Topic overview
Opportunities are the instrument for tailoring sales projects to an actual contact or an existing customer. Opportunities are, therefore, promising sales chances with potential or existing customers. With the application of opportunities, all actions can be planned and edited around these opportunities. After closing an opportunity, the success is evaluated and subsequent measures are initiated with the objective of improving the success of future opportunities.
The historical data of an opportunity can be transferred to the OLAP database. Through the statistical data in the OLAP database, questions such as those given below are answered:
- Which sales stage or activity leads to winning or losing an opportunity?
- How does the probability of success change with certain activities?
This document describes the structure of how opportunities are displayed in the system and how the application of the same name is structured. You come to know the relationship an opportunity can have with other applications and business entities and how it is connected in the ERP processes.
Instructions for working with opportunities, such as how to enter or process opportunities, can be found in the document Procedures: Opportunities.
The document Opportunity types describes the role opportunity types play in the processing of opportunities.
Definitions of terms
Opportunities – Opportunities are promising sales chances with potential or existing customers. Sales support information is made available for these opportunities. This may include, for example, historical or planned activities, persons involved, and the probability of making the sale.
Opportunity Types – Opportunity types help identify opportunities. In the opportunity type, the number range is set for the opportunities of this type. The opportunity types also contain defaults and settings that influence further processing of the opportunities of this type.
Activities and applications in Relationship Management
Following applications are available in Relationship Management with the exception of applications which are relevant for the transfer and evaluation of the Online Analytical Processing (OLAP) data. The OLAP data is saved in an OLAP database.
The OLAP data are generally transferred from the transaction data of the company which are saved in the Online Transaction Processing (OLTP) data to the OLAP database, transferred with the application Batch jobs in the System Management framework to the OLAP database. These data are available there for statistical analyses with appropriate external software programs and tools. This is applicable for opportunities data in Relationship Management.
The applications Opportunities and Sales campaigns are used for creating and editing the sales projects. In the Sales campaigns application, an opportunity is generated from a sales campaign for all or individually selected addressees. Opportunities can also be manually created or duplicated from existing views. Settings and defaults are saved in the opportunity types that can be applicable for all opportunities that use this opportunity type. This is also applicable for opportunities that are generated by sales campaigns.
The other applications in Relationship Management are used to control the editing of the sales projects and to create specific master data, meaning the background information for sales projects, for Relationship Management. In general, sales projects consist of several sales stages and numerous individual activities. Sales stages can be specified individually for companies.
The activities in the opportunities and sales campaigns are specifically scheduled and are assigned to a responsible person for executing the activities. Every Relationship Management activity is generated while saving, along with a workflow activity and one or more tasks from it. Activity types contain the settings required for generating the Workflow activities and tasks.
Partner relationship types can be selected in the opportunity types. The corresponding partner relationships are finally displayed in the opportunities under the tab Partner references if they are created at the partner of the opportunity.
There are also special partner reference types that are valid only for the Relationship Management. Partner references can be created through these partner reference types in the opportunities. With this you can assign more contact persons to the opportunities even if these partners are not yet connected directly to a company. Thus, partner role Employee is assigned to the opportunities through a predefined “internal partner reference type.”
Through the displayed partner relationships and references, the participating persons can be placed in relationship to one another and their specific roles for the opportunity more precisely described.
Editing facilities in the Relationship management cockpit
Sales projects and therefore sales campaigns and opportunities can be found and considered in the corresponding views in the Relationship management cockpit. Additionally, activities and tasks as well as relevant partners occurring in the Relationship Management can be searched for in the relationship management cockpit.
OLAP Data
OLAP is a collection of technologies, methods and tools which support the adhoc analysis of company-related information in a multi-dimensional way and therefore provide data evaluation and decision-making of the management and analysts. The data required for OLAP analyses are saved in Comarch ERP Enterprise in a special OLAP database.
While creating, deleting or changing specific data of Opportunities, the changes are saved in the Online Transaction Processing (OLTP) database as historic data. These data are:
- Status of the opportunity,
- Sales stage,
- Binding check
- Probability,
- Revenue,
- Net margin and
- Sales representatives or competitors assigned under partner
History of opportunity is logged in this way. This historical data can be transferred from the OLTP database to OLAP database. The acceptance process is initiated manually with special export applications.
