Microsoft Dynamics Integration Guide

For administrators setting up the ZoomInfo integration with

Microsoft Dynamics 365

Permissions and Considerations 2

Global Admin Requirement 2
Permissions 2
Identify Your Organization URL 2
Implementation Overview 3
Export Preference Connection Options 3
Service Account Connection (Default) 4
Individual User Account Connections 6
Get Connected 7
Configure Integration Settings 8
Export Preferences 10
Custom Mapping 12
View and Manage Connected Integrations 14
Duplicate Checking 15
Admin Control of Duplication Settings 15
User Options During Export 15
Duplicate Logic 16
Dynamics Advanced Sync 16
ZoomInfo Copilot Experience 17
ZoomInfo Sales Experience 18
Enable the Integration for Your Organization 19
Managing the Integration 19
Changing the Primary Admin (Service Account Configuration) 19
Switching from User Account Option to Service Account Option 20
Adding Users to Your Org Over Time 20
Data Sharing 21

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ZoomInfo admins enable the Microsoft Dynamics integration for users and control user preferences
including export settings, custom mappings, and data sharing settings. ZoomInfo users can then
connect to Dynamics using their credentials.

Permissions and Considerations

Review the following prerequisites and considerations before you connect and configure the
integration.

Global Admin Requirement

For all team members to utilize this integration, the person establishing the connection must be one of
the following:

● A Dynamics admin with Microsoft Global admin permissions

● A Dynamics admin who has coordinated with a Microsoft Global admin to grant prior
permission to connect the ZoomInfo integration in the Azure portal. The Dynamics admin can
then complete the connection.

Permissions
The following permissions are needed in Microsoft Dynamics:

● Read/write access to the Account, Contacts and Lead objects

● Read access to the Opportunity, System User, Events and Task objects

Identify Your Organization URL

You'll need to provide your Dynamics Organization URL as part of making the connection. To obtain
this URL:

1. Sign into your Microsoft Dynamics CRM account.

2. Click Dynamics 365.

3. Go to My App and click Dynamics 365 - custom. You are redirected to your Microsoft
Dynamics CRM.

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 4. Go to your browser address bar and copy the link address (from the beginning of the URL and
excluding `/main.aspx/`).

Implementation Overview
Here's the flow for initial implementation:

1. Choose your export preference connection option.

2. Make the initial admin connection.

3. Configure your export settings (supported objects, limits and other settings)

4. Configure mapping between ZoomInfo data fields and Dynamics fields and behavior for each
field when exporting.

5. If you have ZoomInfo Copilot, Advanced Sync is enabled by default to allow ZoomInfo to
import and analyze information about your team and prospects/customers from Dynamics.

6. Turn on the integration for your users and enable them to begin exporting.

7. Understand how duplicate checking logic and data sharing with ZoomInfo works.

Export Preference Connection Options

As the admin setting up the initial integration with Dynamics, you must configure how you connect to
Dynamics to support exports from ZoomInfo. This section describes your connection options and
other considerations. You have two options:

● Service Account Connection (Default)

● Individual User Account Connections

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Service Account Connection (Default)
The default (and preferred) option is to use a service account to connect your organization's users.

A service account simplifies the onboarding process as your organization evolves and changes, and
eliminates the need for your Support team to troubleshoot individual Dynamics connection issues for
your users.

The Basics
● The service account is simply a single account through which the integration is connected for
your organization's users. This account can be a dedicated Dynamics Global Admin or have the
permissions described in Permissions and Considerations.

● All exports and Dynamics Filtering jobs will be run using this account.

● Other ZoomInfo admins and users will not need to connect to Dynamics using their own
credentials.

● Assuming your org's ZoomInfo user accounts match to Dynamics user accounts, exports will
be associated with the user that made the export.

Primary Connected Admin and Secondary Admins

Primary Connected Admin

● The ZoomInfo admin that makes the initial connection to Dynamics is considered the primary
connected admin.

● Only the primary connected admin can disconnect the connection to Dynamics.

● Any other ZoomInfo admins defined in your organization can manage the configuration
settings such as adjusting mapping and export settings. However, these admins cannot
directly disconnect the connection to Dynamics.

