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bpm'online sales enterprise
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Opportunity page

You can add new opportunities manually or automatically by converting sales-ready leads. The opportunity page (Fig. 1) consists of the toolbar, opportunity and customer profiles, BANT, workflow bar, action panel and tabs.

Fig. 1 Opportunity page fragment

scr_sec_opport_opport_page.png 

Opportunity toolbar (1)

The toolbar contains buttons to perform actions with the record. In addition to the standard toolbar options and actions, the opportunity toolbar contains the [New order] button for quick creation of new orders for the sold products. Read more –›>>

Opportunity profile (2)

General information about an opportunity.

Manager mood

An “emote” that expresses how the assigned manager feels about the opportunity. Manager mood is used for reference only and does not affect the business logic of opportunities and sales processes.

Click the emote icon to change the manager mood. Use the [Manager's mood] lookup to customize the “Manager mood” emotes.

Predictive probability

Displays the predictive probability of successful closing of opportunity. The predictive probability value is calculated automatically, based on the current opportunity data and general trends of similar previously closed opportunities. This enables the manager to evaluate the potential of an opportunity at a glance and increase the overall work efficiency by concentrating on opportunities with higher probability. Read more –›>>

If predictive probability function is disabled, the “Probability” indicator displays the [Probability] field value.

Days in funnel

The number of days the opportunity exists in bpm’online. The value is calculated automatically.

If the stage is final the value is calculated automatically, based on the [Created on] and [Closed on] fields of the [Opportunity info] tab.

If the [Closed on] field is not populated, the current date is used.

Customer

Contact or account who is the buyer party of the potential deal. Depending on who is the opportunity client, the [Customer] field displays information from the [Account] or [Contact] columns in the “Opportunity” object. Read more –›>>

Days at current stage

The number of days an opportunity remains at the current stage. The number is calculated based on the data from the [Stages] detail (see [Opportunity history] tab).

Current stage is the one that has [End date] empty.

The number of days at the current stage is a difference between the current date and the start date of the current stage (Days on the current stage  = Current date - Current stage.Start date).

If the stage is final, the number of days at the current stage becomes hidden.

BANT (3)

The “Budget-Authority-Need-Timeframe” approach in opportunity identification enables sales managers to validate the prospect of a particular opportunity. Looking at the combination of the four BANT indicators enables the sales managers to analyze the chances of successfully closing the opportunity.

In bpm’online, the BANT indicators are represented by the four fields in the BANT profile.

Budget

BANT: Budget – What is the prospect's budget?

Approximate amount the customer is willing to spend. If the opportunity has been created from a lead, the lead budget will be automatically copied here.

Decision maker

BANT: Authority – Does the prospect have decision-making authority, or is she an influencer?

A contact who has a decisive role or impact upon the final decision about a sale. The field is locked. To populate the field:

1.Select a contact from the [Contacts] detail on the opportunity page. Click the btn_com_roles_actions_menu.png and select the [Edit] command.

2.Select the “Decision maker” role in the [Role] field.

Customer need

BANT: Need – What is the prospect's business need?

Type of the customer need. Types of customer need are the same for leads and opportunities, for example, a product or service the customer is interested in. The field is populated when a new opportunity is created. If the opportunity has been created from a lead, the customer need of the lead will be automatically copied here.

Closed on

BANT: Time frame – In what time frame will the prospect be implementing a solution?

If the opportunity is not closed yet, specify the date when you plan to close this opportunity. The actual end date of the opportunity is specified in the field automatically, when the opportunity enters its final stage. The field then becomes non-editable. If the opportunity stage is set back to a non-final stage, the field becomes editable again.

Customer profile (4)

The customer profile displays information from the customer’s account or contact record. If the [Customer] field is not populated for the corresponding account or contact, it will not be displayed in the profile.

Account customer profile can display the following account page fields:

[Name]

[Type]

[Owner]

[Web]

[Primary phone]

[Category]

[Industry].

Contact customer profile can display the following contact page fields:

[Name]

[Full job title]

[Mobile phone]

[Business phone]

[Email].

