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. 

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.

Role required: crm_admin, crm_sales, crm_manager.

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 

FieldMandatoryDescription
General tab
NameYAdd the title of the opportunity.

Opportunity probability, %

NSpecify the probability of making a deal on the opportunity in percentage. This value needs to be changed to further move the opportunity by the stages.

Estimated close date

NSpecify the expected closing date of the transaction.

Service or product

NSpecify the service or product that interested the lead.

Current situation

NSpecify the current situation with the opportunity.
VendorNSpeicfy the company that provides the service.

Registration of transaction with vendor

N

Specify the registration status of the possible transaction with the vendor. Available options:

  • Not required
  • Sent for registration
  • The transaction is registered

Selling direction

YSpecify the selling direction for which the opportunity is added.

Estimated revenue

NSpecify the estimated revenue from the opportunity.

Estimated margin

NSpecify the estimated marginal revenue from the opportunity.

Procurement procedure

N

Specify the procurement procedure used by the potential customer. Available options:

  • Internal closed competition
  • Internal open competition
  • Formal internal tender
  • 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

YSpecify the potential customer company.

City

NSpecify the potential customer company's dislocation.

Customer contact

NSpecify the contact that communicates with you in the potential customer company about the opportunity.

Current solution

NAdd the description of the current solution used by the potential customer company.

Decision maker

NSpecify the contact of the person of the potential customer's company that makes decision on the opportunity.
DocumentsNSpecify a link to the documents folder.

Competitors

NSpecify the competitors for the opportunity.

Partner

NSpecify the partner for the opportunity.

Description

NAdd a description of customer's demands.

Partner contact

NSpecify the contact from the partner company.
ResponsibleNSpecify the employee responsible for the opportunity.

Originating lead

NSpecify the lead that the current opportunity is related to.
ContractNSpecify the contract on the basis of which the potential deal can be conducted.
Account entry tab
ReceptivityNSpecify the contact from the potential customer company that is ready to cooperate.
DissatisfactionNSpecify the contact from the potential customer company that is critical of the opportunity.
PowerNSpecify the contact from the potential customer company that has the most power to make the decisions on the opportunity.
Needs tab
PainsNSpecify the potential customer's pain points.
Qualification tab
GoalNSpecify what problem is going to be solved within this request, and what is wrong with the current situation.

Implementation options

NSpecify other implementation options considered by the potential customer.

Budget is set

NSelect the checkbox if the customer's budget is set.
BudgetNSpecify the exact amount of the customer's budget if it is set.

Estimated amount

NSpecify the estimated amount of the customer's budget.

Terms (comments)

NAdd 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 year

Customer contact

NSpecify a person from the potential customer company that communicates with you on the opportunity.

Contact person level

N

Specify the contact person level in the potential customer company. Available options:

  • None
  • Transmission link
  • 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 a contact person
  • Top management

Influence of contact person on decision-making

NSpecify the influence of the contact person on the decision-making process in the potential customer company.

Decision maker

NSpecify the person that makes decisions in the potential customer company.

Channel

NSpecify the channel used by the potential customer to contact your company or keywords used in the search.

Selection criteria

NAdd information about the potential customer's criteria for selecting a service provider.

Compliance with criteria

NSpecify ways to show that you meet the potential customer's selection criteria.

Evaluation tab

Crucial criteria

NSpecify the criteria that are crucial for the potential customer when selecting a service provider.

Incidental criteria

NSpecify the additional criteria by which the potential customer evaluates a service provider.

Documents tab

Link to document folder

NSpecify a link to the document folder for the opportunity in the connected SharePoint instance.

Link to proposal

NSpecify a link to the proposal for the opportunity in the connected SharePoint instance.

Link DRD Draft

NSpecify a link to the DRD draft for the opportunity in the connected SharePoint instance.

Link to agreement draft

NSpecify a link to the agreement draft for the opportunity in the connected SharePoint instance.

Link to agreement scan

NSpecify a link to the agreement scan for the opportunity in the connected SharePoint instance.

Link to closing accounting documents

NSpecify a link to the closing accounting documents for the opportunity in the connected SharePoint instance.

The record contains the following related lists:

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