These data are finally available in the OLAP database. They can be used with corresponding external software programs and tools for statistical evaluations such as assessments and analyses of the opportunities.
Processes and voucher references chain
The ERP processes for opportunities and any resulting relationships with other applications and business entities are described below.
Overview of process steps
Opportunities can be generated from a sales campaign for one of the addressees of the campaign. Any number of prospects may be linked with a campaign (“n:1” relationship). Opportunities can also be created manually. Finally, opportunities can serve as a lead into sales quotations. The user can generate one or more sales quotations from an opportunity.
Sales orders can be generated from sales quotations and thus the voucher references chain is continued.
Voucher references chain
In the voucher references chain for the opportunity, following upstream and downstream vouchers are visible if they are connected with the opportunity through a voucher reference:
- Sales campaign – For a sales campaign, one opportunity can be generated for individual addressees (“n:1” relationship). Campaigns connected with the opportunity are displayed in the voucher references chain in this way.
- Sales quotation – A sales quotation can be generated from an opportunity. This sales quotation connected with the opportunity is displayed in the voucher references chain when the quotation is saved. An opportunity can be connected with exactly one quotation (“1:1” relationship).
- Sales order – One or more orders can be generated with one quotation (“1:n” relationship). These sales orders are displayed in the voucher references chain of an opportunity as well.
All displayed sales quotations, campaigns and opportunities can be recalled through voucher references chain. Only voucher references from the Base framework are displayed for opportunities and sales campaigns.
More information on display and function of the voucher references chain is given in the document General, Voucher References Chain.
Application description
The application Opportunities consists of an identification pane and a work pane. The actual opportunity is edited in the identification pane. Additional information on existing opportunities can be created and edited in the work pane. This includes planned or realized activities.
Identification pane
The identification pane contains the relevant data to clearly identify opportunities. The actual opportunity is displayed and edited in the other fields under the following tabs.
- General Tab
- Classifications Tab
- User-defined fields Tab
The tab contents are described in detail below. All data that are mandatory for an opportunity (= mandatory fields) are identified by message corners in the relevant fields.
Fields for identification
An opportunity is uniquely identified through the opportunity type and opportunity number. The description and status of opportunity are displayed besides this identification.
| Field | Explanation |
|---|---|
| Type | Select an existing opportunity type here. The used opportunity type along with the opportunity number identifies the opportunity. Once a new opportunity is saved, the assigned opportunity type cannot be changed anymore. |
| Number | The opportunity number is generated automatically by the system based on the number range specified in the opportunity type. It cannot be specified manually. The used opportunity number identifies opportunity along with the selected opportunity type. |
| Status | The status of the opportunity is displayed. Note You can manually change the status through the actions. |
| Description | Enter here a description for the opportunity. The description is an additional name for the opportunity. Meaningful descriptions facilitate user searches. The description can be chosen as desired and can be equivocal in the sense that several opportunities can have the same description. However, it is recommended to enter different descriptions. The description can be entered in several languages through the additional languages button. |
General Tab
Enter the relevant data for the actual opportunity in this tab. The most recent status of the data is displayed.
If certain data are changed, the old data are saved as historical data in the system. History of opportunity is logged in this way. These historical data can be transferred to the OLAP database and are available for analyses there.
