🎯 walter75 - Lead Management

Complete CRM lead management with AI-powered scoring, automated routing, and team collaboration

CRM Lead Scoring Automation Analytics Kanban

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📋 Overview

A complete lead management system for Microsoft Dynamics 365 Business Central that enables SMBs to capture, score, route, and convert leads without external CRM systems. Features AI-powered scoring with multiple models, intelligent routing engine, team-based collaboration, interactive Kanban boards, and comprehensive analytics.

🤖 AI-Powered Scoring

Multiple configurable scoring models with rule-based intelligence

🎯 Automated Routing

Priority-based assignment to teams or individuals with round-robin support

👥 Team Collaboration

Shared lead ownership with seamless handoff to opportunities

📊 Kanban Pipeline

Visual drag-and-drop board for pipeline management

📈 Analytics Dashboard

Real-time metrics, conversion tracking, and performance reporting

🔗 BC Integration

Native integration with Contacts, Opportunities, and Sales processes

🔢 Technical Details

Object ID Range: 91700-91799

Dependencies: walter75 - BaseApp Basic

Target Platform: Business Central Cloud 27.0+

Development Time: 3-4 weeks (Dec 2024)

🌟 Key Features

Lead Capture & Management

Quick Capture Mode

• Fast lead entry with minimal fields (Company, Email, Phone)
• Source code tracking for attribution
• GDPR-compliant consent management
• Auto-create BC Contacts on engagement

Lead Card with company details and engagement signals

Status Workflow

• New: Just received, not yet reviewed
• Contacted: Sales rep made first contact
• Qualified: Meets criteria, ready for opportunity
• Converted: Successfully converted to opportunity
• Disqualified: Not a fit, archived

Multi-Model Lead Scoring

Configure multiple scoring strategies and switch between them without changing lead data.

Three pre-configured scoring models: Standard, Aggressive, Conservative

Scoring Rules

• Source-based scoring (web, email, referral, phone)
• Company size weighting (employee count, revenue)
• Engagement signals (website visits, email opens)
• Custom rule creation with point values
• Real-time score calculation

Configurable scoring rules with point values

Score Bands

• 🔥 Hot: Score ≥ 70 (immediate priority)
• 🌡️ Warm: Score 40-69 (active follow-up)
• ❄️ Cold: Score < 40 (nurture campaign)

Scoring Details FactBox showing applied rules

Intelligent Routing Engine

Priority-Based Routing

• Rules execute in priority order
• First matching rule wins
• Mix team and individual assignments

Routing rules with priority hierarchy

Rule Types

• Score Threshold: Route based on lead score
• Source-Based: Route by lead source code
• Territory: Geographic assignment
• Round Robin: Fair distribution across salespersons

Assignment Strategies

• Assign to teams for collaborative selling
• Assign to individuals for direct ownership
• Automatic rotation with round-robin
• Manual override with full audit trail

Automated routing assigns leads to teams or salespersons

Team Collaboration

Team-Based Assignments

• Shared lead ownership among team members
• All team members can see and work team leads
• Perfect for pod-based or inbound response teams

Team structure with member assignments

Team to Individual Handoff

• Convert qualified leads to opportunities
• System prompts to select team member for ownership
• Seamless transition from collaboration to individual accountability

Interactive Kanban Board

Visual Pipeline Management

• Drag-and-drop leads between stages
• Color-coded by score band (Hot/Warm/Cold)
• Real-time stage counts
• Filter by owner, score band, or source

Kanban board with lead stages and drag-and-drop

Stage Management

• Custom pipeline stages with sequence control
• Default probability % per stage
• Automatic probability update on stage change
• Excludes Converted/Disqualified leads

Analytics & Reporting

Real-Time Dashboard

• Total active leads and pipeline value
• Hot leads count with drill-down
• Conversion rate tracking (30-day)
• Activity metrics (open/overdue)
• Average score calculation

Performance Queries

• Lead Funnel Analysis: Stage-based conversion rates
• Source Performance: Lead source effectiveness metrics
• User Performance: Salesperson activity and conversion tracking
• Campaign ROI: UTM-based marketing attribution

Export & Integration

• Export to Excel/Power BI via queries
• OData/REST API endpoints
• Power Automate integration
• Custom report development

Audit Trail & Compliance

Assignment Log

• Full history of all lead reassignments
• Tracks From/To assignment changes
• Reason tracking (automatic vs manual)
• Timestamp and user tracking

System Audit Fields

• SystemCreatedBy / SystemCreatedAt
• SystemModifiedBy / SystemModifiedAt
• FlowFields for username display

