Lead qualification process

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Posted on by RaulOcana

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Hi,

I just realized that when you qualify a Lead, it creates an opportunity, an account and a contact. The "contact" field at opportunity entity isn't getting filled also my custom field "country" (I guess I should do something here) is blank.

After I qualify a Lead, the account created is getting linked in the opportunity entity, why the contact isn't ? it is made that way or is something wrong with my configuration?

Also, my custom field is a custom entity, how can I make the qualification process link my lead's country to all three entities?

Thanks for reading/helping :)

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CRMJetty 3,512 on at

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RE: Lead qualification process

Hello RaulOcana,

Leads need to be qualified. A lead has a limited amount of data and information to start. You, as an organization, can determine what it takes to qualify a lead. A lot of times this qualification is simply making contact. Once contact is made, you can take them out of those muddied waters and into the Account ‘zone’ as a Type of Prospect. Other organizations do not qualify the lead until a sales cycle is ready to be initiated. Upon qualification, an Account, Contact, and Opportunity are generated with information from the lead.

Lead qualification can be as quick and simple as clicking Qualify or progressing through what’s called a Business Process Flow (there may be many) associated with the lead.

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Liech 5 on at

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RE: Lead qualification process

RUGVED's solution worked well but takes too long to update the form. Is this behavior(not updating account and contact) some for of bug?

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RaulOcana 8,270 on at

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RE: Lead qualification process

Ok now I understand the whole process. I'll try with workflows and such, thank you guys!

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Rugved Gokhale on at

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RE: Lead qualification process

Looking to the different cases in CRM 2013, what I observed is, during "QualifyLead" process if an account is created then account is given priority while mapping it to opportunity record. If both these are already mapped on lead, both will be carried forward. If there is no account mapping & no company info available on lead then account will not be created & this time contact will be mapped to opportunity.

Try creating new test lead in a plain/vanilla system with Topic & name information. Qualify this lead to see mapped contact on opportunity. But in new lead with similar info i.e. name & topic, if in addition a company information is also specified, this company info is used to create an account & this time created contact is now mapped to account as a primary contact. In this case, contact won't be mapped onto opportunity directly.

But if you are open for minor customization either using async OOTB processes (without any code) or by using sync plugins (both approaches given in my above posts) this behavior can be very easily countered to bring back contact info on opportunity.

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RaulOcana 8,270 on at

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RE: Lead qualification process

Hi,

So without doing workflows or coding, how is people getting the contact information, from the opportunity form? I mean, you have the opportunity form and have to click on account and from there check the "primary contact" to finally see the information you're looking for?

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Rugved Gokhale on at

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RE: Lead qualification process

Hello Raul,

I understand that during lead qualification process, a case when account & contact are not mapped on lead entity and both are created automatically, only account is mapped on opportunity form with contact left empty.

But, I another code less OOTB solution for this would be to create a background workflow ("not real time as opportunity will be created in the context of QualifyLead message, it not necessarily behave as expected") and update opportunity -> "Contact" attribute with "Primary Contact" look-up attribute of Account.

This solution would certainly help but being background process involved, would take time because of asynchronous behavior.

Hope this helps !

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RaulOcana 8,270 on at

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RE: Lead qualification process

Hi!

Well I'm working with CRM 2013 Online. So it will always create the 3 options. I have checked that the Lead is linked with all three in a 1:N relationship.

LEAD.companyname -> ACCOUNT.name

LEAD.subject -> OPPORTUNITY.name

LEAD.firstname -> CONTACT.firstname

LEAD.lastname -> CONTACT.lastname

Also I see the Opportunity N:1 relationship

ACCOUNT.accountid <- OPPORTUNITY.parentaccountid

CONTACT.contactid <- OPPORTUNITY.parentcontactid

LEAD.subject <- OPPORTUNITY.parentaccountid

and somehow the contact field is the only field that is blank.

Thanks,

Raul.

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Rugved Gokhale on at

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RE: Lead qualification process

In CRM 2011, directly or indirectly all 3 entities are linked. When a lead is qualified, it can be converted to Account/Contact or both and opportunity.

When all 3 are selected, Opportunity is linked to Account (via common "Parent Customer" look-up which can point to account as well as contact. If account is not checked in pop-up, contact is linked in this look up directly.)

Then depending on Contact is selected in pop-up or not, if selected, this contact is associated with newly created account as a primary contact.

So there is no direct association to opportunity & contact, but it is indirectly through Opportunity - Account - Contact.

Thanks,

Rugved

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RaulOcana 8,270 on at

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RE: Lead qualification process

I understand that I have to do some configuration for my custom entity. But the part I don't get is that if my Lead creates an Account and a Contact, why my opportunity has an account and a blank contact? shouldn't all new 3 entities be linked?

thanks

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Vijay Waghmare on at

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RE: Lead qualification process

You can link your lead qualification process with custom entity here.

Create a workflow on Lead “Stage Change” event and create a record of custom entity by mapping lead attributes.

Or you can create a plugin on “QualifyLead” message of Lead entity (postoperation) and here you can map and create you custom entity record.

Thanks,

Vijay

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