| Field | Explanation |
|---|---|
| Partners | Enter the partner for whom you want to enter an opportunity in this field. All existing partners are permitted. The partner role can be of choice. Once the opportunity is saved, the partner can no longer be changed. The partner is not accepted upon duplication. |
| Employee responsible | The responsible employee is in-charge of the opportunity. A person with the role of internal employee is permitted as a responsible employee. Determination of default: The system checks whether the current user processing the opportunity is assigned as an internal employee. The database currently being used is relevant for this. The system manages all master data and transaction data for the ERP applications for each company in an online transaction processing (OLTP) database. Employees of the company are also entered as master data in this OLTP database. If the system finds that the current user is assigned to an internal employee in the currently active OLTP database, the field displays the employee as a default. It can be changed. |
| Start date | The start date is the date on which the opportunity was created. The system displays the current date as default, you can replace it if required. The creation date is informative and helps in the search of opportunities. The operation of date and schedule fields has been described in detail in the Operating Guidelines. |
| Closing date | Enter in this field the target date of the day on which the opportunity must end. The closing date is only for information. The operation of date and schedule fields has been described in detail in the Operating Guidelines. |
| Sales stage | The sales stage is a classification in order to arrange and plan the chronological sequence of activities. The sales stage saved in the opportunity type is accepted as default. Change the displayed sales stage manually, e.g. if the opportunity enters the next stage, for example. All entered sales stages are permissible. Also refer to description of Sales stages. If you change the sales stage later, the old value is saved with the historical data. The opportunity historical data can be transferred to the OLAP database and are available for analyses there. |
| Probability | Probability describes the success of opportunity in percent. Enter here a percent value as success probability of your opportunity. If you change the opportunity value later, the old value is saved with the historical data. The historical data of the opportunity can be transferred to the OLAP database and are available there for analyses. |
| Revenue | Enter here your target revenue from your opportunity as amount as well as its currency. As default the system shows “0.00” in the primary currency. Change the revenue, if required. If your opportunity is not designed on the revenue, but rather on other targets, you can accept the default of 0.00. If you change the revenue value later, the old value is saved with the historical data. The opportunity historical data can be transferred to the OLAP database and are available for analyses there. |
| Net margin | Enter here your target net margin as amount as well as its currency. As default the system shows “0.00” in the primary currency. Change the net margin, if required. If your opportunity is not designed on the turnover, but rather on other targets, you can accept the default of 0.00. If you change the net margin value later, the old value is saved with the historical data. The historical data of the opportunity can be transferred to the OLAP database and are available there for analyses. |
| Organization responsible | Enter the responsible sales organization in a multi- site environment. It is responsible for the administration of this opportunity. Active sales organization is displayed as default. You can specify another organization if required. Note If you do not have any authorization for the organization entered by you, you cannot make any changes after saving. |
| Binding (Selection) | Activate this option if the responsible employee is bound to win the opportunity. This information is saved with the historical data of the opportunity. They can be transferred to the OLAP database and are available for analyses there. Otherwise this information does not affect any system actions. |
Classifications Tab
The opportunity can be assigned up to five classifications. These classifications are accepted completely (if required) in the OLAP database. They are used for evaluation and analyses of opportunities there.
| Field | Explanation |
|---|---|
|
The opportunity can be assigned to existing classifications of the following types:
Enter new classifications with the application Classifications, if required. |
User-defined fields tab
Use the User-defined fields tab when required to specify user-defined fields to enter additional information. The user-defined fields are basically related to the business entity and therefore visible for all opportunity. The data entered in the user-defined fields are applicable for the currently loaded opportunity.
The field types and their meaning have been described in Operating Guidelines. It also describes the procedures to create other fields.
Status of the opportunity
The status information of the opportunity forms an additional separate information element. An opportunity uses only one status, the opportunity status. The opportunity status is related only to the opportunity displayed and edited in the identification pane. The data entered in the work pane sometimes have their own status, like activities do.
There are following statuses:
• Active
• Inactive
• Won
• Lost
• Blocked
The user can quickly get an idea of the current edit status of the opportunity through the opportunity status. The status can also be a criterion for search. You can use the [actions] button on the standard toolbar to manually change the status of an opportunity. A change in status also leads to generation of historical data and is transferred to the OLAP database and is available there for analyses.
If the status check for the Opportunities application is deactivated in Customizing, the status information is used only for the classification of the opportunity. The status does not have any effect on further editing of the view.
If the status check is activated, the availability of actions and status changes are dependent on the status of the opportunity, for instance, you cannot add any activities to an opportunity if it has the status “blocked.”
Work pane
The work pane contains further information to opportunity under the following tabs:
- Activities Tab
Under Activities you can enter the required activities in order to run the opportunity successfully. You can also search and add the activities of the current partner.
- Partner references Tab
Assign partners involved in the opportunity to it with Partner references. According to their significance for the success of sale or other criteria, set the partner in a web of
- Notes Tab
If required, use Notes to enter short notes or documents for the opportunity.
The tab data are described in detail below.
