Documentation

bpm'online sales enterprise
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Opportunity page

In bpm-online you can add new opportunities manually or automatically by converting sales-ready leads.

The opportunity page (Fig. 1) consists of the standard toolbar, opportunity, BANT and customer profiles, as well as standard 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

Emoticon 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 emoticon to change the manager mood. A list of available options is set in the [Manager's mood] lookup.

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. It is a required field. Read more –›>>

Days at current stage

The number of days an opportunity is at the current stage. The calculation is based on the [Stages] detail of the [Opportunity history] tab. On this detail, bpm’online analyses the record with the [End date] field unpopulated and calculates the number of days between the date in the [Start date] column and the current 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

Budget – What is the prospect's budget?

Approximate amount the customer is willing to spend.

Decision maker

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

Need – What is the prospect's business need?

Type of the customer need. For example, a product or service the customer is interested in. The field is required and is populated when a new opportunity is created.

Closed on

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

The date when you plan to close this opportunity (if the opportunity is not closed yet) or actual date the opportunity was closed on. 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 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 a 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].

Account customer profile can display the following contact page fields:

[Name]

[Full job title]

[Mobile phone]

[Business phone]

[Email].

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.

The [Opportunity details] tab

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. It is a required field.

Opportunity amount

The estimated cost of the offered products or services.

Probability

The chances of closing the deal For example, at the qualification stage of the deal the sales probability could be “60%” and when the contract is signed – “90%”. The values in this field can 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 field displays the probability assessed by the sales manager and can be modified manually, while 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”.

Type

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

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”. Values are set up in the [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. You can select from a drop-down menu (for example, “Customer referral”, “Cold call”, etc.).

Created on

Opportunity start date.

Description

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

Team

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”.

Description

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

Contacts

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

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”.

Influence

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

Loyalty

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

Description

Additional information about the customer's contact.

The [Decision-making factors] detail of the opportunity contact page

The [Decision-making factors] detail on the page of opportunity contact 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.

Note

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 [Leads] tab

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.

The [Tactics and competitors] tab

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

Information about your competitors in this opportunity.

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.

The [Timeline] tab

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

The [Products] tab

A list of products that you are selling as part of the opportunity.

Product

The name of a product being offered.

Price

Cost of a product unit.

Number of licenses

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, for example, “Confirmed”.

Comment

Additional information about offered product.

The [Opportunity history] tab

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

Stages

The list of completed opportunity stages. You can change the owner of the selected stage or enter a comment.

Stage

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

Start

The start and end dates of the opportunity stage. Non-editable field.

Due

Owner

Name of the employee responsible for the opportunity stage.

Notes

Additional information about the opportunity stage.

Records are automatically added on the detail based on the information entered on the opportunity page. A new record will be added each time the opportunity stage is changed. The [End date] column field for the previous stage will be automatically populated with the current date.

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

Note

The final stage of the opportunity is considered to be the one that has the [Final] checkbox selected in the [Opportunity stages] lookup.

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.

Calls

Displays phone calls related to the opportunity.

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.

The [Customer history] tab

The tab contains information about customer relations within the opportunity.

Contacts

The list of customer contacts involved in the deal. This detail displays information from the [Contacts] section: a list of contacts for which this company is indicated as the place of work on the [Job experience] detail of the contact [Current employment] tab. Detail is displayed only if the account is selected in the [Customer] field of the opportunity profile. Click the btn_com_add_tab.png to create a new contact in the [Contacts] section.

Opportunities

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

Activities

Tasks, emails and calls that are connected to the opportunity customer's account. It displays information from the [Activities] section. To connect an activity to an account, populate the [Account] field n the [General information] tab of the activity page.

Attachments and notes

Files related to the opportunity customer's account.

The [Attachments and notes] tab

The [Attachments and notes] tab contains additional information about the current contact, as well as attachments and links to the web resources related to it. 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.

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.

The [Feed] tab

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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