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Edgewater Fullscope Blog

Take Two Minutes: Smarter Lead Assignments

May 25, 2015 8:00 PM

May Blog Series: A Recipe for…

Insights from:  Wendell Simmons (Product Management at Fullscope) and Ashley Kleeman (Fullscope Microsoft CRM Business Analyst)​

Microsoft Dynamics CRM lives at the heart of most sales pipeline processes, the place where suspects turn into possibilities, and hopefully real customers. Leads are the sales process fuel and lead-qualification is the catalyst that drives the engine. Many organizations struggle with the simplistic Lead to Opportunity model in CRM because the "Marketing Lead" to "Sales Lead" concept is missing, often creating chaos as Marketing and Sales teams collide in the lead bucket.

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Take Two Minutes: Sales Projects

Apr 13, 2015 8:00 PM

April Blog Series: Spring Cleaning

Insights from:  Wendell Simmons (Product Management at Fullscope) and Ashley Kleeman (Fullscope Microsoft CRM Business Analyst)

B2B sales cycles are becoming longer and more complex as competition expands. The level of detail and effort required involves more steps, communications, and resources. Many sales organizations still expect the account manager to micro-manage ever growing ad-hoc "Deal Teams" to keep the sale on track to closure.  But the reality is that modern B2B sale cycles are multi-faceted sales projects and the account manager is the project manager.  And the simple Opportunity record in Microsoft Dynamics CRM is inadequate to support the process. Acknowledging that sales should be treated and managed as projects doesn't imply that tools like Microsoft Project are the go-to solutions. These tools are designed for a different kind of project. But the familiar CRM Opportunity can be configured to provide sales with many project management benefits.

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Take Two Minutes: "Security Issues"

Mar 16, 2015 8:00 PM

March Blog Series: Connectivity

Insights from: Wendell Simmons (Product Management at Fullscope) and Ashley Kleeman (Fullscope Microsoft CRM Business Analyst)

[youtube https://www.youtube.com/watch?v=UviqgmiUFLI]

Nothing is as frustrating as being blocked by a vague Access Denied error. There's no clue as to what the issue is and in most organizations with integrated systems, the problem could be anywhere. That's when the support team puts on their detective hats and start the source elimination process which can be tedious. I reached out to Ashley for any quick tip to get to the ah-ha moment faster.

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Take Two Minutes: "Tame Duplicate Data"

Feb 16, 2015 7:00 PM

February Blog Series: Tools We Love

Insights from:  Wendell Simmons (Product Management at Fullscope) and Ashley Kleeman (Fullscope Microsoft CRM Business Analyst)

[youtube https://www.youtube.com/watch?v=SoJH-BP3l2Q]

Is your Microsoft Dynamics CRM data clean? Has it ever been? In reality, a production system is never 100% clean.  Data integration logic from other systems can catch most duplicates but not all. And users, regardless of their best intentions, can inadvertently create extra records. The results, if ignored, is a growing mountain of duplicate and extraneous data that screws up the works; reports & analytics are off, users are frustrated, and confidence in the whole process erodes. To get a perspective on the problem and the solution I called up Ashley to uncover the dirt on duplicate data.

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Take Two Minutes: "For Better Territory Management"

Jan 19, 2015 7:00 PM

January Blog Series: New & Best Practices

Insights from:  Wendell Simmons (Product Management at Fullscope) and Art Small (Fullscope CRM Solutions Consultant)

[youtube https://www.youtube.com/watch?v=CcqViedeV7Y]

As companies differentiate and focus their sales resource for the best coverage, spreadsheets and adhoc lead assignments become unmanageable in Microsoft Dynamics CRM.

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Take Two Minutes: "User Dashboards"

Dec 29, 2014 7:00 PM

December Blog Series: ​Spreading the Joy​

Insights from:​ Wendell Simmons (Product Management at Fullscope) and Ashley Kleeman (Fullscope Microsoft CRM Business Analyst)​​

[youtube https://www.youtube.com/watch?v=dzRLCIgti4s]

Recently I chatted with Ashley, a Fullscope consultant, to learn how "the rest of us" not monitoring corporate KPIs can take advantage of CRM dashboards to help us in our day to day jobs. Did you know that it's easy to make your own personal interactive CRM "homepage" to access the data important to you? Read on, to learn how:



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