Activities tab
All planned activities and tasks for the opportunity loaded in the identification pane are displayed and edited in the Activities tab. Additionally, you can search for activities linked with the partner (opportunity) and assign to the current opportunity.
Specific authorizations are necessary for it. They are described in section Authorizations.
From every Relationship Management activity a workflow activity is simultaneously initiated for the entered editor each time it is saved. Settings of the assigned activity types are applicable in this case. Technically seen, this is one and the same activity. It is only viewed differently in Relationship Management.
Every activity is automatically linked with the partner for whom the opportunity was created. There is another possibility in the opportunities to create activities for certain partners. Another possibility is to create an adhoc activity for a partner through the context menu.
The system automatically generates from the activities one or more workflow tasks for the user assigned to the entered editor. Every activity is assigned to an internal employee as editor, who must execute the activity. For every user assigned to the employee in the master data, the system generates a workflow task automatically. In the list under the Activities tab, they are displayed as activities resulting from tasks and not the basic Relationship Management activities.
The data of the tasks are displayed in a list and cannot be changed there. If required, you can create newly planned or activities for be executed immediately that you required for processing your opportunity. You edit the tasks in a dialog window when required.
The data of a task for an existing activity are displayed in a list in a line under the given column heading:
| Column | Explanation |
|---|---|
| Type | The activity type is displayed that was assigned to the activity based on which the displayed task was generated. This field is empty if the activity was assigned by the action “Search and add activities.” |
| Description | The entered description of the activity is displayed which forms the basis of the displayed task. |
| Editor responsible | This field displays the employee responsible, if any, to which the affiliated activity was assigned as editor. Employees as editors can be assigned only to those activities for which at least one user has been entered. Employees can be assigned one or several users in the partner master data. The system has generated a workflow task per activity and user. Note In the list of activities, the editor is displayed and not the user—even if tasks generated on the basis of the users assigned to the employees are displayed there. Therefore, no editor is displayed if there are several tasks to an entered activity. |
| Start | The start date of the task is displayed which was generated from the activity. The start date of the activity was accepted in the task. The start influences the activity status. Note The end date is displayed in the tool tip. |
| Status | The status of the task is displayed. |
Dialog window for activities
The following dialog window is displayed if you want to create a new activity or wish to edit a task of an existing one. The existing activities cannot be edited here; only the tasks generated from them.
| Column | Explanation |
|---|---|
| Type | Select an available activity type. You can no longer change the activity type of the tasks for already entered activities. |
| Editor responsible | You can select here a person with the role “Employee” (internal). Posts or workflow roles, for instance, cannot be assigned as editor. Only those employees are permitted as editor for which at least one user has been entered. Employees can be assigned one or several users in the partner master data. The system generates a workflow task per activity and user which will be displayed in the list of activities. Note In the list of activities, the editor is displayed and not the user—even if tasks generated on the basis of the users assigned to the employees are displayed there. Therefore, no editor is displayed if there are several tasks to an entered activity. You can no longer change the editor of the tasks for already entered activities. |
| Start | Enter here the start date of your activity. The activity receives the status “planned” if the start date is in the future. If the start date is not in the future, the activity immediately receives the status “to be edited.” Upon saving the activity, one or more workflow tasks are generated at the same time. The tasks include the same status as the activity. |
| End | Enter a planned end date for your activity here. If this date is crossed (and the workflow task is not “completed” or “completed unprocessed”), then your workflow task is delayed. It receives the “delayed” status. |
| Description | Describe your activity in this place. |
The dialog window has two buttons besides the input fields:
- With the button [Accept], accept the newly entered or changed data for the activity in the table. The dialog window closes and the task generated for the new activity or the changed task is displayed in the.
- When you click the [Cancel] button, the dialog window is closed without making any changes.
Dialog window for activities assignment
The Activities list has the action [Find and add activities] in the standard toolbar. One, some or all activities can be selected with it. The selected activities are assigned the current opportunity with this action. Selection fields and displayed data correspond until the following default settings of the view “Activities/Tasks” in the Workflow cockpit.
- The field Database is prepopulated with the value “OLTP database” and cannot be changed.
- The field Hyperlink is prepopulated with the partner according to the current opportunity and cannot be.