Secondary Admins

Any other ZoomInfo admins defined in your organization are considered a secondary admin. These
admins:

● Can view the existing Dynamics integration configured for the org without connecting their
own Dynamics account to Zoominfo.

● Can manage the configuration settings such as adjusting mapping and export settings.

● Can disable all exports for users by toggling off the connections.

● Can switch the service account user by using the Change User option on the General Settings
page for the integration (Service Account option only). Ensure the new service account user
has the same Dynamics permissions as the previous user.

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 ● Cannot directly disconnect the connection to Dynamics. However, a secondary admin can
become the primary admin by using the Change User option on the General Settings page for
the integration.

ZoomInfo and Dynamics User Account Mapping

It's important that your ZoomInfo users map to Dynamics users to ensure proper record ownership
assignment when using the Service Account connection option. This preserves ownership in Dynamics
for net-new records exported from Zoominfo. We provide a simple UI for an admin to review this
mapping on the integration settings page.

Reset Mapping

Some orgs utilize a sandbox instance and a production instance of their CRM for internal testing and
may switch their connected instance in ZoomInfo from one instance to the other. Check your user
mapping to ensure it reflects users in your production instance. Click the Reset Mapping reset the
mapping to reflect the users found in the currently-connected instance. The User Mapping table will
be reset based on the connected org instance and will populate with the users from that instance.

Record Ownership When Exporting Using a Service Account Connection

Here's how record ownership logic is applied when exporting using the Service Account connection
option.

If the exporting user's email address in ZoomInfo is the same as their Dynamics user email address:

● ZoomInfo will automatically associate exports of net new records with the user that performed
the export.

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 ● The record owner for net new records exported will be set to the user account that performed
the export.

If the exporting user's email address in ZoomInfo does not match their Dynamics user email
address:

● The record Owner, Created By and Last Modified By fields will reflect the primary connected
admin.

● If this logic presents an issue for your organization, you can choose the Individual User
Account Connections option instead. This will require your organization's users to individually
connect to Dynamics.

Individual User Account Connections

Select the User Account option and require each of your organization's users to connect to Dynamics
to be able to export.

● Ensure that your org's users have the required permissions in Dynamics.

● You'll still need to make the initial admin connection for the integration using the required
Dynamics credentials.

Primary Connected Admin vs. Secondary Admins

The same functionality described in the Primary Admin and Secondary Admins apply to the User
Account option with the exceptions noted.

Required User Connections

To be able to export from ZoomInfo to Dynamics, each user must connect to Dynamics using their
own credentials.

● Once you have enabled the integration for all users by clicking the toggle to the left of the
integration in the Admin Portal, individual ZoomInfo users can connect to Dynamics.

● Admins should share the following link with users for instructions on how to connect to
Dynamics.

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Get Connected
A ZoomInfo admin with Microsoft Global admin privileges establishes the integration with Dynamics
that enables ZoomInfo users to connect and export data to Dynamics.

1. Login to ZoomInfo and select Admin Portal from the waffle menu.

2. Click Integrations.

3. Use the Filters, or Search integrations options to find your integration.

4. On the tile for your integration, click Connect.

5. Enter the Organization URL found on the Developer Resources page in Dynamics.

Note: If you're not sure where to find the Organization URL, see Identify Your Organization
URL.

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 6. Sign in with your Dynamics credentials.

7. Grant access to all users to be able to connect to Dynamics from ZoomInfo. You will need to
be a Microsoft Global admin to do this.

A success message displays.

Configure Integration Settings

Once your integration is connected, you can configure the settings, including export preferences,
mapping, and filtering:

To access the Settings page for your integration:

● Click Edit Settings from the connection success message.

● If you've already closed the connection success message, navigate to the Connected tab and
click … > Settings in the Action column.

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From this page, click Edit settings to begin configuring your integration.

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Export Preferences
ZoomInfo admins can configure export preferences and limit the objects that can be exported:

1. Click the Export tab.

2. Select each object type you want your users to be able to export to Dynamics.

3. For each object type, set a maximum number of records a user can export to Dynamics at one
time (up to 2,000).

Note: For the Contacts object, ensure that you review the export considerations below for
details on the impact and expected behavior of account association settings.

