Lead Qualification by Marketing Teams: Implementation Checklist
The following sections provide details you can use to ensure that the system is configured properly for qualifying leads by a marketing team, and to understand (and change, if needed) the settings that affect the workflow of qualifying leads.
Implementation Checklist
We recommend that before you start qualifying leads, you make sure the needed features have been enabled, settings have been specified, and entities have been created, as summarized in the following checklist.
| Form | Criteria to Check |
|---|---|
| Enable/Disable Features (CS100000) | The Customer Management has been enabled. This feature provides the customer relationship management (CRM) functionality, including lead and customer tracking. This feature also gives users the ability to manage sales opportunities, contacts, marketing lists, and marketing campaigns. |
| Leads (CR301000) | Leads with the necessary settings and attributes have been created. |
| Lead Classes (CR207000) | Lead classes with the necessary settings and attributes have been created. |
| Opportunity Classes (CR209000) | Opportunity classes with the necessary settings and attributes have been created. |
Other Settings That Affect the Lead Qualification Workflow
You can affect the lead qualification workflow by specifying additional settings as follows:
- On the Contact Classes (CR205000) form (Conversion Settings section of the Details tab), define classes with the necessary settings and attributes. When a user creates a contact—which can be done directly on the Contacts (CR302000) form or for a particular lead or business account in the Create Contact dialog box of the Leads (CR301000) or Business Accounts (CR303000) form, respectively—the user selects a class, and the system fills in the default settings of the contact based on the settings of the class.
- On the Business Account Classes (CR208000) form (Conversion Settings section of the Details tab), specify classes with the necessary settings and attributes. When a user creates a business account—which can be done directly on the Business Accounts form or for a particular lead or contact in the Create Account dialog box of the Leads or Contacts form, respectively—the user selects a class, and the system fills in the default settings of the contact based on the settings of the class.
Validation of Configuration
To make sure that all configuration has been performed correctly, we recommend that in your system, you perform instructions similar to those described in Lead Qualification by Marketing Teams: To Disqualify a Lead.