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LEARN ABOUT LEADS

 * Article
 * 04/25/2024
 * 19 contributors

Feedback


IN THIS ARTICLE

    
 1. Access leads
    
 2. Navigate leads
    
 3. Considerations
    
 4. Next steps
    

Appropriate roles: Business profile admin | Referrals admin

Microsoft sends millions of leads to its partners every year to help them to
build their businesses. This article explains the leads you get from your
customers and how to act on them.


ACCESS LEADS

To access your leads, sign in to the Partner Center, and select Referrals from
the left navigation pane. You can see the leads in the Leads section of the
Referrals workspace.


NOTIFICATIONS OF NEW LEADS

Notifications of new leads are included as recommended actions in your Action
center panel (notifications icon on the top right corner). We recommend that you
check these actions often to be responsive to your leads.

Also, for "Contact me" leads, the contacts listed on the business profile in
Partner Center receive email notifications when there are new leads received for
your marketplace offers or your profile listing. These leads are delivered
either as individual emails if you have a low volume of leads or in a digest
format if you get more than 10 leads in a day. You can review these leads in
Partner Center and respond to your customers quickly.

Important

A preferred email setup in the Action center preferences takes precedence over
the business profile settings.

The following workflow shows how email is sent to partners from the Partner
Center referrals system for new partner inbound referrals:




NAVIGATE LEADS

The Leads section is divided into three tabs: Marketplace leads, Qualified
leads, and Favorites. You can filter and sort the leads in each tab to focus on
the leads that are most important to you. You can also export the leads to a CSV
file for further analysis or to import them into your CRM system.

Expand table

Tab Description Marketplace leads Customer inquiries originating from either the
business profiles or offer pages on AppSource, Azure portal, or Azure
Marketplace.
- You receive a customer inquiry when a company searches and finds your company
profile or an offer description page and fills out a form stating the need and
the contact details. Qualified leads Leads that are sent to you by Microsoft
employees who received customer requests through various marketing channels.
- Marketing-qualified leads are sent to your company by Microsoft employees who
received customer requests through one of various marketing channels.
- Sales-qualified leads are sent to you by Microsoft sellers who gather the
requirements from a customer and are helping them find the right partner to
solve a customer problem. Sales-qualified leads aren't the same as co-sell
opportunities, in which a Microsoft sales representative is actively engaged
with the partner and customer until the deal closes. Favorites Leads that you
marked as favorites in the Marketplace leads or Qualified leads tabs.
- You can mark any lead as a favorite by selecting the heart icon on the lead in
the list view. You can remove the lead from favorites by selecting the same icon
again.


FILTERS

Filters make it easier to get to a focused set of leads. This following table
describes the filters available to sort your leads.

Expand table

Filter name Description Possible values Applies to Call-to-action Configured
during the offer publish flow - Get it now
- Free trial
- Test drive
- Contact me All leads Country Country/region selected by the customer when they
gave consent for a partner to contact them All leads Customer name Name of the
customer company All leads Lead source Name of the marketplace from which the
lead originated - AppSource
- Azure Marketplace
- Azure portal All leads Lead type The type of the lead - Offer leads are
generated for offers published through commercial marketplace
- Profile leads are generated for business profiles published in the referrals
workspace All leads Lead quality The conversion probability of the lead - High
denotes a higher chance of lead getting converted to a subscription
- Low denotes a potential spam lead All leads Status Lifecycle status of the
referral - Received
- Accepted
- Archived Profile and Contact me leads in the Offer leads space Email validity
Email addresses of leads are validated to verify that they can be contacted -
Valid
- Invalid
- Spam
- Unknown Offer leads Phone validity Phone numbers of leads are validated to
verify that they can be contacted - Valid
- Invalid
- Unknown Offer leads


EXPORT LEADS

You can export leads from the Referrals workspace in Partner Center by using the
Export button at the right top corner of the page.



If you have filters applied, the exported file will only have the filtered list
of leads.

Other columns in the display indicate email and phone validity, so you can
upload only valid contacts into your CRM systems for your sales teams.

The exported leads file has a field named LeadCreationDateTime that indicates
when the exported leads were created.


LEAD LIFECYCLE

Every lead has a lifecycle - received, accepted, and archived. This section
identifies the stages of that lifecycle and the actions that you can take at
each stage.

RECEIVED STAGE

At the received stage, you got a new lead, either directly from a customer or
from a Microsoft employee. Review the details, and feel free to contact the
customer if you want to learn more about their business needs.

Tip

A customer can explicitly request that interested partners contact them
directly. When that happens, an alert with a flame icon appears at the top of
the page. We strongly recommend that you contact the customer as quickly as
possible to improve your chances of winning the deal. After 72 hours, the
referral continues to be active, but the icon and message change. You should
still contact the customer if you're interested in pursuing the referral.

During the received stage, you can accept or decline a referral.

Scenario 1: Accept: When you accept a deal, follow the steps that apply to your
scenario:

 1. Enter a name for the deal, the estimated value, team members, and the
    estimated purchase time frame.
 2. Provide information in the Notes field to explain more about what the
    customer is looking for.
 3. Optionally, enter the marketing campaign ID that resulted in the respective
    lead and your CRM ID for your reference.
 4. Add more contacts from your company.
 5. When you're finished, select Next.

The referral moves to the next stage, which means you plan to actively engage
with the customer to address their need. We also use this information to help
you find similar deals in the future.

Scenario 2: Decline: When you decline a deal, the following steps can be
performed:

 1. Select the reason you're declining it.
 2. Add any notes you'd like to include.
 3. Select Close.

The lead is then archived Declined, and the customer is notified to choose a
different partner.

If you don't respond to a lead within 14 days, it gets archived as Expired, and
either Microsoft or the partner who sent you the opportunity are notified.
Expired leads don't display contact information.

