Recommendations on only using contacts and not leads?

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Posted on by GeoffL

Hi,

We're considering not using the lead functionality and to simply have everyone set up as a contact from the start onwards (we operate in a niche market place meaning that there aren't thousands of potential customers).

Are there any challenges if we didn't use leads to be aware of?

Should we consider having more contact status options if not using leads?

Thanks!

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Muhammad.Affan 4,620 Super User 2025 Season 2 on at

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Recommendations on only using contacts and not leads?

Hi There,

Using contacts exclusively is a practical approach in Dynamics 365, especially if you operate in a niche market with a manageable number of potential customers. You can customize the contact form to align with your business processes. You might need to enhance your contact status options to track various stages of engagement and ensure you have sufficient visibility into the sales pipeline.

If you opt not to use leads, you can still effectively manage the sales cycle by progressing through opportunities, quotes, orders, and invoices directly.

Do note, however, that not using leads means you'll miss out on the lead scoring capabilities available in Dynamics 365. Lead scoring can provide valuable insights into which prospects might be more likely to convert, helping you prioritize your efforts more effectively.

Feel free to reach out if you have any further questions.

Thanks,
Affan

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