Connecting the Complete Lead-to-Invoice Journey with Dynamics 365

Sky Soft Connections implemented a structured Dynamics 365 sales process, linking lead capture through invoicing, plus communication integrations, product catalog setup, security, mailboxes, and configuration management.

Connecting the Complete Lead-to-Invoice Journey with Dynamics 365

Client & Business Context

The organization ran a heavily customized legacy CRM plus separate systems for marketing, sales, communications, payments, and invoicing. It needed a structured sales process and smoother data flow from lead capture to proposals, orders, and Business Central invoicing.

 

 

Client: Confidential HVAC Business
Industry: Heating, Ventilation & Air Conditioning
Solution Category: Dynamics 365, Cloud Operations & Sales Management
Project: Cloud Operations and Sales Platform

 

The Business Problem

The existing environment combined extensive CRM customization with disconnected integrations.

Key challenges included:

  • Maintenance difficulty within the legacy CRM

  • Inconsistent data flow between connected systems

  • Sales processes that lacked efficiency and standardization

  • A need to connect website and marketing leads with CRM

  • Coordination between opportunities, proposals, quotes, and orders

  • Integration of payment and invoice processes

  • Communication tools that needed to support the sales workflow

  • Supporting requirements for products, mailboxes, security, and configuration management

The organisation needed a connected lead-to-invoice process that brought these activities into a consistent working structure.

Business Impact of the Existing Process

The source states that the existing sales processes lacked efficiency and standardization, while disconnected integrations created data-flow inefficiencies.

This made it harder to maintain a coordinated process across the systems involved in sales. Heavy customization also added maintenance complexity to the existing CRM environment.

The Sky Soft Connections Solution

Website and Marketing Lead Capture : Connected website and Marketo leads with Dynamics 365.

Lead and Opportunity Management : Standardized lead and opportunity management in Dynamics 365.

Proposal, Quote, and Order Processing : Integrated Proposal Builder with quoting and order workflows.

Business Central Invoicing : Connected sales processes with Business Central invoicing.

Payment Integration :Integrated payment processes into the sales solution.

RingCentral and Mailboxes :Connected RingCentral and mailboxes for sales communication.

Custom APIs and System Connectivity : Used REST APIs to connect CRM with external systems.

Product Catalogue, Security, and Configuration : Configured products, security roles, and system settings.

The integration follows a straightforward system-to-system flow:

Technology & Integration Architecture

 

Solution Architecture

The architecture connects marketing leads to Dynamics 365 sales and downstream invoicing.

  • Lead Sources: Website, Marketo
  • Core Platform: Dynamics 365 Sales
  • Sales Flow: Lead → Opportunity → Proposal → Quote → Order
  • Invoicing: Business Central
  • Integrations: RingCentral, payments, REST APIs, mailboxes
  • Configuration: Product catalogue, security, system settings

How the Solution Works

  1. Website and Marketo leads enter Dynamics 365.
  2. Leads progress through the sales journey.
  3. Proposal Builder supports proposal creation.
  4. Quotes and orders carry sales information forward.
  5. Business Central handles connected invoicing.
  6. Integrations support payments and communication.
  7. Products, security, and configuration support daily operations.

Implementation Highlights

1. Structured Sales Process

Sky Soft implemented a consistent Dynamics 365 process spanning the documented sales stages.

2. Lead Capture Integration

Website and Marketo integrations connected lead sources with the CRM.

3. Proposal-to-Order Connectivity

Proposal Builder, quotes, and orders were connected within the sales journey.

4. Invoice and Payment Connectivity

Business Central invoicing and payment integration formed part of the wider solution.

5. Communication and Custom APIs

RingCentral, mailbox configuration, and custom APIs supported communication and system connections.

6. Supporting CRM Configuration

Product catalogue, security, and configuration-management work established the supporting sales environment.

Results & Current Outcomes

  • Lead, opportunity, quote, and order processes were connected.
  • Payment and invoice processes were incorporated into the wider journey.
  • Website lead capture was implemented.
  • Custom APIs supported system integration.
  • Product catalogue and mailbox configuration were established.
  • Security and configuration management were established.
  • A five-star client testimonial was recorded.

Related SkySoft Capabilities

This solution demonstrates capabilities across:

Is Your Sales Journey Disconnected Across Systems?

When lead capture, proposals, orders, payments, and invoices rely on disconnected systems, maintaining a consistent sales process becomes harder.

SkySoft Connections can review your sales workflows and integrations to help build a more connected Dynamics 365 environment from the first enquiry through to invoicing.