Automated lead routing (preview): Right salesperson, right time, more sales

Automated lead routing (preview): Right salesperson, right time, more sales

This article is contributed. See the original author and article here.

The lead routing capability (preview) in Dynamics 365 Sales automates the distribution of incoming leads to sellers and teams, ensuring that leads are consistently assigned based on repeatable rules and configurations defined by your organization. Automated lead routing creates process efficiencies, so the right prospect reaches the right salesperson at the right time, eliminating errors from manual routing, and creating a balanced workload for global sales teams.

Dynamics 365 Sales lead routing (preview) is based on an easily configurable, rule-based assignment engine that automatically distributes leads using various commonly used parameters, strung together in a simple rule framework.

Shorten sales cycles and improve conversion rates

Customers are looking for quick solutions. In this digital age, they are aware of their needs, and know how to fulfill them. If customers don’t get a quick and satisfactory response to their query, they can easily reach out to a competitor.

It is critical not only to assign the correct seller to a lead but also to ensure that leads are assigned immediately. Lead routing in Dynamics 365 Sales assigns it to the seller as soon as a lead is either created or updated. The system detects a change, and if it fulfills the rules conditions then the lead gets assigned to the seller. The assignment is also expedited with the use of target segments within the rules, which helps in improving the lead conversion rate.

The right people for the right job

Sellers have different skills and competencies, they speak different languages, they’re located in different geographies, and they have different levels of selling experience. Assignment of incoming leads should be based on these characteristics, to make sellers more effective in their engagements and improve the overall customer experience, resulting in overall higher conversion rates.

Lead routing in Dynamics 365 Sales can be configured using detailed seller attributes and business rule configurations. The lead routing rules provide the flexibility to support the simplest of matching to complex ones, based on business needs.

Lead routing rules support:

  • Direct matching of attributes between seller and lead, for example the geographic location of the lead matches where the seller is located.
  • Indirect matching of attributes between seller and lead, for example the lead’s parent account territory matches the seller’s territory.

Seller attributes used in a rule can come from two different sources:

  • General seller attributes, which come from within the master data form in Dynamics 365.
  • Specific seller attributes, which are used only for routing rules.

Here are a few common ways seller attributes can be used:

  • Territory and geography (country, state, district, pin code)
  • Specialization
  • Availability and/or capacity of seller
  • Product of interest
  • Lead score

Automation keeps focus on strategic activities

Kitchen automation tools were invented to help cooks focus on critical cooking activities and bring relief from mundane tasks. The cooks’ focus was directed toward making a delectable dish and efficiencies were gained to be able to serve more dining guests within a limited amount of time.

Similarly, lead routing features can help those responsible for lead assignments focus on strategic and mission critical activities and bring relief from time-consuming lead assignment and distribution. The Dynamics 365 Sales lead routing is flexible and easy to construct.

The distribution can happen in the following ways:

  • Round robin
  • Load balancing

Lead distribution can take into consideration seller capacity and availability. Capacity can be set for each seller and availability is maintained by the seller in the availability calendar.

Lead routing is a critical factor of sales success. Accurate and timely distribution of leads can significantly impact the top line of the organization. Lead routing in Dynamics 365 Sales provides an automated, rule-based routing process.

Next steps

Learn more about lead routing in the Administrator guide, and try out the lead routing capability in Dynamics 365 Sales.

The post Automated lead routing (preview): Right salesperson, right time, more sales appeared first on Microsoft Dynamics 365 Blog.

Brought to you by Dr. Ware, Microsoft Office 365 Silver Partner, Charleston SC.

Dynamics 365 Guides with Object Anchoring in Preview

Dynamics 365 Guides with Object Anchoring in Preview

This article is contributed. See the original author and article here.

Check out the most recent update to Microsoft Dynamics 365 Guides! With the July release of Guides, authors can now create guides to anchor faster and with more accuracy through markerless technology enabled by integration of Azure Object Anchors. Based on customer feedback, we have introduced an easier and more seamless way for you to anchor holograms to objects in the physical world using object anchoring.  


