Opportunities

An Opportunity (crm_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.

Access to opportunities

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Operation	Roles required
Create	crm_sales, crm_manager, crm_admin
Read	crm_manager, crm_read_admin, crm_admin; crm_sales can read records of all sales directions, but if a record does not belong to one of the user's sales directions, some of the fields' values are hidden; crm_marketeer, crm_pam can read records of their sales directions. Users with any roles can read the opportunity records in which: they are the responsible employee, the manager or delegate of the responsible employee; the Partner is the company specified in the employee profile.
Edit	crm_sales, crm_marketeer can edit Active opportunities in the Open status and In progress status reason, if they are the responsible; crm_admin can edit Active opportunities in the Open status; crm_pam can edit Active opportunities in the Open status and In progress status reason, if the Partner for the opportunity is the company for which the current user is responsible; crm_manager can edit Active opportunities in the Open status and In progress status reason, if they are the responsible for the opportunity and the opportunity belongs to one of the user's sales directions, or if one of their subordinates is the responsible; the crm_manager can also edit the Responsible field of any Active opportunities in the Open status. Users with any roles can edit the opportunity records in which: they are the responsible employee, the manager or delegate of the responsible employee; the Partner is the company specified in the employee profile.
Delete	crm_admin

tip

• Users with the crm_marketeer, crm_admin, crm_manager, crm_sales, crm_pam roles and partner contacts can leave additional comments to the Activity Feed of an opportunity in any status, if those users have access to reading the record.

• The Follower list can be edited regardless of the record activity parameter by the users with the following roles: crm_sales, crm_manager, crm_pam, crm_marketeer, crm_admin, crm_read_admin, crm_certificate_manager, crm_presale.

• The following fields are available for reading to crm_admin, crm_read_admin, crm_manager, crm_marketeer, crm_pam if they have access to reading the opportunity record:

  • Estimated revenue, default currency
  • Estimated margin, default currency
  • Estimated amount, default currency
  • Margin, default currency
  • Revenue, default currency
  • Weighted revenue, default currency
  • Weighted margin, default currency

  Users with the crm_sales role can view these field values for opportunities assigned to them. Additionally, direct managers can view these values for their subordinates' opportunities, regardless of the manager's assigned roles.

Create an opportunity

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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 tab

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
Currency	N	Specify the currency in which the opportunity is conducted. You can specify the default currency in the crm.opportunity.currency_default system property.
Service/Product	N	Specify the service or product that interested the lead.
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 automatically, 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.
Vendor	N	Specify the company that provides the service. You can only select from the companies of the Vendor class.
Estimated signing date	N	Specify the expected signing date of the contract.
Estimated closure date	N	Specify the expected closure date of the transaction.
Sales direction	Y	Specify the sales direction for which the opportunity is added.
Estimated receipt of funds date	N	Specify the expected date of the receipt of funds by your organization.
Estimated delivery date	N	Specify the expected date of the delivery of the service or product.
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.
Opportunity type	Y/N	The field becomes mandatory after the record creation. Specify what your company provides to the potential customer in this opportunity. Available options: New business Upsell Renewal Support
Estimated revenue	N	Specify the estimated revenue from the opportunity in the opportunity Currency.
Estimated margin	N	Specify the estimated marginal revenue from the opportunity in the opportunity Currency.
Customer contact	N	Specify the contact person in the potential customer company to communicate with on the opportunity.
Revenue	N	The field is displayed if the opportunity is closed as won.
Margin	N	The field is displayed if the opportunity is closed as won.
Potential customer	Y	Specify the potential customer company. Only an active company can be specified as the potential company.
Current solution	N	Add the description of the current solution used by the potential customer company.
Location (city)	N	Specify the potential customer company's location.
Current situation	N	Specify the current situation with the opportunity.
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.
Customer requirements	N	Specify the requirements of the customer you are aware of.
Partner contact	N	Specify a contact from the partner company. If the User field is completed on the Customer Contact form, its value automatically completes the Partner representative field on the current Opportunity form.
Partner representative	N	Specify a representative of the partner company. If the Partner is specified, only its employees are displayed.
Responsible	N	Specify an employee responsible for the opportunity.
Pre-sale	N	Specify a pre-sale employee responsible for the opportunity. If this field is empty, but there is a task related to the opportunity and assigned to the Pre-sale group specified in the opportunity's sales direction, when the Responsible changes in such a task, the value of the current field is updated as well to match the Responsible of the task.
Originating lead	N	Specify the lead that the current opportunity is related to.
Closure date	N	The field is displayed if the opportunity is closed as won.
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 tab

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 tab

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

On the right of the field, there is an instance of the CRM Field list Render widget. After you specify the pains, the widget displays all content targeted at these problems.

Qualification tab

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 in the opportunity Currency.
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 the 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 tab

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.

On the right of each field, there are instances of the CRM Field list Render widget. After you specify the criteria, the widgets display all content highlighting these criteria.

Documents tab

You can block and unblock the editing of all fields on this tab by clicking the / icons next to them.

Field	Mandatory	Description
Link to document folder	N	Specify the link to the document folder for the opportunity in the connected SharePoint instance. If the folder has not been created but the SharePoint is connected, click Create to add a SharePoint folder in the directory of the company specified in the Potential customer field. After the creation, click Open to go to SharePoint. The field is mandatory if the opportunity is in the Requirements development stage.
Link to proposal	Y/N	Specify the link to the proposal. Click to see the contents of the folder in SharePoint. 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	N	Specify the link to the DRD draft. Click to see the contents of the folder in SharePoint. When the Sharepoint connection becomes active, the field is visible.
Link to agreement draft	Y/N	Specify the link to the agreement draft. Click to see the contents of the folder in SharePoint. 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. Click to see the contents of the folder in SharePoint. 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. Click to see the contents of the folder in SharePoint. When the Sharepoint connection becomes active, the field is visible, and if the opportunity is in the Implementation stage, the field is mandatory.

Hidden fields of the Opportunity table

The Opportunity (crm_opportunity) table contains several read-only columns that are not displayed on the form by default but are available for report generation and adding to the form or list interface:

• The Weighted revenue column indicates the investment performance of the opportunity and is calculated as "Opportunity probability, %" / 100 * "Estimated revenue". If either of these two fields is empty or zero, the Weighted revenue is 0.
• The Profit margin, % column is available for reading on the list view of the table and is calculated as "Margin" / "Revenue" * 100. If either of these two fields is empty or zero, then Profit margin, % = 0.
• The Weighted margin column is available for reading on the list view of the table and is calculated as "Opportunity probability, %" / 100 * "Estimated margin". If either of these two fields is empty or zero, then Weighted margin = 0.

There are also duplicate columns for financial values that contain the same data and metrics as columns of the same name converted from the opportunity Currency to the currency specified in the currency.default system property. Their values are calculated and updated automatically once a day according to the exchange rate between the opportunity Currency and the default currency. If you change the Currency or related financial field's value, the field with a value in the default currency is recalculated when you save the record. If there is no exchange rate between the specified currencies, the fields with values in the default currency are cleared at the saving. The list of such fields:

• Estimated revenue, default currency
• Estimated margin, default currency
• Estimated amount, default currency
• Margin, default currency
• Revenue, default currency
• Weighted revenue, default currency
• Weighted margin, default currency

Related lists

• Tasks – the CRM tasks related to the opportunity.
• Actions – all actions (including CRM tasks, emails, meetings and phone calls) related to the opportunity.
• Emails – the emails related to the opportunity.
• Meetings – the meetings related to the opportunity.
• Phone Calls – the phone calls related to the opportunity.