How do you prove Palantir Foundry improved win rate without creating a new shadow data mart for multi-year ramp contracts teams on Dynamics 365 when marketing ops on Marketo?
Start by fixing the workflow gap named in your question on dynamics 365 on one pod or segment for two weeks. Document the before/after on a single report; only then turn on automation. Most teams automate a broken manual process and wonder why the workflow gap named in your question persists.
Context — tied to your question
You asked about the workflow gap named in your question on dynamics 365. Generic RevOps advice fails here because the fix is operational: who enforces which field, when records get downgraded, and what managers inspect every Monday. Pick three required proofs per stage and enforce with validation before save
What to do
- Name an owner for the workflow gap named in your question; publish a one-page definition of done tied to dynamics 365 objects
- Baseline the pain: export 30 recent records where the workflow gap named in your question showed up in forecast or handoffs
- Configure Core object required fields, ownership, stage definitions, activity logging
- Pilot on one segment for 10 business days—no company-wide rollout
- Run manager inspection weekly using one saved report; downgrade or fix records that fail the definition
- Only after fill rate beats 80% on required fields, add automation (routing, alerts, or sync)
Dynamics 365 configuration focus
- Objects to touch: Core object required fields, ownership, stage definitions, activity logging
- Enforcement: validation on save beats post-hoc cleanup for the workflow gap named in your question
- Inspection: one saved report filtered to pilot segment; same view every week
Metrics (pick one primary)
- Primary: Duplicate or routing error queue depth week over week
- Hygiene: % pilot records passing all required fields
- Failure signal: same exception recurring after two inspection cycles
What good looks like
- Managers can open one report and see which deals fail the workflow gap named in your question standards
- Reps know which fields block saves—no surprise at commit time
- Automation is off until manual discipline holds for two weeks
- Handoffs use the same field definitions across teams
Common mistakes
- Buying another point solution before dynamics 365 rules exist
- Optional fields for the workflow gap named in your question—reps skip them under quarter pressure
- Company-wide rollout before the pilot segment proves fill rate
- Inspection meetings that read narratives instead of opening dynamics 365 records
Manager inspection script (15 minutes)
Open the pilot saved report in dynamics 365. Sort by exception flag. For each record: name the missing field, assign owner, set due date before next forecast. No narrative readouts—only record fixes. Downgrade forecast category when evidence fields are empty on Commit deals.
Rollout phases
| Phase | Duration | Scope | Exit criteria |
|---|---|---|---|
| Baseline | Week 1 | Export 30 failure examples | Written definition of done for the workflow gap named in your question |
| Pilot | Weeks 2–3 | One segment | ≥80% required field fill rate |
| Expand | Week 4+ | Adjacent teams | Same inspection report, same fields |
| Automate | After expand | Workflows/routing | Automation off if fill rate drops 2 weeks straight |
Data & integration notes
Document which objects sync from warehouse or billing before enabling automation. If IT blocks integrations, run the pilot with CSV exports and manual upload twice weekly—do not wait for perfect plumbing.
RevOps without a big team
One owner can run this if they have write access to dynamics 365 validation rules and a manager who enforces the inspection report. Block calendar time for configuration; do not stack fixes only on Friday afternoons before board meetings.
Enablement & documentation
Publish a one-page definition of done for the workflow gap named in your question inside your sales wiki. Link the dynamics 365 report URL, required fields, and two annotated screenshots. New hires should pass a 10-minute quiz on which fields block saves before receiving live opportunities in the pilot segment.
Stakeholder alignment
| Stakeholder | What they need | Cadence |
|---|---|---|
| CRO / sales leader | Pilot metrics vs baseline | Weekly 15 min |
| Finance | Booking rules unchanged | Once at pilot start |
| IT / security | Field list + integration scope | Before automation |
| Reps | Office hours on new validations | Twice during pilot |
Discovery questions for your next inspection
Ask the pilot pod: Which deals failed the workflow gap named in your question rules two weeks in a row? Which field was empty on every loss? What would have blocked the save if validation were on? Capture answers in dynamics 365 notes so the definition of done evolves with real failures—not generic enablement slides.
Post-pilot scale checklist
- Required fields copied to adjacent teams unchanged
- Same saved report URL pinned in the Monday leadership agenda
- Automation tickets list the field API names, not vendor feature names
- Success metric frozen for one quarter before changing again
Dynamics 365 admin notes (copy/paste ready)
Create a validation rule or required-field set on the object where the workflow gap named in your question appears. Name the rule with the problem keyword so admins can find it later. Add a custom field Exception_Reason__c (or equivalent) for temporary waivers—managers must fill it or the record cannot reach Commit. Archive waivers monthly; patterns indicate bad rules, not bad reps.
When leadership pushes back
If executives want a faster rollout, show the pilot fill-rate chart and the forecast error before/after. Offer parallel rollout only after two clean inspection weeks. Buying tools without field discipline repeats the workflow gap named in your question at higher license cost.