- In Status field, the values “Blocked,” “Completed,” and “Completed unprocessed” are not selected when the dialog is.
The dialog window has three buttons besides the input fields:
- [Start] shows all activities that correspond with the selection of the query.
- When you click the [Cancel] button, the dialog window closes without any.
- The dialog closes first when [Accept] is pressed. Then the selected activities are filtered and saved in such a way that the activities already assigned to the current opportunity are ignored.
Task status
Tasks have one of the following statuses:
- Planned
- To process
- Delayed
- In process
- Forwarded
- Blocked
- Received
- Completed
- Complete unprocessed
Activity status
The activities receive one of the following statuses:
- Planned
- To process
- In process
- Delayed
- Delayed in process
- Completed
- Complete unprocessed
Until the “completed unprocessed” status, the activity status cannot be awarded manually. With the action [Delete] you can change the status of an activity to “completed unprocessed.”
Refer to Procedures: Opportunities.
Otherwise the activity status is assigned by the system and is dependent on the start and end as well as the edit status of the activity. The status of the activity is also defined by the status of affiliated tasks.
Partner references tab
Partner references tab shows partner relationships and references that are assigned to the opportunity loaded in the identification pane. The data are displayed in a list; they can be deleted sometimes, but cannot be changed there.
The system automatically accepts the data of partner relationships, the partner relationship type of which is permitted through the opportunity type for display and for which the corresponding data and assignments for this partner relationship type are also entered in the master data of the target partner of the opportunity. You can change the permitted partner relationship types at any time in the opportunity type and then update the display for the opportunity in order to display any other partner relationships. The data of displayed partner relationships cannot be changed and deleted.
If required, you can create additional partner references that you require for processing your opportunity. You can edit the partner references if required or create new partners. Use the partner references to assign other partners that influence the opportunity and success of the sale, for instance. Here, two internal and other user-defined partner reference types can be used.
The internal partner reference types are:
- Competitor
- Sales representative
There is no predefined partner relationship category for competitor partner role. Only in the course of an opportunity can partners with Competitor role be used. A partner has the Competitor role if Competitor is checked in its partner master data in the Base view under General. Partners with Competitor role can be manually assigned the opportunity through the internal partner reference type Competitor.
There is a predefined partner relationship type for Sales representative partner role. If the partner relationship type Sales representative is selected in the opportunity type and if the target partner of the opportunity has representative relationships, then this representative is automatically displayed in this list. The representative relationships from partner master data are copied where the copy is generated on the basis of internal partner reference type Sales representative as partner reference and assigned to the opportunity. Since these displayed partner references are copies, the display of these copies cannot be influenced when you select another setting for the partner relationship types in the opportunity type.
Sales representatives can also be manually assigned to the opportunity through the internal partner reference type Sales representative. Automatically generated and manually assigned partner references can be deleted.
Competitors and sales representatives are accepted in the historical data of the opportunity and can be transferred to the OLAP database. Every change in partner reference of both internal partner reference types in the opportunity is logged in the historical data of the opportunity.
User-defined partner reference types are created and edited in the application of the same name.
The data of an existing partner relationship or reference are displayed in a list in a line under the given column heading:
| Column | Explanation |
|---|---|
| Type | The partner reference type or the partner relationship type of the displayed partner relationship assigned to partner reference is displayed. |
| Description | “Description” describes the role or influence the partner assigned in the partner reference has on the opportunity. This column remains empty in automatically generated partner relationships. |
| Partners | The partner that is assigned to partner reference or relationship is displayed. |
| Telephone number | Telephone number of the assigned partner is displayed if it has been entered in the partner master data. |
Dialog window for partner references
The partner references are only displayed in the list; they are created or edited in a dialog window. The following dialog window is called up through actions [New reference] or [Edit] in the header line of the list.
| Field | Explanation |
|---|---|
| Type | Select an existing partner reference type here. |
| Partners | You can assign a partner according to the role defined in the partner reference type. This partner must not have any relation with the target partner of the opportunity. |
| Description | Describe the influence of role of the partner for the opportunity in detail in this place. |
Dialog window New contact person
You can create a new contact person from the Opportunities application. The corresponding dialog window is called up through the [New] menu in the header line of the list. The dialog window corresponds in structure and function with the Partners application from the Base framework.