4. Click Save to apply the changes for all users in your organization's ZoomInfo instance.

Export Considerations

For the Contacts object, you have a few options in how account association logic is applied when your
organization's users export ZoomInfo contacts to Dynamics.

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ZoomInfo recommends that you set account association options to "manual" (which is the default for
all three options), and let the user determine the account association when exporting contacts. Using
these options:

● If an account does not exist, the user is asked to confirm the creation of the account. If
confirmed, ZoomInfo will assign the contact to the newly created account.

● If only one account exists, the user is asked to confirm that they want to associate the contact
with that account.

● If we match on multiple accounts, the user is asked to choose the account with which they
want to associate the contact.

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Custom Mapping
Click the Mapping tab.

On the Mapping tab, use the Accounts and Contacts, and Leads tabs to review the default mappings
for each object type and make any mapping changes.

Field Description

ZoomInfo Field Available ZoomInfo fields. Required fields are marked with an asterisk (*).

Dynamics Field Available Dynamics fields. These fields are retrieved directly from your
Dynamics instance.

Update Options Select an option:

● Complete if missing (default) - Only complete with ZoomInfo
data if none exists in Dynamics.
● Overwrite field - Overwrite existing data in Dynamics with
ZoomInfo data.

Add or Remove Fields

Add fields by clicking Add Row at the bottom of the field list. Each field that you add must be mapped
to a corresponding field in your integration.

Click the trash icon to remove any fields that you do not want to map.

Important: If you are mapping to a picklist field (dropdown select) in Dynamics, you will want to take
into account the internal values for each option.

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Set a Hierarchy for ZoomInfo Data Within a Single Dynamics Field
In some cases, you may want multiple ZoomInfo fields to be stacked hierarchically within a single
Dynamics field.

For example, you may want to import both the ZoomInfo Direct Phone and Company Phone fields into
the Dynamics Business Phone field.

1. Map Direct Phone to Business Phone.

2. Map Company Phone to Business Phone.

The first occurrence of the Business Phone field is denoted with number 1, and the second with
number 2.

Field hierarchy allows for both first and second choice values for selected Dynamics fields. For
exported records where more than one data point is available from ZoomInfo (such as phone
numbers) you can prioritize the data by preference within your mapping.

Test and Save

Before saving your mapping changes, click Test Mapping to export and delete a test record using your
current settings.

● If the test record cannot be created, this is typically due to an error in the mapping settings.
For example, mappings cannot be saved with a blank field.

Adjust the settings and click Test Mapping again.

● If the test is successful, a notification displays.

After performing a successful test mapping, click Save Changes.

● If the mappings are not set correctly, an error notification displays indicating the adjustments
needed.

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 Remove any unfilled rows and click Save Changes again.

● If mappings are correctly configured, a success notification displays.

Map ZoomInfo Intent Data to Custom Fields

You can set up custom fields in Dynamics and map ZoomInfo
Intent data points to write data to these fields when a
company is exported.

There are five ZoomInfo Intent data points:

● Intent Signal Score

● Intent Audience Strength

● Intent Signal Location

● Intent ID

● Intent Issue Date

To map all of the possible Intent data points to custom fields, you'll need to create 5 custom fields per
Intent topic, as the custom field in Dynamics is dedicated to capturing Intent data for each specific
topic. For example, if your organization has subscribed to 6 Intent topics, and you want to capture all 5
ZoomInfo Intent data points for each topic, you'll need a total of 30 custom fields.

View and Manage Connected Integrations

Once you've connected one or more integrations, you can view and manage them on the Connected
tab of the Admin Portal > Integrations page.

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On this page, you can:

1. Use the toggle to turn an integration on or off for users in your organization. Toggling an
integration to off does not affect the mapping and export settings you've configured.

2. Update the settings for an integration by clicking the integration name, or by clicking … >
Settings in the Action column.

3. Delete a connected integration (including any mapping and export settings you've configured)
by clicking … > Delete in the Action column.

Duplicate Checking
When a user exports records from ZoomInfo to Dynamics, duplicate checking logic is applied to avoid
creating duplicate records within Dynamics.

Admin Control of Duplication Settings

A ZoomInfo admin can control the user’s available options for handling duplicates by configuring the
default duplication settings for the integration in the Admin Portal. When a duplicate is encountered
during export, users can choose the default behavior set by the admin or select other available
options.

