The Sales Qualification Agent combines the power of three agents that work together to help sellers build a qualified pipeline more efficiently (although each agent is not available independently):

The research agent uses data from CRM and public web sources as well as existing copilot skills to synthesize key customer and account data. It enables sellers to:

• Get a 360-degree view through lead and account summaries.
• Confirm that the lead has a valid work email address to minimize wasted effort.
• Know who can make an introduction (coworkers who know the lead).
• Verify that the lead's company finances, priorities, and business environment are aligned with your solution area (Account 10-K, strategic priorities, and so on).
• Get suggestions for who else at the lead's company to contact.
• See existing opportunities tied to lead/contact and account, so that you can engage with the full context of their ongoing conversations with your company.
• Review a personalized email, composed using talking points generated from the synthesized research, to send to the prospect.

The prioritization agent recommends whether to engage with the lead based on the ideal customer profile configured during setup. The assessment not only relies on data in CRM but also on data obtained from predefined and custom public websites. Sellers and administrators can create custom views that filter leads based on strong fit, so they are always working on the most important ones the agent brings to them.

The outreach agent creates a personalized email to engage the lead, based on all the data gathered by the research agent, to maximize response rates.

The agent is customizable so you can tailor it to your team's needs. As an admin, you can:

• Select a team of sellers or roles on whose behalf the agent works, using security groups.
• Set up ideal customer profile criteria to ensure every seller engages with only the best fit leads.
• Augment research sources by adding public websites that are relevant to your business, so that you can:
  • Set an ideal customer criterion (for example, specific job or industry codes) for the agent to assess.
  • Show a custom insight to your sellers on the generated research page (for example, if employees at the prospective company primarily work from home or office).
  • Ground the agent in the value proposition of what you sell so it can add relevant talking points in the generated emails.

You can customize the autonomous Sales Qualification Agent to seamlessly align with your specific business processes and sales strategies.

• Precise lead targeting: Define specific filtering criteria to ensure the agent focuses exclusively on your desired leads. These could be leads from a particular geography, related to a specific product, or meeting a certain lead value threshold.
• Intelligent research and synthesis: The agent automatically gathers and synthesizes key customer and account data from your CRM, public web sources, and existing copilot skills, providing crucial context for qualification and enabling sellers with deeper insights.
• ICP-driven qualification: Establish detailed Ideal Customer Profile (ICP) criteria for the agent to accurately assess lead fit and prioritize high-potential prospects.
• Knowledge-infused outreach: Configure the agent with access to your knowledge base, allowing it to automatically incorporate relevant testimonials, case studies, and other social proof into its outreach emails, enhancing credibility.
• Automated follow-ups: Configure follow-up strategy such as time delay, frequency, and channels for the agent to follow up with prospects.
• Informed prospect engagement: Equip the agent with knowledge sources to intelligently answer prospect questions about your product/service capabilities, features, maintenance, pricing, and more, ensuring accurate and timely responses.
• Performance monitoring and analytics: Track the agent's effectiveness with clear metrics, including the number of leads engaged, emails sent, positive interactions, leads qualified, and overall pipeline contribution.
• Supervisor oversight: Supervise the agent's activities, review its interactions, and easily intervene to provide guidance or resolve situations where it requires assistance, ensuring smooth operation and continuous improvement.

As a seller, you can see the following information on the lead insights page:

• Automatically linked contact and account information.
• Enriched information from linked accounts and contacts.
• The ability to de-link an auto-linked record and manually link another if needed.

Sales AI agents analyze information across linked accounts and contacts for great effectiveness.

The Sales Qualification Agent uses validated email addresses as it conducts lead research, outreach, and qualification.

As an admin, you can specify which email field on the lead form should be validated.

As a seller, you can:

• See whether the email address associated with the lead is valid.
• See the email address categorized as work or personal.
• Update the validity and categorization if you disagree with the assessment. For example, you could mark an email address as personal if the agent inadvertently marked it as a work email address.

As an admin, you can:

• Configure the SharePoint folders that act as your company's knowledge source.
• Configure whether the agent can send the replies autonomously.

As a seller, you get high-quality, accurate email responses—either as drafts or sent autonomously by the agent:

• The answers are pulled from the configured knowledge sources to ensure accuracy.
• The agent intelligently identifies and includes relevant information in the response.
• When configured, the agent can also autonomously send replies on your behalf, reducing turnaround time and manual effort.
• If a customer asks for relevant references, the agent searches knowledge sources for matching social proof (for example, customer stories or case studies) and includes it in the reply.

As a sales manager, you can:

• Create multibranch research journeys over your Dynamics 365 Sales data and augment it with any data from local files (Excel, PDF) for a comprehensive view of your business.
• Use AI-suggested, prebuilt topics that are optimized for your role to get started or ask your own questions using natural language to seek insights into complex business problems.
• Use the AI cursor to click anywhere on the canvas to start a conversation, zoom into any research finding, change a visualization, or add more data.
• Go behind the scenes to see the reasoning behind the research outcomes.
• Save your workspaces for later use, update with new data, and regenerate blueprints or new research findings.

The sales research agent will initially be available as part of the AI Accelerator for Sales offer only.

To leverage the new Exchange integration, you must configure server-side synchronization for Dynamics 365 Sales Premium features to work with your exchange activities.

For detailed setup instructions, see Set up server-side synchronization of email, appointments, contacts, and tasks.

As an admin, you can configure the Sales Qualification Agent to assess leads using data from Dynamics 365, other Dataverse sources, and trusted public web sources and define your Ideal Customer Profile (ICP) with industry-specific precision.

For example, a logistics company like Contoso can set up the agent to evaluate a lead’s USDOT status, incident history, and inspections from the past 24 months, helping sellers focus on compliant, high-potential leads and driving more efficient, targeted engagement.

As a seller, you can see the marketing insights from within the lead insights page. With these insights, you can gain deeper context for every lead, enabling more timely, relevant, and personalized engagement. For example, you can easily see if a lead recently attended a webinar and interacted with multiple product emails—all from within your sales workflow.

This feature is enabled by default for customers using both Dynamics 365 Sales and Customer Insights - Journeys.

The Hierarchical Relationship Visualizer allows your sellers to view and work with data in a convenient parent-child visualization.

Configurable

• Admins define hierarchy views for their teams with initial support for single table hierarchies, and later in the year, adding support for multiple table complex hierarchies.
• Customize what data is shown on each tile, along with the size, color, and picture or icon shown. You have the flexibility to show up to seven fields on each tile to create the perfect view your sellers need.
• Define hierarchies using relationships in your data such as single table (self-referencing) relationships, cross-table relationships, or the Dataverse Connections table for flexible relationships between any two records.

Intuitive

• Zoom in and out and expand and collapse branches to efficiently work with customers of all sizes.
• Switch between vertical and horizontal display modes to optimize the view based on the shape of the hierarchy being viewed.
• Select a tile to open the details form in a side pane to make updates, add meeting notes, and other edits without having to leave the hierarchy view.

Planned releases

• The v1 hierarchy control preview will support single table hierarchies.
• The v2 hierarchy control preview will add support for multitable complex hierarchies.