Pricing Products – Part 10 – Campaign Specific Price Lists

Colin Maitland, 01 October 2012

In this series of blogs I have been writing about pricing products using the features of the Microsoft Dynamics CRM 2011 Product Catalog. In my previous blog I wrote about Customer specific Price Lists. In this blog I will be writing about Campaign specific Price Lists and how they are used when converting a Campaign Response to an Opportunity, Quote or Order.

A Price List may be associated with a Campaign and Opportunities, Quotes or Orders created from related Campaign Responses will default to the Price List associated with the Campaign rather than remaining blank or defaulting to the Price List, if any, associated with the Customer.

The following screenshot shows a Heli Fishing Promotion Campaign with an associated Heli Fishing Promotion Price List. This Price List contains selected products/services and pricing that is specific to the Heli Fishing Promotion Campaign.

A promotional e-mail titled Heli Fishing Experience of a Lifetime! has been sent from the Campaign to each members of the Marketing List associated with the Campaign. The following screenshot shows the Campaign e-mail sent to John Smith. This e-mail was sent from CRM and has been automatically tracked and linked to John Smith and to the originating Heli Fishing Experience of a Lifetime! Campaign Activity.

When John Smith replies to this Campaign e-mail, the reply is automatically tracked and a Campaign Response record is also automatically created and linked to the Parent Campaign, Recipient (Customer) and Reply E-mail (Originating Activity) as shown in the following screenshot.

The reason a Campaign Response is automatically created from the reply e-mail is because Create campaign responses for incoming e-mail is selected on the Marketing tab and Smart Matching is selected on the E-mail tab under System Settings in CRM.

If Smart Matching is not turned on then a Campaign Response will not be automatically created from the reply e-mail. In this case a Campaign Response may be created from the reply e-mail either manually or by using the Promote to Response action on the e-mail activity in CRM.

The Campaign Response may then be converted to an Opportunity, Quote or Order using the Convert Campaign Response action on the Campaign Response ribbon bar.

When the Opportunity, Quote or Order is created in this way, the Price List associated with the Opportunity, Quote or Order defaults to the Price List associated with the source Campaign; E.g. Heli Fishing Promotion. We can then add products/services from this Price List to the Opportunity, Quote or Order as shown in the following screenshot.

An Opportunity may also be created directly from the reply-email using the To Opportunity action on the E-mail ribbon bar. In this case however you will also need to also select the Campaign that the E-mail response is to be associated with.

In those cases where the Campaign and the Customer both have a Price List associated with them, any Opportunities, Quotes or Orders created from Campaign Responses associated with the Campaign and the Customer will default to using the Campaign specific Price List instead of the Customer specific Price List.

In those cases where a Campaign does not have a Price List associated with it but the Customer does, Opportunities, Quotes or Orders created from Campaign Responses associated with the Campaign and the Customer will default to using the Customer specific Price List.

The following screenshot shows that a Price List called Heli Fishing Members is associated with John Smith’s contact record in Microsoft Dynamics CRM. If we create a new Opportunity, Quote or Order directly from John Smith’s contact record the Price List on the Opportunity, Quote or Order will default to Heli Fishing Members, however, if we create an Opportunity, Quote or Order from John Smith’s Campaign Response to the Heli Fishing Promotion Campaign the Price List on the Opportunity will default to the Heli Fishing Promotion.

In conclusion: In addition to using Price Lists to define products/services and pricing specific to selected Customers, Price Lists may also be used to define products/services and pricing specific to selected Campaigns. Opportunities, Quotes or Orders created from the Campaign Responses associated with the Campaign will default to the Campaign specific Price List, if any.