads:

    4186.jpg

    Find leads generated from Marketing page:

    4.jpg

    Please read following doc of how to work with marketing to lead.

    https://docs.microsoft.com/en-us/dynamics365/customer-engagement/marketing/market-to-leads#keep-automatically-generated-contacts-from-confusing-users

    Regards,

    Clofly

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