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Quote Funnel

  • 1.  Quote Funnel

    Posted Aug 15, 2019 02:52 PM
        I am trying to track a quote as it moves from one probability state to the next.  In other words what is the quantity and value of quotes that go from Cold to Warm, Warm to Hot.   We use probability % buckets 25% 50% 75%.  Cant this be accomplished in CRM?  I am sure we can run a weekly export, I would rather track in CRM or Connect to BI and track.  Any thoughts or feedback would be greatly appreciated.

    Jeff Conrad
    Protective Industries, Inc.
    Buffalo NY

  • 2.  RE: Quote Funnel

    Posted Aug 15, 2019 07:15 PM
    Hi Jeff

    CRM will only ever show you the current state of a record. So if you want to track any movement/changes that are happening, you will have to do regular downloads of your quotes and build a report outside of CRM (e.g. in Excel or PowerBI) that counts for example how many Quotes moved from cold to warm from the last download to the most recent one.

    We currently have such a report built for our Opportunities - where we make an excel download once a week and compare the values from the previous week to the current week. We are also working on building a Data Warehouse that will house this data in the future so we can connect it to PowerBI and then automate the creation of these reports.

    Sissy Bottcher
    Business Process Innovation Specialist
    Dynamics 365 for Sales Enterprise (Online v.9)
    San Diego CA

  • 3.  RE: Quote Funnel

    Posted Aug 16, 2019 04:36 AM
    Hi Jeff,

    You could create some custom date fields if you want to have date tracking of when a quote was moved to each bucket.  For example, 25% Date50% Date75% Date, you can then do some analysis on time taken to progress through the funnel.  You can use the probability bucket to track quotes at their status at the time of running.

    If you link to Power BI or export to Excel, with the custom date fields, you should be able to say what the state of play is at a given date, so a week prior compared to now.  This is pretty complicated IIRC though!


    Stewart Tranter
    Business Systems Manager
    TCL Group
    Derbyshire, UK

  • 4.  RE: Quote Funnel

    Posted Aug 16, 2019 01:06 PM
    That's exactly what we do. On the Opportunity entity we have date fields named by Stage since we have the probability linked to the Stage. If the Stage changes we populate the corresponding date with a workflow. If it moves back, we blank out the future stage dates assuming the opportunity will need to run through them again.

    Mark Suchman
    CRM Lead
    Ascend Performance Materials
    TX TX

  • 5.  RE: Quote Funnel

    Posted Aug 16, 2019 09:13 PM
    I wrote a blog on this a while back called The Sales Numbers You are Not Seeing. The idea is that there are system events, such as changes in status, that could be very valuable, but are lost because the system was not designed to capture it. My solution was to create a new entity to log the changes to the opportunity status. Then I created a workflow that would be triggered every time the BPF stage was changed, and it would log the previous and new stage with the date. Now I can run reports that show how long any opportunity took to move to each stage of the sales process, and I can tell if an opportunity moves backwards, or takes an unexpected jump and bypasses a stage.

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    Nelson Johnson, Solution Architect
    BroadPoint, Inc., Bethesda MD
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