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Dynamics 365 Community / Forums / Microsoft Dynamics CRM (Archived) / Definition of Lead
Microsoft Dynamics CRM (Archived)

Definition of Lead

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Posted on by davidtphillips 165

We have had a lot of debate about the definition of lead.  My choice would be "Unqualified Opportunity". 

However some believe that a lead is only valid as a 'one shot process' for unqualified Accounts/Contacts.  This raises the issue of what to do when a qualified contact calls the company, speaks to a receptionist, and requests information for a product / service which is outside the knowledge of the receptionist.   

I would classify this as a lead because of the "unqualified opportunity" definition.  What better way is there to process this request?   

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  • Community Member Profile Picture
    Community Member on at
    RE: Definition of Lead

    I think your approach is valid, creating a new Lead for the existing Contact. I tend not to do this, but prefer to go straight to an Opportunity for these, even if it is very vague and low probability at this stage.

    You are right that some people only consider using Leads for unqualified Accounts and Contacts, then qualify them to these records and optionally an Opportunity (not necessarily always at this stage). This is much more the way things were intended to be used in CRM 4.0 and in 2011 up to the Polaris release, when the qualification process changed.

    Typically, for me, for an Opportunity to exist I need to know who might be buying what. So if I don't know the "what", then this is probably a Lead, or at best a qualified Account/Contact. Even knowing what is not enough to progress an Opportunity beyond the first stage - I need to know (roughly) how much (units or value) and when they are likely to want it, as well.

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    Hosk Profile Picture
    Hosk on at
    RE: Definition of Lead

    The discussions on what is a Lead or an opportunity can rumble on and on and on.

    personally I view a lead as potential sale but you do not currently have any contact information for.

    A lead could be seen as a cold call and you have not yet establised a relationship/contact with anyone at the company/account.  You would have a low win percentage with these.

    I have discussed Leads before on this forum post

    community.dynamics.com/.../119166.aspx

    Once you have established a contact/relationship I think they become an opportunity, e,g you convert the lead into an opportunity.   Maybe you could have a status on the opportunity to add unqualified opportunity.

    At this point is you have the contact details of someone at the company and you will be able to put forward opportunities to the contact

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