Implementing a new CRM system can feel overwhelming, especially for companies that rely heavily on established sales processes. But at enCloud9, we believe in breaking down complexity through an iterative approach, delivering key features in manageable, impactful sprints. Our recent work with a growing B2B tech firm, showcases the transformative power of iterative Dynamics 365 Development using Microsoft Dynamics 365 Sales.
Why Iterative Dynamics 365 Development?
This firm faced several common sales challenges: disjointed lead tracking, lack of pipeline visibility, and manual reporting that consumed valuable time. Instead of attempting a massive, all-at-once CRM deployment, we proposed a 12-week project split into four targeted iterations. This approach allowed the company to receive immediate value with each sprint, while refining processes based on real-world feedback.
Project Overview
Client: a growing B2B tech firm
Technology Services Challenge: Disconnected lead tracking, lack of sales pipeline visibility, manual reporting
Solution: Dynamics 365 Sales with iterative Dynamics 365 Development Duration: 12-week engagement, divided into 4 iterations
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Iteration Breakdown
Iteration 1: Lead Capture & Qualification – To kick off the project, we focused on optimizing lead capture and qualification, a fundamental step for any sales team. We customized the Lead entity to include crucial fields like source, estimated budget, and industry type. Business rules were implemented to auto-score leads based on these inputs, enabling quicker qualification.
We also built a Power Automate flow to automatically route leads to specific sales reps based on territory, ensuring a faster response time. After two weeks, we delivered and demoed the enhanced lead capture process to the sales team, gathering valuable feedback for future iterations.
Impact: Reduced lead assignment errors by 60% and increased lead response time by 40%.
Iteration 2: Opportunity Pipeline & Forecasting – Next, we moved on to pipeline visibility, a critical aspect of the client’s sales operations. We customized the Opportunity entity, establishing sales stages that aligned with their unique lifecycle: Initial Contact, Demo Scheduled, Proposal Sent, and Negotiation. We configured a Business Process Flow to guide sales reps through each stage, complete with mandatory fields to ensure data consistency.
Additionally, we set up conditional logic to prompt sales reps to enter estimated deal sizes and expected close dates before moving to the next stage. This not only standardized data entry but also provided more accurate forecasting metrics for sales managers.
Impact: The tech firm gained a comprehensive view of pipeline stages across three sales regions, reducing data gaps and improving forecasting accuracy.
Iteration 3: Reporting & Dashboards Data-driven decision-making is only possible with accurate reporting. For the third iteration, we built Power BI dashboards tailored for both sales reps and managers. Sales reps received dashboards highlighting their personal sales performance, deal progress, and top opportunities. Sales managers gained a broader view of pipeline health, close rates, and region-specific metrics.
To ensure adoption, we conducted a live training session to walk the team through the dashboards, focusing on how to leverage them for daily and weekly planning. We also gathered feedback on additional metrics they’d like to see in future updates.
Impact: Sales managers reported a 75% reduction in time spent compiling reports, while sales reps gained actionable insights that improved daily prioritization.
Iteration 4: Email Engagement & Outlook Integration – The final iteration focused on integrating email communication directly into Dynamics 365. We deployed the Dynamics 365 App for Outlook to 10 pilot users, enabling them to track email opens, clicks, and replies directly within the CRM. This provided valuable context for each lead and opportunity, streamlining follow-ups and ensuring nothing fell through the cracks.
We also developed a set of email templates for common email scenarios, allowing reps to quickly fire off follow-up emails without leaving Dynamics 365. This functionality was a game changer for busy reps handling multiple deals simultaneously.
Impact: Over 1,200 email interactions were tracked in the next month, significantly improving follow-up consistency and data logging.
Results at a Glance
- 40% increase in qualified lead conversion
- 60% faster sales cycle visibility
- 2x improvement in CRM adoption rate
Continuous Feedback = Continuous Success Throughout the 12-week engagement, we maintained an open feedback loop with the company’s sales team and leadership. After each iteration, we conducted a review session to demo the latest updates, collect feedback, and adjust the project plan as needed. This approach ensured that every new feature or adjustment directly addressed the team’s most pressing needs.
Would you like results like you saw here? Schedule a free consultation with the experts at enCloud9 today.
Final Thoughts on Iterative Dynamics 365 Development
Implementing a CRM system like Dynamics 365 isn’t a one-and-done process. At enCloud9, we advocate for a step-by-step, Iterative Dynamics 365 Development approach that delivers immediate value while minimizing disruption. This company’s journey is a testament to how a well-structured, feedback-driven implementation can transform a sales team’s daily operations, one sprint at a time.
About enCloud9
At enCloud9, we specialize in helping businesses unlock the full potential of Dynamics 365 through strategic, iterative development. Our proven approach ensures that each phase of your CRM project is carefully planned, executed, and refined to deliver measurable value and sustainable growth. From sales pipeline optimization to data-driven reporting, we tailor Dynamics 365 solutions that align with your business goals and drive real results. See what other satisfied enCloud9 customers are saying about their Dynamics 365 success stories. Read Our Success Stories
Discover how enCloud9’s Iterative Dynamics 365 Development can transform your sales processes. Connect with Us
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