Customer profile is not editable in the section wizard and can be customized through development means only.

Workflow bar (5)

The workflow bar on the opportunity page shows the current stage of the opportunity and enables quick navigation between opportunity stages. Read more –›>>

By default, the workflow bar shows bpm’online out-of-the-box sales workflow. You can use bpm’onine case management tools to customize the opportunity workflow bar and create your own stages based on the specifics of your business. Read more –›>>

Action panel (6)

The action panel provides additional tips about manager’s “to-do list” for the current opportunity  and enables scheduling tasks, sending emails, creating posts in the feed and recording call results without leaving the page.

Opportunity details

The fields on the [Opportunity details] tab contain opportunity specifics.

New customer/Existing customer

Select either option depending on whether it is a first or a repeated customer sale. The information assists in analyzing an opportunity strategy and choosing the best sale tactics. It is also a good tool for a business owner to analyze the number of new customers and assess business development.

This value is used for reference only and does not affect the business logic of the opportunity.

Name

Primary display field for opportunities. Opportunity title will be displayed in the lists and lookups that reference this opportunity. If an opportunity is created from an incoming lead, the name will be generated automatically and will include Customer name and opportunity number.

Opportunity amount

The estimated cost of the offered products or services. Unlike the [Budget] field, the [Opportunity amount] represents the actual amount of offered or sold products. The field is populated automatically, if the information on the [Products] tab changes. By default, there are no business rules that involve both the [Opportunity amount] field and the [Budget] field, but this can be customized in the section wizard.

Probability

The estimated chances of closing the deal. The field displays the probability assessed by the sales manager and can be modified manually.

The values in this field range from “0” to “100”. Maximum value depends on the current stage of the opportunity: for example, the probability on initial stages cannot be 100%. This dependency is set up in the [Opportunity stages] lookup.

The [Predictive probability] value from the opportunity profile is calculated automatically by bpm’online. If predictive probability function is disabled, the corresponding opportunity profile indicator displays the [Probability] field value.

Category

The type of the opportunity customer, for example, “Small business” or “Enterprise”. By default, there are no business rules that link the [Category] field on the opportunity page with the [Category] field on the account page, but this can be customized in the section wizard.

The field is populated with the values from the [Opportunity categories] lookup.

Type

Type of the sale. You can select either “Direct sale” or “Partner sale” from the drop-down menu.

The field is populated with the values from the [Opportunity types] lookup.

Division

A business unit that handles the current opportunity. It corresponds to the structural unit of your company that is in charge of handling this kind of opportunity, e.g. – “Direct sales team” or “Partner sales team”.

The field is populated with the values from the [Sales division] lookup.

Owner

Name of the sales manager employee in charge of the opportunity.

Source

The source of information that led to creating this opportunity (for example, “Customer referral”, “Cold call”, etc.).

By default, there are no business rules that link the [Source] field on the opportunity page with the [Source] field on the connected lead page, but this can be customized in the section wizard.

The field is populated with the values from the [Opportunity origins] lookup.

Created on

Opportunity start date. This is the base [Created on] field, which is always populated automatically or each new record upon its creation. When importing records from Excel, you can import values to this column for any opportunities that were created earlier.

Description

In the [Description] field, type-in any general information about the opportunity that you could not fit into existing fields.

Team

The [Team] detail contains information about the opportunity participants on the seller’s side.

Account

Name of the company where the opportunity participant works. For example, in addition to your co-workers, opportunity team may include employees from your partner and contractor companies.

Contact

Name of the opportunity participant. If the [Account] field is populated, the lookup values in this field are filtered by the selected account.

Role

The role of the participant in the opportunity, for example, “Sales representative” or “Presale”.

The field is populated with the values from the [Opportunity participant roles] lookup.

Description

Additional information regarding the participant or the specific role that the participant plays.

Contacts

Detail stores information about the opportunity participants on the customer’s side. Add the list of customer contacts involved in the deal to the detail.

Detail object: Contact in opportunity. Notable fields:

Contact

Customer's contact person for this opportunity. Only contacts of the customer's account are available.