Read descriptions for Partner application, especially Partner in Customer role and Partner in Contact role in the section on topic Creating Contact Persons to create a contact person and assign it to a partner.
Once you have created and saved a new partner in the dialog window, the window closes and you are again in the Opportunities application.
To ensure that the new partner is automatically displayed in the opportunity under partner relationships, it must first be assigned to the target partner of the opportunity. Finally, the contact person with the target partner is automatically generated if you have selected the corresponding partner relationship types in the opportunity type. If necessary, reload the opportunity to update the display.
Alternatively, you can assign the new contact person through a partner reference type that allows contact person.
Notes tab
You can use notes to enter more information on the opportunity loaded in the identification pane. These can be, for example, notes on history of opportunity or for individual activities such as conversation notes. You can only use notes in Relationship Management and no other document.
The display and editing facilities of notes depend on whether the framework Document Management is activated.
For more information on possibilities with notes, refer to the documentation of Document Management.
Also refer to notes in section Customizing.
The data of the notes are displayed in a list and cannot be changed there. You can optionally edit or create notes in a separate dialog window. You can also delete existing notes.
The data of an existing activity are displayed in a list in a line under the given column heading:
| Column | Explanation |
|---|---|
| Document reference type | If the framework Document Management is activated, the document reference type of the note is displayed in this field. The document reference type is used to assign a document to a business entity. For notes in the Relationship Management, the type “Marketing info” is automatically displayed as setting. This cannot be changed. |
| Description | If the framework Document Management is activated, the description of the note is displayed in this field. Otherwise the start of note text is displayed. |
| Created by | The creator of the note is displayed, if necessary. The system determines whether the current user who is entering the note data currently, is assigned to an employee in the master data of the current OLTP database. Then this employee is displayed here. |
| Creation date | The date on which the note was created for the first time is displayed. |
| Organization | The organization responsible for the sales campaign at the time the note is entered is indicated in this field. It is decisive for the internal authorizations regarding the note and whether you can use specific functions of the Document Management such as creation of user-defined fields. The “Document Management” main function must be activated for the organization in the Customizing application for this purpose. |
Settings and defaults for notes
Determine the document type for your notes in the opportunity type. The selection of a document type and therefore also a template is relevant for other editing work of the notes if the framework Document Management is activated. Otherwise the field is deactivated. You can then create simple text notes in HTML format. Fields for setting keyword are then not available.
The document type enables a folder other than Notes to be selected for saving document files in the Knowledge Store. In the Knowledge Store workspace the Notes folder is available as default for notes. Furthermore, a template can be used from which default values for user-defined keyword fields can be taken, for instance.
For notes that you generate via the shortcut menu, the document reference type defined in the Customizing application is used. Here the notes are linked to the business entity that is displayed in the respective input field that you have called via the shortcut menu.
The default Notes folder is available in the Knowledge Store workspace. When a note is created, a NOTE document type is generated. The NOTE document type refers to the Notes folder in the Knowledge Store. All notes are stored in this folder as document files in the form NOTE-.html.
The sequential number is generated via the internal INTNOTES number range and delivered with the following settings: 8 figures, numeric. You can read all other details on Document Management in the documentation for Document Management.
Dialog window for notes
The notes are only displayed in a list. You can optionally edit or create new notes in a separate dialog window.
The following dialog window is called up through actions in the header line of the list. If Document Management framework is not activated, all following fields are not displayed. In this case, you can create simple text notes.