GDPR Compliance

• Marketing consent tracking
• Data classification on all fields
• Consent source and timestamp
• Right to be forgotten support

📦 Installation

1

Install Dependencies

First install walter75 - BaseApp Basic

2

Download Extension

Download the latest .app file from Releases

3

Install in Business Central

Install via Extension Management in Business Central

4

Create Demo Data

Run SEW Demo Data Management to create sample leads, models, and rules

🔧 Configuration

Lead Setup

1. Search for SEW Lead Setup in Business Central
2. Configure:
   • Lead No. Series: Auto-numbering pattern
   • Default Owner: Optional default salesperson
   • Auto Create Contact On Working: Recommended: Yes
   • Enable Quick Capture: Recommended: Yes
   • SLA First Response: Hours for response target

Lead Sources

1. Search for SEW Lead Sources
2. Create sources for attribution tracking:
   • WEB-CONTACT (Website contact form)
   • EVENT-TRADESHOW (Trade show leads)
   • REFERRAL (Customer referrals)
   • EMAIL (Direct email inquiries)

Lead Stages

1. Search for SEW Lead Stages
2. Configure your pipeline stages:
   • Set Sequence for display order
   • Set Probability % for forecasting
   • Final Stage: Marks stage as won/lost

Lead status progression in dropdown

Scoring Models

1. Search for SEW Lead Scoring Models
2. Create or modify models:
   • STANDARD: Balanced approach
   • AGGRESSIVE: High velocity sales
   • CONSERVATIVE: Selective qualification
3. Click Navigate → Scoring Rules to define point values
4. Set one model as Active

Routing Rules

1. Search for SEW Lead Routing Rules
2. Create rules with priority order:
   • Lower priority number = higher precedence
   • Set Rule Type, Condition, Assignment Type
   • Choose Team Code or Salesperson Code
3. Test with sample leads

Lead List view with filters and actions

💡 Usage Examples

Example 1: Capture Web Lead

1. Open SEW Leads → Click + New
2. Enter:
   - Quick Company Name: "Contoso Manufacturing"
   - Quick Email: "purchasing@contoso.com"
   - Source Code: WEB
   - Status: New
3. Click Actions → Calculate Score
4. Click Actions → Apply Routing
5. Lead auto-assigned to INBOUND team

Creating a new lead with quick capture

Example 2: Qualify and Convert

1. Open lead → Click Actions → Create/Link Contact
2. Change Status to "Qualified"
3. Click Actions → Convert to Opportunity
4. System creates BC Opportunity with Contact link
5. Lead Status → "Converted"

Lead with Contact created and ready for conversion

Example 3: Team Collaboration

1. Create routing rule: Score ≥ 75 → ENTERPRISE Team
2. Create high-score lead (referral + large company)
3. Click Actions → Apply Routing
4. Lead assigned to ENTERPRISE Team
5. All team members see lead in filtered view
6. Convert to opportunity → Select team member for ownership

Team structure for collaborative lead management

Example 4: Pipeline Management

1. Open SEW Lead Kanban board
2. View leads grouped by stage
3. Drag lead from "Contacted" to "Qualified"
4. System updates Stage Code and Probability %
5. Filter by score band to prioritize hot leads

Filtering leads by assignment and status

🔗 Integration Points

Contact Integration

• Auto-create BC Contacts from leads
• Link to existing Contacts via email match
• Sync contact updates back to leads
• Leverage BC’s duplicate management

Contact created from lead with populated fields

Opportunity Integration

• One-click conversion to BC Opportunities
• Transfer salesperson, contact, and value
• Link opportunity back to lead
• Track conversion in Assignment Log

Converted opportunity with data from lead

Campaign Integration

• Link leads to BC Campaigns
• Track campaign effectiveness via Source Performance query
• UTM parameter tracking for digital campaigns
• Campaign ROI analysis

Activity Integration

• Create BC Activities linked to leads
• Track calls, meetings, tasks
• Activity metrics in User Performance query
• Overdue activity alerts

API Integration

Available Endpoints

• GET /api/v2.0/companies({id})/sewLeads
• POST /api/v2.0/companies({id})/sewLeads
• PATCH /api/v2.0/companies({id})/sewLeads({leadId})
• DELETE /api/v2.0/companies({id})/sewLeads({leadId})

Integration Scenarios

• Marketing automation platforms → create leads
• Web forms → POST lead data
• Chatbots → capture and score in real-time
• Power Automate → trigger actions on high-score leads

📊 Analytics & Reporting

Built-In Queries

Lead Funnel Analysis (Query 91761)

• Lead count and pipeline value per stage
• Average days in stage calculation
• Conversion rate tracking
• Export to Power BI, Excel

