Module 2: From Lead to Opportunity

Practice Lab 2 – Customize the sales process


World Wide Importers (WWI) is looking to formalize their sales process to increase revenue and the give leadership stronger forecasting abilities. You are a functional consultant configuring Dynamics 365 for Sales for World Wide Importers. In this lab, you will create a business process flow to guide the sales process experience for users.

Important Note: This lab will provide you with an actual Dynamics 365 tenant and licenses for the Power platform applications you will be using in this course. You will only be provided with one tenant for the practice labs in this course. The settings and actions you take within this tenant do not roll-back or reset. Whereas the virtual machine you are provided with does reset each time you close the lab session. What’s more, Dynamics 365 is evolving all the time. The instructions in this document may be different from what you experience in your actual Dynamics 365 tenant. It is also possible to experience a delay of several minutes before the virtual machine has network connectivity to begin the labs.

Exercise 1 - Acquire Tenant Information and Connect

Note: If you have already completed a practice recently, the virtual machine might pick up where you left off and you will not need to login again.  In that case you can skip ahead to exercise two and resume.

Task 1 – Connect to the Power platform administration portal

  1. On Virtual machine MB200-Dynamics_Lab, sign in as Admin with the password Pa55w.rd if you are not already logged in.

  2. Outside the VM in the online lab interface click Files and choose D365 Credentials. This will allocate an Office 365 tenant for you to use in these labs.  It will display the admin email and password for your tenant.  You should copy this information to notepad or similar for your reference.

  3. In MB200-Dynamics_Lab launch Microsoft Edge from the taskbar. By default, the browser opens Office 365. Use the O365 credentials you just acquired in the previous step to login.

  4. Navigate in the browser to the Power platform admin portal at

Exercise 2 – Customize Business Process Flow

Task 1 – Create Business Process Flow

In this task, you will create a new Business Process Flow from the Opportunity Sales Process and then test the new BPF.

  1. Navigate to

  2. Make sure you are NOT in Default environment.

  3. Select Solutions and click on the Default Solution.

  4. Locate the Search box in the top left corner of the page and click on the All drop-down.

  5. Select Process.

  6. Type Opportunity in the search box.

  7. Locate and open the Opportunity Sales Process.

  8. Click Deactivate.

  9. Confirm deactivation.

  10. Click Save As.

  11. A new browser window will open the copied Business Process Flow and the new process will be named Opportunity Sales Process (Copy). Click on the Show Details button located next to the name.

  12. Change the Process Name to Opportunity Sales Process V2.

  13. Click Save.

  14. Drag Condition from the Components tab and place it between the Qualify and Develop stages.

  15. Select the Condition, go to the Properties tab, and enter Check Budget for Display Name.

  16. Go to Rule 1 and select Budget Amount for Field.

  17. Select Is Greater than or Equals to for Operator.

  18. Select Value for Type.

  19. Enter 1000000 for Value and click Apply.

  20. Click Save.

  21. A new stage will be added to Business Process flow.

  22. Select the new stage and select the Properties tab.

  23. Enter Thank You for Display Name and click Apply.

  24. Click the Details button of the Thank You stage.

  25. Select the New Step inside the Thank You stage.

  26. From the Components tab and select Send Thank You Note for Data Field.

  27. Check the Required check box and click Apply.

  28. Click Save.

  29. Click Activate.

  30. Confirm the activation.

  31. Close the Business process Flow editor.

  32. Close the Opportunity Sales Process window.

  33. Click Done.

Task 2 – Add Business Process Flow

In this task, you will remove the old business process flow from your Sales Hub application and add the V2 business process flow.

  1. Navigate

  2. Make sure you are NOT in Default environment.

  3. Select Apps.

  4. Select the Sales Hub application and click Edit.

  5. The application designer will open. Select the Business Process Flow tile.

  6. From the Components tab uncheck the Opportunity Sales Process checkbox and check the Opportunity Sales Process V2 checkbox.

  7. Click Save.

  8. Click Publish.

  9. Close the application designer.

Task 3 – Test Business Process Flow

  1. Navigate

  2. Make sure you are NOT in Default environment.

  3. Select Apps.

  4. Click to open the Sales Hub application.

  5. Click Site Map and select Opportunities.

  6. Click + New.

  7. Enter Test Opportunity for Topic.

  8. Select Jane Doe for Contact.

  9. Enter 900000 for Budget Amount and click Save.

  10. Click Process and select Switch Process.

  11. Select the Opportunity Sales Process V2 process and click OK.

  12. The Business Process Flow should have 4 stages, Qualify, Develop, Propose, and Close. The Thank You stage will not be part of the process if the Budget Amount is less than $1,000,000.

  13. Change the Budget Amount to 1000000.

  14. The Business Process Flow should have 5 stages, Qualify, Thank You, Develop, Propose, and Close.

  15. Click on the Qualify Stage.

  16. Click Next Stage.

  17. The process should move to the Thank You stage. Click Next Stage.

  18. The process should not move to the next stage until the Send Thank You step is marked complete.

  19. Check the Mark Complete checkbox and click Next Stage.

  20. The process should now move to the Develop stage.