User Options During Export

During an export, duplicates are flagged and presented to the user. Depending on available options set
by an admin, the user can choose to update an existing record, create a duplicate record, or not export
the record.

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Duplicate Logic
ZoomInfo checks for specific criteria, in a specific order, to determine if existing data in Dynamics
matches data being exported.

For companies: Companies in ZoomInfo are equivalent to accounts in Dynamics. When exporting
companies to Dynamics, ZoomInfo will check for duplicate Dynamics accounts using criteria applied in
the following logical order:

1. ZoomInfo ID

2. Exact Company Name

3. Exact Company Website

For people: People in ZoomInfo are designated as contacts, and can be exported as Dynamics
contacts or leads.

When exporting contacts to Dynamics, ZoomInfo will check for duplicate Dynamics contacts or leads
using criteria applied in the following order:

Contacts (people associated with a company)

1. ZoomInfo ID

2. Email Address

3. Exact First Name + Exact Last Name + Exact Company Name

Leads (people not associated with a company)

1. ZoomInfo ID

2. Email Address

3. Exact First Name + Exact Last Name + Exact Company Name

Note: If a person in Dynamics exists as both a contact and a lead, ZoomInfo will present the contact
record as the duplicate.

Dynamics Advanced Sync

Advanced Sync provides read-only access to object data in your Dynamics instance. For the optimal
experience, Advanced Sync should have read access to the following Dynamics objects. Advanced
Sync will only import objects to which the connected integration user has read access:

● Account

● Contact

● Lead

● Opportunity

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For each Dynamics object, ZoomInfo will import all fields within that object to which the connected
user has access. This data is stored in our secure database. ZoomInfo stores both matched and non-
matched data from these Dynamics objects and fields.

● Matched data: Records that already exist in your Dynamics.

● Non-matched data: This data is used to create rich signals, ensuring that we can present the
full picture to your users instead of relying only on a subset that consists of matched-only data.

The specific capabilities of Advanced Sync depend on your ZoomInfo product and package.

ZoomInfo Copilot Experience

With Advanced Sync, ZoomInfo Copilot can utilize your Dynamics object data and ZoomInfo's third-
party signals to provide timely insights for your go-to-market team. If you are connecting the
Dynamics integration with ZoomInfo Copilot, the Import tab includes Advanced Sync, which is
enabled by default.

Advanced Sync allows ZoomInfo to import and analyze information about your team and
prospects/customers from Dynamics. This sync is required to deliver auto-configurations of ZoomInfo
settings and tailored recommendations to enhance your team's productivity.

For the optimum ZoomInfo Copilot user experience, it's crucial that Copilot has read access to all
fields for the specified objects.

Here are some of the user experience enhancements delivered when Advanced Sync is enabled for
your Dynamics integration with Copilot:

● Comprehensive Data Integration: Copilot aggregates extensive Dynamics data, which is crucial for
generating detailed insights and highly targeted recommendations.

● Efficiency and Productivity: Automation of data collection and analysis reduces manual data
handling, allowing sales teams to focus on engaging with clients and closing deals.

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 ● Predictive and Generative AI: Copilot utilizes advanced AI algorithms to predict future buying
behaviors and generate actionable engagement strategies. This includes AI-driven suggestions
on whom to contact, optimal contact times, and personalized messaging recommendations, all
based on Dynamics data.

● Enhanced Personalization: Copilot can tailor interactions more precisely to each prospect's context
and needs, enhancing personalization and relevancy at scale.

● Target Account Activation: Target accounts are automatically activated, enabling a more efficient
sales process.

● Dynamic Company Lists: Users gain a new 'My Target Accounts' company list, dynamically populated
with accounts assigned to them in Dynamics, facilitating a user-friendly experience for building
advanced searches.

● Signal Routing: When a funding signal from ZoomInfo intersects with your org's Dynamics data,
Copilot can route this signal precisely to customers whose solutions align with the growth
objectives of these freshly funded companies.

● Dynamics Filtering: ZoomInfo users can see Dynamics ownership data on contact and
company profiles within ZoomInfo. ZoomInfo users can utilize this information to refine their
ZoomInfo searches to find new prospects faster. See ZoomInfo Sales Experience for a full
description of this capability that's also available for Copilot.