You can select the [Primary contact] checkbox next to the field to mark the specified contact as the “go-to” contact in this opportunity. Only one contact can be set as primary.

Role

The role of the participant in the opportunity, for example, “Contact person” or “Decision maker”.

The field is populated with the values from the [Contact's role in opportunity] lookup.

Influence

Contact's influence on the final decision regarding the purchase, e.g., “High” or “Medium”.

The field is populated with the values from the [Influence of contact in opportunity] lookup.

Loyalty

Contact's attitude towards this opportunity. For example, “Interested”, “Not interested“.

The field is populated with the values from the [Contact's loyalty towards our company] lookup.

Description

Additional information about the customer's contact.

Details of the opportunity contact page

The [Decision-making factors] detail on the opportunity contact page displays factors that influence the contact’s interest in closing this opportunity successfully, e.g., “Reliability”, “Profitability”, “Productivity improvement”, etc. Specify decision-making factors on the corresponding detail when adding an opportunity contact.

To view the [Decision-making factors] detail, select a record on the [Contacts] detail of the [Opportunity details] tab, click btn_com_roles_actions_menu00001.png and select [Edit].

The detail is populated with the values from the [Decision-making factors] lookup.

Leads

The [Leads] tab contains a list of customer needs (leads) connected to the opportunity. It displays information from the [Leads] section. To connect a lead to an opportunity, populate the [Opportunity/Order] multi-lookup field on the [Opportunity info] tab of the lead page.

If an opportunity is created based on a sales-ready lead, the corresponding lead will be automatically added on the [Leads] tab of the opportunity.

Tactics and competitors

The [Tactics and competitors] tab contains information about strong and weak points of the company and its competitors.

Our weaknesses

Competitive advantages and disadvantages of products/services offered by your company.

Our strengths

Sales tactics

Recommendations on working with the opportunity. All changes in sales tactics are recorded on the [Tactic history] detail of the tab.

Verified on

The date of the latest discussion of the sales tactics with the manager. The changes in the discussion date are recorded on the [Tactic history] detail of the tab.

Competitors

Detail stores information about your competitors in this opportunity.

Detail object: Competitor. Notable fields:

Manufacturer

Name of a manufacturer of a product sold by your competitor in this opportunity.

Supplier

The competitor company of the opportunity. You can select from accounts of the “Competitor” type.

Competitor product

Product offered by the competitor company.

When the value of the [Competitor product] field is populated, the [Manufacturer], [Weaknesses] and [Strengths] fields are populated automatically with the corresponding field values of the competitor product.

Weaknesses

Competitive advantages and disadvantages of a product offered by the competitor company. The fields are populated automatically if the [Competitor product] field is filled in.

Strengths

Winner

The checkbox is selected in case this competitor wins the deal.

Tactics history

Information about the previously used sales tactics in this opportunity. Records are added to the detail automatically when the [Sales tactics] or [Verified on] field values are changed. The detail will be displayed after the value in the [Sales tactics] field changes for the first time.

Timeline

The [Timeline] tab displays opportunity tasks, communications, additional materials and other opportunity linked objects in chronological order.

Products

The [Products] tab displays a list of products that you are selling as part of the opportunity. If an opportunity was created based on a lead, the contents of the [Products] detail on the lead page are copied here.

Detail object: Opportunity product. Notable fields:

Product

The name of a product being offered.

Price

Cost of a product unit.

Quantity

Quantity of products offered.

Amount

Total cost of the selected quantity of products.

Quoted on

Quotation date for the product.

Interest

Customer's interest in the offering after the proposal has been made: “Need discovered”, “Not interested”, “Postponed”.

Comment

Additional information about offered product.

When creating an order based on the opportunity via the [New order] button on the opportunity page, you can automatically add all products from the opportunity to the new order.

Opportunity history

The [Opportunity history] tab contains information about opportunity progress and bpm’online records connected to it.

Stages

The history of opportunity stages. Records are automatically added on the detail each time the opportunity stage is changed in the workflow bar (Fig. 2).