ACCEPTED STAGE

As you work to close a deal, follow these steps to edit lead details if needed:

 1. Select Edit.
 2. Update the deal name, estimated purchase date, Team members, estimated
    value, notes, CRM ID, or the marketing campaign ID.
 3. Select Add your employees to provide the name, phone number, and email
    addresses of any more people who are working on the deal.
 4. When you're finished, mark the deal Won or Lost, so it can be archived
    accordingly.

ARCHIVED STAGE

Archived is the last stage, which all the opportunities eventually reach. You
can't take action on archived leads, but you can view their status: Won, Lost,
Declined, or Expired.


LEAD TYPE

OFFER LEADS

You receive offer leads when you publish offers through the commercial
marketplace. Customers can browse offers that are listed on Microsoft
marketplaces, such as AppSource, Azure Marketplace, and Azure portal
marketplace. When they express an intent to acquire an offer, a lead is
generated.

Important

Marketplace offer leads that are generated when a customer selects
calls-to-action (such as Get it now, Free trial, or Test drive) don't require
any action from partners. These leads are informational and intended to help
partners reach out to customers for cross-sell and up-sell opportunities. These
leads are available for a period of six months for the partners to access and
leads older than six months will be archived.

PROFILE LEADS

You receive profile leads when you create a business profile for your company.
The business profile you create helps you to be visible to prospective
customers, to other partners, and to Microsoft sellers listed within AppSource.
All the requests that originate from a profile listing on the AppSource page are
available in the Partner Center Referrals workspace in the Leads section.

Here are some tips to help you get more, appropriate referrals:

 * Choose keywords and preferences in your business profile that represent your
   unique expertise and business model. Remove keywords that could generate
   referrals you're not interested in. If you're not interested in dealing with
   businesses of a certain size, update that preference.
 * Review your contact information in your business profile for each location.
   Make sure your team gets incoming alerts.
 * Respond quickly to referrals. When you respond in a timely fashion to
   incoming requests, we increase your visibility in future customer search
   results. Make sure your team responds quickly with your intent.
 * Be choosy about which deals you accept. We monitor the types of deals that
   you accept and decline and use that information to help find you similar
   deals. Accepting deals that aren't a good fit doesn't improve your search
   results and could affect the quality of the leads you receive.
 * Report estimated deal sizes, closing dates, and the final status of your
   deals, whether won or lost. We use that information to continue to provide
   you with quality referrals.


VALIDITY OF CONTACT INFORMATION

The email addresses and phone numbers of Marketplace offer leads are validated
to verify that they can be contacted. Validated contact information helps you
prioritize which leads to reach out to and helps to ensure that your sales
efforts are effective.

When you view a lead on the Marketplace Leads tab, you can see indicators of a
valid phone number and valid email address:



Tip

Quick-copy icons are handy shortcuts that can help to avoid typos when calling
or emailing someone.

You can also filter for leads that have valid email and phone numbers, as
mentioned in the Filters table. Filtering can help your outreach teams engage
with customers more effectively, either with automated emails or direct phone
calls.

Email addresses and domain names that are known to generate spam are marked as
shown in the following image. They're also marked when you select the lead to
view the details.




CONSIDERATIONS

 * Microsoft doesn't verify the identity of referrals or whether the interest of
   referrals is legitimate. Microsoft only verifies that you can contact the
   individual or company being referred in accordance with the details provided.
 * Referrals shouldn't be construed as an endorsement by Microsoft of the
   company or individual being referred. It is your sole responsibility to take
   any actions necessary and appropriate to safeguard your company from fraud
   resulting from a referral.


NEXT STEPS

 * Leads enrichment insights
 * Leads FAQ
 * Manage co-sell opportunities
 * Get the co-sell connector for Dynamics 365 CRM
 * Get the co-sell connector for Salesforce CRM





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ADDITIONAL RESOURCES



--------------------------------------------------------------------------------

Training

Module

Manage leads with Dynamics 365 Sales - Training

The lead management capabilities in Microsoft Dynamics 365 let you connect with
your customers in a whole new way. This module provides an overview of what
leads are, and describes the different options for creating leads, managing
them, and working with them throughout their lifecycle. It also provides
information about qualifying and disqualifying leads. The more leads you have,
the greater your chances of getting opportunities and successfully closing
deals.

Certification

Microsoft Certified: Dynamics 365 Fundamentals (CRM) - Certifications

Demonstrate fundamental knowledge about the customer engagement capabilities of
Microsoft Dynamics 365.



English (United States)
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 * Dark
 * High contrast

 * Manage cookies
 * Previous Versions
 * Blog
 * Contribute
 * Privacy
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ADDITIONAL RESOURCES



--------------------------------------------------------------------------------

Training

Module

Manage leads with Dynamics 365 Sales - Training

The lead management capabilities in Microsoft Dynamics 365 let you connect with
your customers in a whole new way. This module provides an overview of what
leads are, and describes the different options for creating leads, managing
them, and working with them throughout their lifecycle. It also provides
information about qualifying and disqualifying leads. The more leads you have,
the greater your chances of getting opportunities and successfully closing
deals.

Certification

Microsoft Certified: Dynamics 365 Fundamentals (CRM) - Certifications

Demonstrate fundamental knowledge about the customer engagement capabilities of
Microsoft Dynamics 365.




IN THIS ARTICLE



English (United States)
California Consumer Privacy Act (CCPA) Opt-Out Icon Your Privacy Choices
Theme
 * Light
 * Dark
 * High contrast

 * Manage cookies
 * Previous Versions
 * Blog
 * Contribute
 * Privacy
 * Terms of Use
 * Trademarks
 * © Microsoft 2024