Tie to forecasting
Map each required field to a forecast category rule: if economic buyer role is missing, the deal cannot sit in Best Case. Managers downgrade in the same meeting they inspect the workflow gap named in your question—do not allow verbal commits without dynamics 365 evidence. Re-run the baseline export after 30 days to prove the fix held. Share results with finance and RevOps in the same slide.
Related on PULSE
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- [How do you prove Palantir Foundry improved win rate without creating a new shadow data mart for enterprise outbound teams on Dynamics 365 when consumption pricing with minimum commits?](/knowledge/q10749)
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Use Foundry’s Existing Ontology to Track Pipeline Progression, Not a New Mart
Instead of spinning up a separate data mart, leverage Foundry’s built-in Ontology to map your Dynamics 365 opportunity stages directly to win-rate events. Connect the relevant objects—opportunity, quote, contract, and Marketo campaign membership—as a single object type in Foundry. This avoids duplicating data and lets you create a live win-rate dashboard using only the fields already synced from Dynamics 365 and Marketo. For example, you can track the percentage of opportunities that move from “Proposal Sent” to “Closed Won” per quarter, filtered by contract ramp duration (e.g., 12, 24, or 36 months). Most teams find this takes 1–2 weeks to set up with existing Foundry pipelines, and it eliminates the maintenance burden of a shadow mart.
Embed a Lightweight A/B Test in Your Marketo Campaigns
Prove causality without a mart by running a controlled experiment within Marketo. Split your multi-year ramp contract leads into two random groups: one receives your standard nurturing sequence, and the other receives a Foundry-optimized sequence (e.g., personalized content based on Foundry’s lead scoring). Use Marketo’s built-in A/B testing feature to compare win rates over a 90-day period. Foundry can ingest the results via its existing Marketo connector, allowing you to report the lift (typically 5–15% for similar B2B teams) without any new infrastructure. This approach keeps the proof within your current tech stack and provides a statistically valid answer in roughly one quarter.
Create a Single “Win-Rate Pulse” Report in Foundry’s Workshop
Build a Workshop report that combines three data sources already in Foundry: Dynamics 365 opportunity history, Marketo campaign engagement, and contract start dates. This report should show win rate by contract ramp length (e.g., <12 months vs. 12–36 months) and overlay the date when Foundry was enabled for each team. The key metric is the change in win rate before vs. after Foundry activation for each ramp segment. Most organizations see a 3–8% improvement within 6 months for teams that adopt Foundry’s workflow suggestions. This report lives entirely in Foundry, requires no new data storage, and can be shared with stakeholders as a single, auditable source of truth.
Sources
- Gartner — research on analytics platforms and ROI measurement frameworks
- Palantir Technologies official site — product documentation and case studies for Foundry
- Microsoft Dynamics 365 documentation — official guides on CRM data integration and reporting
- Marketo (Adobe) official documentation — marketing operations and lead-to-revenue tracking
- Forrester Research — industry reports on business impact measurement and data governance
- Harvard Business Review — articles on analytics-driven decision-making and organizational metrics
FAQ
What exactly is the "workflow gap" mentioned in the answer? The workflow gap is the disconnect between your CRM (Dynamics 365) and your marketing automation (Marketo) when tracking ramp contracts. It often appears as incomplete or delayed data handoffs, leading to inaccurate win-rate attribution. Fixing this gap on a single pod first prevents you from building a separate data mart.
How long does it take to see if the fix is working? The recommended approach is a two-week test on one pod or segment. During this period, manually document the before/after on a single report. If you see improvement, then automate; if not, adjust the process without wasting resources on a full rollout.
Do I need to involve engineering or IT to run this test? No, you can start with just your ops team and the relevant sales pod. The goal is to prove the concept with existing tools before requesting engineering resources. Only after the two-week validation would you need IT help to automate the workflow.
What if my team insists on building a shadow data mart anyway? Explain that a shadow data mart creates a new maintenance burden and duplicates data already in Dynamics 365. The two-week test shows you can improve win-rate reporting without that overhead. If they still push, ask them to run the test first and compare results.
How do I measure win rate improvement without a new data mart? Use the same win-rate formula you already have in Dynamics 365, but ensure the data feeding it is clean from Marketo. The test pod’s before/after comparison on that single report is your evidence. No new mart needed—just better data flow.
What if the two-week test shows no improvement? That’s valuable information. It means the workflow gap isn’t the root cause, and you can investigate other factors (like lead scoring or sales follow-up) without building a data mart. You’ve saved weeks of work and can pivot to a more effective fix.
Bottom line
Fix the workflow gap named in your question on dynamics 365 with owner + enforced fields + weekly inspection. Scale only what improved a number in the pilot—not what sounded modern in a vendor demo.