- Management of business opportunities in a clear pipeline (phases / stages) with the option of custom processes
- Records of key opportunity data: name, customer/organization, contact(s), owner (sales representative), team, value, currency, probability, planned close date
- Support for opportunity types (new business / upsell / renewal), estimate of margin and expected revenue
- Data quality management (governance): mandatory fields by phase, reasons for winning or losing (win-loss), checklists and “next best action”
- Link to Activities – tasks, meetings, calls and e-mails linked to the opportunity
- Synchronization of meetings and communication with M365 accounts (connection to Outlook / calendar)
- Creating quotes and working with items (pricebook), discounts, variants and approval – link to Documents and DMS
- Forecast and reporting (commit / best case / pipeline), dashboards and statistics of planned sales
- Team collaboration: sharing the opportunity within the team (owner/presales/consultant roles), comments, mentions, audit trail, approval processes
- Integration and automation: connection to e-mail and meetings, support for mobile use (notes after a meeting)
Manage the sales process from lead to closing
Opportunities are the central place for recording and managing the sales process in NET Genium CRM. For each opportunity, basic information is recorded, such as the name, the link to the Address book (customer/organization), contact persons, the responsible sales representative (owner) and possibly a team of co-workers. The value and currency, the estimated margin and the probability of success are recorded as well, including the expected close date (forecast / close date). This gives an immediate clear picture of the expected result and of the priorities.
An opportunity is managed in a pipeline with definable phases (e.g. qualification › quote › negotiation › won/lost). For each phase, data quality rules (mandatory fields), reasons for losing or winning (win-loss) and checklists or recommended next steps (“next best action”) can be set. This unifies the approach of the sales team and reduces the risk that an opportunity gets “stuck” because of missing information.
Managing an opportunity includes planning of work and communication – all tasks, meetings, calls and e-mails are kept as Activities and are linked directly to the opportunity. Thanks to the connection to M365, meetings and calendars can be synchronized (e.g. with Outlook), so the sales representative plans follow-ups even from a mobile phone while the shared history in the CRM is preserved.
In the quote and negotiation phase, the link to documents and quotes is essential. An opportunity makes it possible to prepare quotes including items (pricebook), variants, discounts and discount approval, while the outputs are recorded in Documents and can be versioned, supplemented with attachments and managed in connection with DMS. It is therefore always possible to trace which version of a quote was sent and under which conditions.
Forecasts and reports (commit / best case / pipeline) are available for opportunities, with views by period (month/quarter), phase, sales representative, segment or lead source (campaign, recommendation, web, partner). The result is clear dashboards and exports for sales management and capacity planning.
Opportunities also support collaboration and management of responsibilities in the team – sharing an opportunity by role (owner, presales, consultant), comments, mentions, an audit trail of changes and approval processes (discounts, exceptions, contractual terms). This provides a verifiable history of who changed what and when, and at the same time control over important steps following the approved rules.