Source Performance (Query 91762)

• Total leads and value by source
• Conversion tracking: converted leads, opportunity value
• Hot leads count by source
• Source Type grouping

User Performance (Query 91763)

• Lead volume and pipeline value by salesperson
• Activity metrics: total, completed
• Conversion metrics: leads, value, avg time
• Filter by status, date, score band

Campaign ROI (Query 91764)

• UTM-based tracking (Campaign, Source, Medium)
• Lead generation metrics
• Conversion rate and opportunity value
• Marketing effectiveness analysis

Analytics Dashboard

Search for SEW Lead Analytics to access:

• Pipeline overview (active leads, value, hot leads, avg score)
• Conversion metrics (rate %, 30-day conversions, opportunity value)
• Activity metrics (open activities, overdue)
• DrillDown navigation to filtered lists
• Color-coded indicators (Favorable/Attention/Unfavorable)

Role Center Component

Add SEW Lead Analytics RC to your Role Center:

• Cue tiles: Active Leads, Hot Leads, New Leads (7d)
• Open/Overdue Activities
• Converted (30d), Conversion Rate
• DrillDown to filtered lists for each cue
• RefreshOnActivate for real-time updates

🎓 Best Practices

Scoring Strategy

1. Start Simple: Use STANDARD model initially
2. Test & Iterate: Create demo leads, analyze results
3. A/B Test: Switch models, compare lead rankings
4. Custom Rules: Add industry-specific scoring (e.g., company size thresholds)
5. Regular Review: Adjust points based on actual conversion data

Routing Configuration

1. Priority Order: Highest priority = most specific rules
2. Catch-All: Use Round Robin as lowest priority (default)
3. Team Balance: Assign high-score leads to enterprise teams
4. Territory: Geographic routing for localized sales
5. Load Balance: Round robin prevents lead hoarding

Team Structure

1. Inbound Team: Fast response to web/email leads
2. Enterprise Team: High-score leads requiring consultative selling
3. Vertical Teams: Industry-specific teams (manufacturing, retail)
4. Team Size: 3-5 members per team for optimal collaboration
5. Clear Ownership: Define when leads transition from team → individual

Pipeline Management

1. Stage Definition: Keep stages simple (4-6 stages typical)
2. Probability Alignment: Set realistic % per stage
3. Stage Time Limits: Use Avg Days in Stage to identify bottlenecks
4. Regular Cleanup: Move stale leads to Nurture or Disqualified
5. Kanban Usage: Weekly pipeline review meetings using Kanban board

🔍 Troubleshooting

⚠️ Common Issues

Scoring not calculating:

• Ensure at least one Scoring Model is set to Active
• Check Scoring Rules have point values > 0
• Verify lead fields match rule conditions

Routing not assigning:

• Check at least one Routing Rule exists with Active = true
• Verify rule conditions match lead attributes
• Ensure Team/Salesperson Code is valid and active

Opportunity conversion fails:

• Lead Status must be "Qualified"
• Lead must have Contact No. populated (click Create/Link Contact first)
• User must have permissions to create Opportunities

Assignment Log empty:

• Use "Apply Routing" action to trigger routing and logging
• Manual assignment changes require saving the record
• Check permissions on SEW Lead Assignment Log table

📚 Additional Resources

📖

User Guide

Step-by-step instructions for end users

📦

Download

Get the latest release

🐛

Report Issues

Submit bugs or feature requests

🚀 Roadmap

Phase 1: MVP ✅ (Completed Dec 2024)

• ✅ Lead capture with quick fields
• ✅ Multi-model scoring engine
• ✅ Priority-based routing
• ✅ Team collaboration
• ✅ Opportunity conversion
• ✅ Assignment audit trail

Phase 2: Advanced ✅ (Completed Dec 2024)

• ✅ Lead stages and pipeline
• ✅ Activity integration
• ✅ Kanban visual board
• ✅ Analytics dashboard
• ✅ Performance queries

Phase 3: Premium ✅ (Completed Dec 2024)

• ✅ UTM attribution tracking
• ✅ Lead→Opportunity mapping
• ✅ Document attachment links
• ✅ Role Center integration

Future Enhancements

• 📅 Bulk import from CSV/Excel
• 📅 Email integration (auto-create leads from inbox)
• 📅 Predictive scoring with AI
• 📅 Mobile app optimization
• 📅 AppSource certification

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Version: 1.0.0 | Released: December 21, 2024

Platform: Microsoft Dynamics 365 Business Central Cloud 27.0

Author: Sebastian Walter (@walter75)

License: MIT

Support: GitHub Issues | walter75.de

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