Configure relationship analytics
Relationship analytics provides graphical representation of KPIs and activity histories for any contact, opportunity, lead, or account to the users.
To configure relationship analytics, follow these steps:
Verify that advanced Sales Insights features are enabled. To learn more, see Install and configure premium Sales Insights features.
Go to Change area and select Sales Insights settings.
On the site map, select Relationship analytics under Connection insights.
Alternatively, in the Sales Insights settings page, select Manage from the Relationship analytics section to go to configuration page.
The configuration page opens.
Select the toggle to enable relationship analytics for your organization.
Relationship analytics is enabled in your organization, and you can configure the parameters as required.
(Optional) To enable the preview to view similar opportunities, under Similar opportunities on the Relationship analytics tab for opportunities, turn on the Preview enabled toggle.
By enabling this option, users in your organization can see an improved relationship analytics tab for opportunities. The tab displays customer interaction KPIs along with suggestions calculated from similar won opportunities through AI-driven models.
- The preview feature is available only for the Opportunity entity.
- You must have at least 30 won and 30 lost opportunities to compare with existing opportunities.
- To understand how users use this feature, see View similar opportunities.
To show the relationship health score in opportunities, views, and charts, set the toggle to On.
You can disable the option if you don't wish to display the score in opportunities, views, and charts. However, disabling the option does not affect the process of gathering the relevant health data.
Adjust the importance of activities of different types as they contribute to the relationship health score.
Businesses place different emphasis on the type of communication used with customers.The activities includes, Emails, Meetings, Phone calls, and Tasks.
Choose Communication Frequency.
Businesses have varying sales cycles and different expected levels of communications with customers. A longer expected communications frequency reduces the expectation of more recent frequent communications in the health score. A shorter expected communications frequency increases the expectation of more recent frequent communications in the health score.
Relationship analytics is ready to use in your organization.
Enable the Dynamics 365 Sales Insights – Analytics option in the admin center to collect valuable information regarding communications—such as emails and meetings—for users in your organization from Exchange server. This data is used in analytics features for salespeople and sales managers. When you enable this, the Exchange Data option on the relationship analytics configuration page is automatically selected.
To enable Dynamics 365 Sales Insights – Analytics, follow these steps:
Go to the Admin center.
Select Settings > Settings > Dynamics 365 Sales Insights – Analytics.
Read the description carefully, select the Allow org data to be used by Dynamics 365 Sales Insights - Analytics option, and then select Save changes.
Now you can connect to the Exchange server to collect data.