ZoomInfo Sales Experience

ZoomInfo Sales organizations that have Advanced Sync enabled can allow users to filter company and
contact profiles based on Dynamics ownership data. This can be done using the following criteria:

● Account records: Include or exclude based on Account ownership or Account type. You can
also filter companies based on Opportunity data in Dynamics.

● Contact records: Include or exclude based on Contact ownership with an option to exclude
Contacts who have opted out of email.

● Lead records: Include or exclude based on lead ownership and status with an option to exclude
leads who have opted out of email.

With the filtered Dynamics data, users can:

● Include all owners to see all of the records matched from Dynamics, or exclude all records
matched from Dynamics.

● Select up to 10 owners for each object type when filtering.

● Create saved search alerts based on Dynamics ownership, helping users maintain a narrow
focus on prospecting efforts.

● See indicators that a record exists in Dynamics in search results.

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 ● See additional indicators on ZoomInfo contact and company profile pages, including owner
information and match date. Clicking on the owner name will redirect to the existing Dynamics
record in a new tab.

Enable the Integration for Your Organization

Once you've connected and configured the integration, you can enable it for your users using the
toggle.

● If you chose to use the default Service Account export preference, turning on the toggle
enables the ability to export for all users in your organization.

● If you chose to use the User Account export preference:

○ Individual ZoomInfo users must connect to Dynamics with their own credentials to be
able to export.

○ Admins should share the following link with users for instructions on how to connect to
Dynamics.

Managing the Integration

Over time, you may need to make changes to your integration configuration - for example, if the
primary connected admin leaves the company and you need to swap in a new admin.

Changing the Primary Admin (Service Account Configuration)

If a secondary admin wants to remove the existing primary connected admin and become the new
primary connected admin:

1. Go to the General Settings page for the integration.

2. Ensure the new admin has the same Dynamics permissions as the outgoing admin.

3. Click Change User. If the secondary admin is:

● Already logged in to Dynamics in another browser or tab, the account is simply

switched.

● Not logged in to Dynamics, they'll need to authenticate using their credentials.

In this scenario, the Service Account user is also switched to the secondary admin's account.

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Switching from User Account Option to Service Account Option
If you're currently using the User Account option (or the previous experience that only supported
individual user account connections) you can easily switch to the Service Account option:

1. Go to Admin Portal > Integrations.

2. On the Connected tab, temporarily turn off the integration for your organization using the
toggle.

3. Go to the General Settings page for the integration.

4. In the Export Preference section, select the Service Account option.

5. Click Save Changes.

Note: Saving the changes will enable the Edit User Mapping link.

6. Verify the user mapping configuration to ensure your org's users are mapped to Dynamics
users by clicking Edit User Mapping.

7. Return to the Connected tab and turn on the integration using the toggle.

Adding Users to Your Org Over Time

When you provision a new user in an organization that uses the Service Account option, verify the
new user is mapped to their corresponding Dynamics user using the Edit User Mapping link on the
General Settings page for the integration.

● If you do not proactively make the mapping, the system will automatically regenerate this
mapping when the new user performs their first export.

If the system is unable to map a user, the user can still perform exports as described in Record
Ownership When Exporting Using a Service Account Connection.

Data Sharing
The Data Sharing page in the Admin Portal is enabled if your organization has not contractually opted
out of data sharing with ZoomInfo that is intended to analyze your use of connected integrations.
Data sharing helps to improve the ZoomInfo service and make recommendations to you.

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1. Go to Admin Portal > Data Sharing.

● If your organization has chosen to opt-out of data sharing, the following message
displays:

As a precaution, this function is set to OFF and is not editable, in order to prevent
unintended changes that may be in conflict with your organization's contractual
terms.

● If your organization has not opted out of data sharing, the Data Sharing page displays
with the ON/OFF toggles enabled.

2. Data collection is subject to ZoomInfo's Privacy Policy. Review the policy details using the link
provided.

3. Review and manage the data sharing settings according to your organization's data sharing
preferences.

4. Over time, you can review the Contributions tab to monitor the contributions made by your
organization.

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