 


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Using Object Anchors, operators can easily move from one workstream to the next as HoloLens’ spatial insight detects anchors and seamlessly launches overlaid digital content. Learn more about how this new feature improves on-the-job guidance with Dynamics 365 Guides. 


 


Why use Object Anchors instead of QR codes? 


Object anchors enable users to automatically align digital content with physical objects, eliminating the need for QR-code markers while improving alignment accuracy. 



  • QR codes require physical artifacts of specific sizes to be printed out. 

    • Object Anchors are markerless.



  • Sticking QR codes on objects might cause damage. 

    • Object Anchors are fully digital and have no risk of getting scratched or damaging physical products.



  • Finding and scanning QR codes involves another step to the operator workflow. 

    • Once your object has been converted to the right format by the author, operators can easily walk up and look at the object to be detected. This reduces the time it takes to locate the physical marker and more seamlessly launch into a workflow.  



  • Using a single QR code can affect accuracy as it can be influenced by marker size, camera scanning angle, and distance from the marker. Manual processes that require QR code alignment can also impact alignment accuracy. 

    • Object Anchors minimize manual processes and increases the accuracy of detecting an object.




 


How does Azure Object Anchors work? 


Object Anchors is an Azure service which enables the detection of specific objects in the real-world environment.  It uses sensing and processing on a HoloLens to detect and align a digital model to a physical object. To detect the object, it requires a converted 3D model of the real-world object through AOA’s conversion service. 


Once the 3D model has been converted, Azure Object Anchors primarily uses the depth sensor on the device to match the geometry of the real-world object and the converted model. When it finds the object, it overlays it with a mesh to indicate the object and visualizes the required and pre-authored Guides. 


 


Considerations while using Object Anchors 


When considering potential use cases, keep in mind the following:​​



  • Object Anchors currently works best for stationary objects that don’t move. 

  • Objects should be 1-10 meters for each dimension for optimal alignment accuracy. 

  • An accurate 3D model of the object is required to convert to an  Object Anchor. The currently supported file types are: .obj, .fbx, .glb, .gltf, .ply​ 

  • Highly reflective and dark material objects are difficult for the HoloLens to detect and may impact alignment and detection​. 


Recommended dimensions for objectsRecommended dimensions for objects


 


Workflow 


Step 1 – Convert your 3D model to a detectable format: 



  • Use a 3D model of the object with which you want to align.

  • Run this 3D model through the AOA conversion services cloud-based training and conversion pipeline​ (using Guides, authors will be able to perform that pre-conversion and assign detectable object to a guide as part of their workflow). 

  • Receive an object model output to use on your HoloLens 2 device ​. 


Step 2 – Assign an anchor: Leverage the object model generated in the first workflow to assign it to a guide as its Object Anchor. Use the PowerPoint-style authoring experience to simply drag and assign the object as an anchor.  



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 Step 3 – Author/ operate: 



  • Guides uses the Azure Object Anchors detection SDK to scan and detect the Object Anchor based on a real-world scan ​. 

  • Step by step holographic instructions are then overlaid accurately over the physical object, based on the Guides that you set up. 


 


 


Try it out! Download the latest release of Guides here


Instructions on how to upgrade your Guides solution are here. 


Have a suggestion? Post it here in our categories or use this forum. 


 


Don’t forget to tell us what you think and let us know about the different Mixed Reality solutions you build! 


 

Automated lead routing (preview): Right salesperson, right time, more sales

Microsoft acquires Suplari to strengthen business insight for finance and procurement leaders

This article is contributed. See the original author and article here.

In a world where efficiency is more important than ever, companies are turning to new ways to unlock actionable insights to improve their businesses from the massive amounts of data they manage across their many data silos. This move to a new breed of “data-first” applications, which we introduced for other business processes through apps like Microsoft Dynamics 365 Customer Insights, is now coming to the supplier spend domain.