| Column | Explanation |
|---|---|
| Document template | The template about the document type and number which uses the note is determined under the label “Template.” The used template is accepted from the opportunity type as default and can be changed here. The selection of a template is relevant for other editing work only if the framework Document Management is activated. Otherwise the field is not displayed. You can then create a simple text note in the dialog window. Keyword setting is not available to you then. |
| Description | Enter a heading or title of the note here. The description is displayed in the list. The creation of a description is relevant for other editing work only if the framework Document Management is activated. Otherwise the field is not displayed. You can then create a simple text note in the dialog window. The starting of the text is displayed in the list under “Description.” |
| Note | Enter here your relevant note. Note In the text field you can display a toolbar for text formatting through the context menu (right click). |
| User-defined fields | The tab User-defined fields is only displayed if the Document Management framework is activated. You will find fields for setting keyword for your note under this tab. These fields must be created first in the Document types application. User- defined fields are filled with the contents of user- defined fields of the template with defaults. The user-defined fields of the template above must be concordant with the user-defined fields of the document type from the opportunity type. |
Application-based actions
The following application-based actions are available in the Opportunities application:
- Change status of the Opportunities
- Generate sales quotation
Changing status of the opportunities
You can use the actions button to manually change the opportunity status. The status of the opportunity is logged in the historical data and if required, transferred to the OLAP database.
Select one of the following status:
- Active
- Inactive
- Won
- Lost
- Blocked
If the status check for the Sales campaigns application is deactivated in Customizing, the status information is used only for information purposes and statistic analyses.
If the status check is activated, the availability of actions and status changes are dependent on the status of the opportunity, for instance, you cannot add any activities to an opportunity if it has the status Blocked.
Generating sales quotation
Through the actions button, you can generate a sales quotation header from an opportunity.
After selecting the action, a dialog window opens in which you must select an existing sales quotation type. The application Sales quotations in Sales framework is opened and a sales quotation generated by the system is loaded. Following data and settings are accepted while doing so:
- The partner of opportunity as quotation recipient and
- Sales quotation type selected in the dialog
The system fills the defaults and settings saved for the quotation recipient. You can edit the sales quotation header in the Sales quotations application.
Customizing
Relationship Management can be switched on or off as a whole in the Customizing application under grouping Relationship Management.
If you want to create contact persons through partner references, you can activate the automatic allocation of contact person number in Customizing under Header section under Partner heading and save a number range of “Partner” type there.
The notes function for an opportunity can always be used, even if Document Management is not activated in the Customizing application. In this case simple text notes without description and keywords can be created.
See also the description of the Document Management framework.
Activities can also be used even if the workflow is not activated in Customizing application. However, no functioning workflow tasks will be generated from the Relationship Management activities.
See also the description of the Workflow management.
The status checks in the opportunities can also be extended in the Customizing application. With these checks, you can determine whether the status of an opportunity will affect other actions or not.
Other settings in Customizing application do not affect the Opportunities application.
Business entities
The following business entity is relevant for the Opportunities application that you use, for instance, for:
- Assigning authorizations,
- Providing activity definitions or
- Importing or exporting
Opportunities
com.cisag.app.crm.obj.Opportunity
The business entity is part of the following business entity group:
com.cisag.app.crm.OrderData
Authorizations
Authorizations can be assigned by means of authorization roles as well as by assigning an organization. The authorization concept is described in the technical documentation Authorizations.
Special capabilities
Following special capabilities can be permitted or conditioned under the Workflow management framework. You can assign authorizations for these capabilities in the Authorization roles application.
- Display activities and tasks belonging to other users –
com.cisag.sys.workflow.DisplayOtherUsersWorkitems
This capability allows you to display activities and tasks of other users. - Change activities and tasks belonging to other users –
com.cisag.sys.workflow.ChangeOtherUsersWorkitems
This capability allows you to change activities and tasks of other users. - Change status of activities and tasks belonging to other users –
com.cisag.sys.workflow.ChangeOtherUsersWorkitemStates
This capability allows you to change status of activities and tasks of other users.
These capabilities are also functional in the Activities tab. In this description, it has been assumed that the user has these capabilities.
Organization assignments
Organizational structures are used to control which data can be viewed, used, or edited. The “Content-based authorizations” function must be activated in the Customizing application for this purpose.
To ensure that a person can see the Opportunities application in the user menu and can open it, the user must be assigned to an organization that is connected to the following organization structure:
- Sales
To ensure that a person is able to open an opportunity and edit the data in it, one of the organizations assigned to the user must be entered in the Opportunity types application in the Authorizations table.
For more information on the Authorizations table and a comprehensive overview of content-based authorizations, see the documentation Content- Based Authorizations.
Special features
There are no features for the Opportunities application.
Authorizations for business partners
The Opportunities application is enabled for following types of business partners:
- Sales representative