Opportunities

An opportunity is a potential purchase of your service or product by a customer added to the system to track progress on the potential deal.

caution

Configure the SharePoint connection with your instance for the functionality to work correctly.

There are two ways to create an opportunity:

• From a qualified lead. When you create an opportunity from the Lead record, the Opportunity field values are filled in automatically with the values from the Lead record.
• From the Opportunities list.

tip

Roles required: crm_admin, crm_sales, crm_manager. A manager without the specified roles can read and edit the opportunities of their subordinate employees.

To create an opportunity, complete the steps below:

1. Navigate to CRM → Sales → Opportunities.
2. Click New and fill in the fields.
3. Click Save or Save and exit to apply the changes.

Opportunity form fields

General

Field	Mandatory	Description
Name	Y	Add the title of the opportunity.
Opportunity probability, %	N	Specify the probability of making a deal on the opportunity in percentage from 0 to 100. This value needs to be changed to move the opportunity through the stages. Default value: 5
Estimated closure date	N	Specify the expected closure date of the transaction.
Service/Product	N	Specify the service or product that interested the lead.
Current situation	N	Specify the current situation with the opportunity.
Vendor	N	Specify the company that provides the service. You can only select from the companies of the Vendor class.
Registration with the vendor	N	Specify the registration status of the possible transaction with the vendor. Available options: Not required Sent for registration Registered
Start of registration term	N	Specify the start date of the term during which the opportunity is considered registered with the vendor. The current date is selected autoamtically but you can change it. The field is displayed if the value of the Registration with the vendor field is Registered.
End of registration term	N	Specify the end date of the term during which the opportunity is considered registered with the vendor. The value is calculated automatically according to the formula: Current date + 6 months. The field is displayed if the value of the Registration with the vendor field is Registered.
Currency	N	Specify the currency in which the opportunity is conducted. You can specify the currency selected by default in this field in the crm.currency.default system property.
Sales direction	Y	Specify the sales direction for which the opportunity is added.
Estimated revenue	N	Specify the estimated revenue from the opportunity.
Estimated margin	N	Specify the estimated marginal revenue from the opportunity.
Procurement procedure	N	Specify the procurement procedure followed by the potential customer. Available options: Restricted internal tendering Open internal tendering Regulated internal tendering Tender on the Electronic Platform Other
Procurement procedure (Other)	Y	Describe the procurement procedure. The field is only available if you selected the Other in the Procurement procedure field.
Type of sale	N	Specify what your company offers to the potential client in this opportunity. Available options: Product Project works Recurrent service Solution
Potential customer	Y	Specify the potential customer company. Only an active company can be specified as the potential company.
Location (city)	N	Specify the potential customer company's location.
Customer contact	N	Specify the contact person in the potential customer company to communicate with on the opportunity.
Current solution	N	Add the description of the current solution used by the potential customer company.
Documents	N	Specify a link to the documents folder.
Competitors	N	Specify competitors for the opportunity.
Partner	N	Specify the partner in the opportunity. If the Partner representative is specified, the partner company is selected automatically. You can change the value. If you clear the field, the Partner representative is cleared as well.
Description	N	Add a description of customer's demands.
Partner representative	N	Specify a contact from the partner company.
Responsible	N	Specify an employee responsible for the opportunity.
Pre-sale	N	Specify a pre-sale employee responsible for the opportunity.
Originating lead	N	Specify the lead that the current opportunity is related to.
Contract	N	Specify the contract on the basis of which the potential deal can be conducted.
Partnership agreement	N	The partnership agreement concluded with the partner on this opportunity. The field is read-only and is filled in if the Sales direction and Partner fields are completed. The field is only displayed if it is not empty.
Agreement contact	N	The main contact for the partnership agreement. The field is completed automatically if the Partnership agreement is not empty. The field is only displayed if it is not empty.

Account Entry

Field	Mandatory	Description
Receptivities	N	Specify the contacts from the potential customer company that is ready to cooperate.
Dissatisfactions	N	Specify the contacts from the potential customer company that is critical of the opportunity.
Powers	N	Specify the contacts from the potential customer company that has the most power to make the decisions on the opportunity.

Needs

Field	Mandatory	Description
Pains	N	Specify the potential customer's pain points.

Qualification

Field	Mandatory	Description
Goal	N	Specify what problem is going to be solved within this request, and what is wrong with the current situation.
Implementation options	N	Specify other implementation options considered by the potential customer.
Budget is set	N	Select the checkbox if the customer's budget is set.
Budget	N	Specify the exact amount of the customer's budget if it is set.
Estimated amount	N	Specify the estimated amount of the customer's budget.
Terms (comments)	N	Add comments about the terms.
Terms	N	Select the time period within which the potential customer expects to receive the solution to his query. Available options: None Month Two months Six months Year More than a year
Contact person level	N	Specify the contact person level in the potential customer company. Available options: None Message bearer Takes part in decision making Decides single-handedly
Decision level	N	Select who will make the decision on the opportunity in the potential customer company. Available options: Contact person Manager of the contact person Top management
Influence of contact person on decision making	N	Specify the influence of the contact person and other contact persons on the decision-making process in the potential customer company.
Decision maker	N	Specify the person that makes decisions in the potential customer company.
Channel	N	Specify the channel used by the potential customer to contact your company or keywords used in the search.
Selection criteria	N	Add information about the potential customer's criteria for selecting a service provider.
Compliance with the criteria	N	Specify ways to show that you meet the potential customer's selection criteria.

Evaluation

Field	Mandatory	Description
Crucial criteria	N	Specify the criteria that are crucial for the potential customer when selecting a service provider.
Incidental criteria	N	Specify the additional criteria by which the potential customer evaluates a service provider.

Documents

Field	Mandatory	Description
Link to document folder	N	Specify the link to the document folder for the opportunity in the connected SharePoint instance. The field is mandatory regardless of the Sharepoint connection status if the opportunity is in the Requirements development stage. When the Sharepoint connection is inactive, the field is mandatory if the opportunity is in one of the following stages: Proposal quotation Testing and valuation of options Preparation of DRD and bidding Trade negotiations Decision Implementation Support and post-sale
Link to proposal	Y/N	Specify the link to the proposal. When the Sharepoint connection becomes active, the field is visible. If the opportunity is in the Proposal quotation stage, the field is mandatory.
Link DRD Draft	Y/N	Specify the link to the DRD draft. When the Sharepoint connection becomes active, the field is visible. If the opportunity is in the Preparation of DRD and bidding stage, the field is mandatory.
Link to agreement draft	Y/N	Specify the link to the agreement draft. When the Sharepoint connection becomes active, the field is visible, and if the opportunity is in the Trade negotiations stage, the field is mandatory.
Link to agreement scan	Y/N	Specify the link to the agreement scan. When the Sharepoint connection becomes active, the field is visible, and if the opportunity is in the Decision stage, the field is mandatory.
Link to closing accounting documents	Y/N	Specify the link to the closing accounting documents. When the Sharepoint connection becomes active, the field is visible, and if the opportunity is in the Implementation stage, the field is mandatory.

note

The Weighted revenue column is also available in the table although it is not added to the form. You can use it for the report generation.

The weighted revenue indicates the investment performance of the opportunity. The indicator is calculated as Opportunity probability, % / 100 * Estimated revenue.

The record contains the following related lists:

• Tasks
• Actions
• Emails
• Meetings
• Phone Calls