For most companies their financial data is locked in silos, making in-depth analysis difficult. With many companies facing rising costs and deteriorating margins, access to actionable insights for finance and procurement leaders is critical. They want to be able to bring down costs and manage their spend. For most companies, supplier spend represents a significant percentage of their revenue, yet most do not feel they are managing it strategically. But this has started to change, and Gartner* forecasts that by 2022, 50 percent of all legacy spend analysis software will be replaced by AI-powered, cloud-based solutions, and by 2024, 50 percent of organizations will have near-real-time procurement analytics.1

Today, Microsoft is announcing the acquisition of Suplari, a leading provider of supplier spend insights that enable companies to proactively manage supplier spend by transforming data from multiple sources, such as contracts, purchase orders, invoices, expenses, and supplier risk, into valuable insight. By bringing Suplari’s spend intelligence insights together with the existing Microsoft Dynamics 365 capabilities, Microsoft is further helping organizations become insight-driven and enabling business leaders to take strategic action.

Suplari currently helps mid-size and large enterprises continuously manage costs and cash flow using unified, cleansed data, automated insights, and predictive actions. Together with Dynamics 365, the Suplari Spend Intelligence Cloud will help customers maximize financial visibility by using AI to automate the analysis of current data and historical patterns from multiple data sources. It will also help customers enhance financial decision-making by predicting the best spend management actions moving forward. The Suplari Spend Intelligence Cloud remains in market with no change for existing customers.

This acquisition will further empower Microsoft to help our customers turn data into actionable insights, including:

  • Making comprehensive enterprise spend data and insights accessible to all. Customers can have a shared view of supplier spend everyone can use regardless of skill level. The simple, intuitive, and interactive user experience provides a single source of truth and insights for all users.
  • Unlocking new financial insights to help with strategic procurement decisions. Microsoft is committed to helping customers transform data into immediate action and now with Suplari’s AI-powered library of over 175 insights, teams are empowered to manage demand, spend, and cash flow on a daily basis.
  • Getting up and running with predictive insights in weeks, not months. Suplari’s data requirements are simple and flexible. Quickly access clean spend and operational data that includes your internal data sets as well as your external supplier data. Make better decisions faster, leading to stronger financial performance with measurable outcomes.

Today’s announcement also signals our continued commitment to enabling organizations to move beyond transactional financial management to proactive operations that enhance decision making, mitigate risks, and reduce supplier costs through our data-first approach. Learn more about getting started by visiting the Suplari website or request a demo. Learn more about Dynamics 365 by visiting our Dynamics 365 product page.


1- Gartner, Inc., Boost Supplier Management by Integrating Use-Case Driven Spend Analytics, Koray Kose et al, January 25, 2021.

GARTNER is a registered trademark and service mark of Gartner, Inc. and/or its affiliates in the U.S. and internationally and is used herein with permission. All rights reserved.

The post Microsoft acquires Suplari to strengthen business insight for finance and procurement leaders appeared first on Microsoft Dynamics 365 Blog.

Brought to you by Dr. Ware, Microsoft Office 365 Silver Partner, Charleston SC.

New communities experiences bolster employee engagement in the age of hybrid work

New communities experiences bolster employee engagement in the age of hybrid work

This article is contributed. See the original author and article here.

In our 2021 Work Trend Index, we detail how Microsoft is planning to navigate these challenges and how focusing on employee experience can help our workforce succeed in a world gone digital.

The post New communities experiences bolster employee engagement in the age of hybrid work appeared first on Microsoft 365 Blog.

Brought to you by Dr. Ware, Microsoft Office 365 Silver Partner, Charleston SC.

Build and customize model-driven apps | Power Apps Studio Updates

Build and customize model-driven apps | Power Apps Studio Updates

This article is contributed. See the original author and article here.

Simplify your app authoring experience with the latest updates in Power Apps. The new modern app designer makes model-driven apps far more accessible and easier to build. Customize pages, then generate Power Fx formulas that write themselves when you specify what you want using natural language. Emma Cooper, Senior Program Manager for Microsoft Power Apps, joins Jeremy Chapman to share how these updates make it easier to build apps and bring in advanced functionality with very low code.


 


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