Revenue Attribution Eligibility Requirements for Dynamics CRM

Objective

To use Revenue Attribution in Outreach, there are specific configurations that are required for your organization. 

Prerequisites

1. Your Dynamics CRM is integrated with Outreach
2. Opportunities are syncing from the CRM to Outreach, and all minimum required fields are mapped
3. Opportunity Stakeholder Roles are syncing from the CRM to Outreach
4. Opportunity Stage values will need to sync in through the Opportunity Stage object and have a 1:1 Record Mapping with values that represent Open, Closed Won & Closed Lost  

CRM Integration Configuration Guide

Opportunity Object Configuration

• Polling set to Automatically
• Set object syncing: Create & Update enabled to Sync into Outreach

Example Sync Configuration

Ensure the following fields are mapped at a minimum within the Opportunity Object (Fields listed below are the native Outreach field labels):

Example Configuration of Field Mappings:

Note: Field mappings that have a Gear Icon indicate there are Advanced Field settings needed.

• Native Outreach Field: If you are mapping a CRM lookup field to a Native Outreach lookup field, you need to indicate that it is a Mapped Field and which object it is a Lookup to in the Advanced field settings.
• Custom Outreach Field: If you are mapping a CRM lookup field to a Custom Outreach field, you need to enable Display name instead of record ID in Advanced field settings. 
  
  

Example Configuration of Opportunity Field Mappings

Status (statecode) - Stage field mapping - Advanced Field Settings to apply:

1. Click More Actions on Stage field mapping (Select the 3 dots on the right)
2. Select Advanced settings
3. Enable Mapped field 
4. Select opportunitystage in the Microsoft Dynamics Object that field maps to drop down menu

Stage Considerations:

• It is common to use various types of Stage/Status picklists in Dynamics. Consider using the following options as long as they can represent Open, Closed Won & Closed Lost. If your true stage values do not represent Open, Won & Lost, we recommend mapping Status to Stage and map your CRM Stage field to a custom Outreach Opportunity field which can be visible on the Opportunity List view via Column Customization. 
  • Status (statecode): (Most Compatible) Status typically represents values of 0,1,2 which translate to Open, Won & Lost
  • Sales Stage
  • Sales Process Stage
  • Status Reason
  • Custom Dynamics stage picklists
• Once the Stage/Status values have synced to Outreach and the record mappings have been established, review the stages in the Records>Opportunities>Stages section to determine which stages should remain as Open and which ones should be modified to reflect Closed Won or Closed Lost 
• Only one Stage/Status value can be mapped natively to the Outreach Stage field

Opportunity Stakeholder Role Object Configuration:

• Polling set to Automatically
• Set object syncing: Create & Update enabled to Sync into Outreach

Example Configuration of Field Mappings:

Fields should be mapped already by default with the applicable advanced settings already applied.

Opportunity Stage Object:

• Polling set to Automatically
• Set object syncing: Create & Update enabled to Sync into Outreach

Example Configuration of Field Mappings:

Fields should be mapped already by default with the applicable advanced settings already applied.

The Stages will sync in automatically and establish the record mapping which you can view in the Record Mappings section.

Opportunity Stage Settings

Once the Stage picklist values have all been created and mapped from Dynamics, go to Records>Opportunity Stages in the Outreach Opportunity Settings. Each Stage will need to have a Color and have a Type assigned (Open, Closed Won, Closed Lost). Example: 

Considerations

• The Opportunity Stage/Status picklist field that maps to Outreach's native Stage field can vary in your CRM. Examples include: Sales Stage, Status, Stage. It is important that the picklist field that is selected represents values of Open, Closed Won & Closed Lost. If those values are not represented in the Opportunity Stage values in the Outreach Opportunity settings, the Revenue Attribution logic cannot be applied to the reporting because there won't be an indication of which Opportunities should technically reflect closed revenue or current pipeline. 
• The Opportunity Object & Opportunity Stakeholder Role should have a Polling Frequency of once a day at a minimum (every 10 minutes is the default)
• Advanced Setting on Opportunity Object: When Create associated contacts when syncing into Outreach is enabled:
  
  • If the related Stakeholder in Dynamics is technically a duplicate record and one of the duplicates with the same email address has already been created in Outreach as a prospect, this advanced object setting being enabled could potentially prevent the Opportunity record from being created as a whole because it can't create the duplicate Stakeholder as a new prospect. 
  • The Opportunity Stakeholder Role object being enabled to Poll automatically and create new contact roles will allow Outreach to pull in the related Contact roles independently when they are added to the Opportunity in Dynamics as a Stakeholder and/or modified.
    Example:
    

Loading in Opportunity Data Retroactively:

If you have configured Opportunities with Outreach for the first time, mapped new fields or enabled the automatic sync for the Opportunity or Opportunity Stakeholder objects, the records or updates to records will begin to populate automatically as records are created or updated in the CRM. In order to have a complete view of the data in the the new Revenue Attribution Reporting and to load in data retroactively, it is important to run a Historical Sync Job. 

• How to Load Historical Data Into Outreach
• Walk through "How-to" video - Example only - determine the right Last Modified date range for your org (Consider 6-12 months).

Additional Settings to Consider once Opportunities are configured: 

Your non-admin profiles may need additional settings enabled to be able to fully leverage the benefits 

• Governance Profile Settings to Consider enabling:
• Can use opportunities
• Can view opportunities
• Activities get associated with opportunities
• Association dropdown

Additional Resources:

Sales Execution Report Overview