Fig. 2 Changing opportunity stage

scr_section_opportunities_workflow.png 

Attention

Importing records from Excel to the [Stages] detail will add corresponding records, but will not trigger the detail logic (e.g., you can import several stages with empty [End date] fields, stages whose [Start date] is in the future, etc.).

Detail object: Stage in opportunity. Notable fields:

Stage

A clearly defined phase of the opportunity, such as “Qualification” or “Contracting”. Non-editable field.

The field is populated with the values from the [Opportunity stage] lookup.

Start date

The start and end dates of the opportunity stage. These non-editable fields are populated automatically, as you click the stages in the workflow bar.

When switching to a new stage, the [End date] field of the previous stage and [Start date] field of the newly added stage are populated with the current date.

When you select the final stage, the current date will be entered as start and end dates.

End date

Other details on the [Opportunity history] tab

Activities

Tasks that are connected to the current opportunity. This detail displays information from the [Activities] section. To connect an activity to an opportunity, populate the [Opportunity] field on the [General information] tab of the activity page.

If you add a new activity by clicking [+] on this detail (or by clicking on the the action bar), the [Opportunity] field of the new activity will be populated with the current opportunity and the [Account] or [Contact] fields will be populated with the opportunity customer.

Calls

Displays phone calls related to the opportunity. This detail displays information from the [Calls] section. To connect a call to an opportunity, populate the [Opportunity] field on the [General information] tab of the call page.

Emails

Displays emails related to the opportunity. You can set up automatic binding of emails to other bpm’online objects. Read more –›>>

You can also bind emails to bpm’online records manually. Read more –›>>

Orders

A list of orders connected to the selected opportunity. It displays information from the [Orders] section. To connect an order to an opportunity, populate the [Opportunity] field on the [General information] tab of an order page.

Invoices

A list of invoices connected to the selected opportunity. This detail displays information from the [Invoices] section. To connect an invoice to an opportunity, populate the [Opportunity] field on the [General information] tab of the invoice page.

Documents

A list of documents connected to the selected opportunity. It displays information from the [Documents] section. To connect a document to an opportunity, populate the [Opportunity] field on the [General information] tab of a document page.

Projects

A list of projects connected to the selected opportunity. It displays information from the [Projects] section. To connect a project to an opportunity, populate the [Opportunity] field on the [General information] tab of a project page.

Customer history

The [Customer history] tab contains information about bpm’online records connected to the opportunity customer.

Details on the [Opportunity history] tab

Contacts

The list of customer contacts of the opportunity customer account. Detail is displayed only if the account is selected in the [Customer] field of the opportunity profile.

This detail displays information from the [Contacts] section. Only contacts who currently work for the customer account are displayed. The account must be specified as the current place of work on the [Job experience] detail of the contact page.  

Click the btn_com_add_tab.png to create a new contact in the [Contacts] section. The new contact will be added as a current employee of the customer account.

Opportunities

A list of other sales for this customer. Detail contains all opportunities with the same contact or account as in current opportunity.

Activities

Activities connected to the opportunity customer (account or contact). The detail displays information from the [Activities] section. To connect an activity to an account (contact), populate the [Account] ([Contact]) field n the [General information] tab of the activity page.

Click [+] to add a new activity, which will be automatically connected to the corresponding account or contact.

Attachments and notes

Files related to the opportunity customer's account. Displays the same information and attachments as the [Attachments and notes] tab of the corresponding account or contact page.

Attachments and notes

Use the [Attachments and notes] tab to store any additional information about the opportunity, as well attach files and links to the relevant web resources. Read more –›>>

Attachments

Use this detail to store files and links related to the opportunity. For example, here you can attach a file or a scan copy of the document related to the opportunity. This is a standard [Attachments] detail.

Notes

The [Notes] detail is used to store additional text information about the opportunity. You can edit and organize your lead notes on the detail. If you switch to another tab of the opportunity page, the information on the [Notes] detail will be saved. This is a standard [Notes] detail.

Feed

The [Feed] tab displays messages and posts connected to the current opportunity.

See also

How to add a new opportunity

How to specify a customer in an opportunity

Actions in the [Opportunities] section

Corporate sale process

Opportunities FAQ

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