Knowing if a contact is no longer with a company can help you in many ways
- Proactively identifying when a buyer has left an open opportunity to help you spot deals at risc
- Identifying opportunities when customers (potential champions) have joined new companies
- Identifying all potential out-of-date contacts
With the new Data Validation integration between Dynamics 365 and LinkedIn Sales Navigator you will know when a contact is no longer with a company.
Contacts who update their employer on LinkedIn will be automatically marked with a “Not at Company Flag” field in Dynamics 365 and can be used to trigger different Dynamics 365 activities to keep Dynamics 365 records updated.
The Not at Company Flag
The primary feature of Data Validation is the “Not at Company Flag,” which is a newly-created contact record field written into Dynamics 365, that flags if certain contacts are no longer with their company.
Data Validation leverages the CRM Sync integration of LinkedIn Sales Navigator (LISN) to match Dynamics 365 contacts and accounts with LinkedIn Member Profiles and LinkedIn Company Profiles, respectively.
When a current company on the LinkedIn Member Profile does not match the account the contact is related to, LinkedIn will return “Not at Company” to the “Not at Company Flag” field associated with the contact entity.
If there is no feedback to share (e.g. no match, or confirmed still at company), the field value will remain its default state of “No Feedback.”
LinkedIn will examine whether there was a change on the Dynamics 365 contact entity or on the LinkedIn Member Profile every 24 hours – if there is, it will re-run validation and update the field value.
Making sure you are notified proactively
It’s good that a field on a contact is automatically updated, but what if you don’t notice the update, and miss a vital window of opportunity?
Leveraging the brilliant Assistant Card capabilities in Dynamics 365 Sales Insights, together wiht the equally brilliant Power Automate service, you can make sure you will be notified proactively – with an Assistant Card surfaced in the Relationship Assistant widget in your dashboard.
You can display information like when the signal was receieved, contact name, company name etc.
The Flow in brief
To surface an Assistant Card you can build a Flow in Power Automate (previously known as Microsoft Flow)
The trigger of the Flow will be when a contact is updated, and the result will be an Assistant Card. In brief the Flow will consist of these five elements
- Trigger: when a specific field on a Dynamics 365 contact is updated
- Condition: if that field has a specific value
— if yes —
- Get local time
- Get account of contact
- Create Card for Assistant
Building the Flow
To create the flow navigate to Power Automate
-> select the environment (1)
-> click My flows (2)
-> click + New (3)
-> select Automated — from blank (4),
and then in the Build an automated flow dialog
-> select When a record is updated (common data service) (5)
The flow starts with the When a record is updated trigger. In the trigger fill out the blanks according to the below screenshot
- For environment pick your environment (your instance)
- For entity name select Contacts
- For scope select Organization
To ensure that the trigger only fires when the “Not at Company Flag” is updated
- expand the Show advanced options section
- select the field msdyn_orghangestatus in the dropdown
Add a condition control, and select the Not at Company Flag Value for the value. Select is equal to for the operator, and 1 (one) for the value (1 is the value corresponding to “Not at Company” in the option set)
If Yes – overview
If the condition Not at Company Flag value = 1 is met we will want to
- Get local time
- Get the account of the contact
- Create Card for Assistant
a. Build text fields (Card Header and Text)
b. Define actions (button clicked)
c. Define variables (Show Where, Show until)
Get local time
All times in Microsoft Power Automate (aka Flow) are in Universal Time (aka, UTC or GMT) by default.
If we will want to display when the change was detected (signal was received) to the user in her local time, we will leverage the Convert time zone action (link) to convert to the local time zone
In order to display the company name of the contact triggering the flow in the subsequent Assistant Card, we must get the account of the contact from Dynamics 365
We will invoke the Get record action to get the Account of the contact, using the Company Name identifier of the contact
Create Card for Assistant
Having decided that the conditions for displaying an Assistant Card are met, and having gathered the necessary information, we can go ahead an create the card
For the Create Card for the Assistant action we will define the parameters below
Defining parameters means
1. Build strings for Card Header and Text
2. Define expressions
… leveraging the Add dynamic content from the apps and connectors used in this flow dialog as seen to the right of the following screenshot
So lets dig into the some of parameters of the card
Enter a title to appear in the card header
Type your static text (eg ‘Signal from’ and then add the variable field for the converted time. Find the variable for the converted time at the very end of the field picker to the right
Enter text for the body of the card.
Add the static text and fields you see fit
Set how long after a card is generated it should expire.
Create an expression to control for how long the Assistant Card should be visible (eg 4 days)
For the Open button at the bottom of the Assistant card, you must define what you will want to happen if the user clicks it. I’ve selected Open Entity for the Button type, and then the Contact Identifier for the record ID that the button should open.
So the complete card should look something like the below.
The remaining steps is to save and test your Flow, after which you see an Assistant Card in your Relationship Assistant widget on your dashboard when a contact changes company. You can trigger the Flow manually for test purposes if you manually change the “Not at Company Flag” of a contact to “Not at Company”.
Org Chart and Task Pane
You could also instruct the Open button to open the contacts account record. Having opened the account record you can click Open Org Chart.
On the org chart you will notice a red dot on the contacts for which the company information may be outdated.
You can click one of those contacts to open a task pane in which you can see the company name LinkedIn has on file for the contact, and update your Dynamics 365 info accordingly
Enjoy the Dynamics 365 Sales Insights and LinkedIn Sales Navigator integration and stay in the know.