Opportunities

Work deals on the pipeline board, keep each deal’s details up to date, add line items and mark deals won or lost.

An opportunity (a deal) is a potential sale to one customer. You work deals on a pipeline board, dragging them from stage to stage, and open each one for the full picture: amount and weighted value, forecast category, primary contact, line items, proposals, competitors and the activity timeline. Every deal ends as won or lost.

Key concepts#

Stage: Where the deal is in your sales process, such as Qualification or Negotiation. Each stage has a win probability. See Pipelines and forecasting.
Status: Open, Won or Lost. A deal is open until you mark it won or lost, and that decision is final.
Amount: What the deal is worth. Set when you create the deal, then recalculated from line items once you add any.
Weighted value: Amount multiplied by the deal’s probability, shown with the percentage used, for example $200,000.00 (10%).
Forecast category: Pipeline, Best case or Commit: how confident you are, independent of the stage.
Primary contact: The main person you’re dealing with at the customer on this deal.

Who can use it#

Permissions

opportunity.viewpipeline.viewopportunity.createopportunity.editopportunity.winopportunity.lose

opportunity.view shows Opportunities in the sidebar, and the board also needs pipeline.view to load its stages. Creating a deal needs opportunity.create. Changing a deal (dragging it, editing fields, line items, proposals, competitors, routing) needs opportunity.edit. Marking won and lost are separate permissions, so you can let people work deals without letting them close them.

The pipeline board#

Opportunities shows one column per stage, in order, with the number of deals in each column. Each card shows the deal’s name and amount. Cards in the won and lost columns also carry a Won or Lost badge.

The board shows your organization’s first pipeline. If there’s no pipeline yet, the page offers to create one instead. See Create the pipeline.

Move a deal to another stage#

Drag the card to another open stage’s column. The move is saved immediately. If it’s refused, for example because you don’t have opportunity.edit, you’ll see an error and the card goes back.

Dragging into a closed column

Dropping a card in the won column (such as Closed Won) marks the deal as won. Dropping it in the lost column (such as Closed Lost) asks for the reason the deal was lost and marks it lost when you enter one. Won and lost deals can’t be dragged out again.

Create an opportunity#

Select New opportunity
It’s in the top right of the Opportunities page.
Name the deal
Enter a Name, for example “Acme Corp — Annual contract”. Required, up to 255 characters.
Choose the customer
Pick the Customer from the list (required). Create the customer first if it isn’t there.
Pick a stage and amount
Stage defaults to the first stage; only open stages are offered. Enter the Amount (USD) if you know it, or leave it empty for zero.
Select Create opportunity
The deal appears in its stage column. It starts with the Pipeline forecast category.

The deal page#

Select a deal’s name on the board to open it. Back to pipeline returns to the board, and the customer’s name above the title links to the customer. The page is made of these sections:

Section	What you can do
Title	Click the name to rename the deal. It saves when you click away.
Amount, Weighted value	Read-only figures. Line items change the amount.
Expected close	Pick a date. It saves when you leave the field.
Mark as won, Route to a territory, Mark as lost	Shown while the deal is open.
Description	Free text. It saves when you click away.
Forecast category	Choose Pipeline, Best case or Commit while the deal is open.
Primary contact	Pick one of the customer’s contacts.
Line items	Build the deal’s value from priced lines.
Proposals	Draft and send proposals. See Proposals.
Competitors	Record who else is in the deal. See Competitors.
Activity	Log and plan calls and meetings. See Activities.

Set the forecast category#

Under Forecast category, choose Pipeline, Best case or Commit. It’s saved as soon as you choose. Once the deal is won or lost, the picker is replaced by a Closed badge. Read Forecast categories for when to use each.

Set the primary contact#

Open the Primary contact picker (it reads “No primary contact” until you choose) and pick a person. Only contacts of this deal’s customer are listed. If the list is empty, add a contact to the customer first.

Add line items#

Line items break the deal down into what you’re selling. Until you add one, the page says “No line items yet — the amount above is set manually until you add some.”

Fill in the new line
Under Line items, enter a Description, Qty and Unit price. Discount and Tax are optional and are amounts in the deal’s currency, not percentages.
Select Add line item
The line is added to the table with its Total, and the deal’s Amount is replaced by the total of all lines.

To remove a line, select the × at the end of its row. The amount is recalculated from the lines that remain. Description, a quantity greater than zero and a unit price are required. Each line’s total is quantity × unit price − discount + tax, and a discount larger than quantity × unit price is refused. Line items can’t be changed once a deal is won or lost.

Warning

Once a deal has line items, its amount always comes from them. If you remove the last line, the amount drops to zero rather than going back to the figure you entered when you created the deal.

Mark a deal won or lost#

Open the deal
Won and lost buttons only appear while it’s open.
Select Mark as won, or Mark as lost
For Mark as lost, you’re asked for the reason the deal was lost. A reason is required; cancelling leaves the deal open.

When a deal is closed:

A won or lost badge appears next to the customer name, and the card moves to the won or lost column on the board.
Its forecast category becomes Closed, so it drops out of the open forecast.
A lost deal shows “Lost reason:” followed by what you entered.
On a lost deal, the Competitors section offers They won it so you can record who took it.
Its stage, line items and outcome can no longer be changed.

Closing is final

There’s no way to reopen a won or lost deal. If a lost deal comes back, create a new opportunity for the customer.

Route a deal to a territory#

Select Route to a territory to have UnitX pick the deal’s owner from your territory rules. The deal is matched using its customer’s location and industry, and given to the next person in turn on that territory’s sales team. The message tells you what happened:

“Assigned through North America”: the deal has a new owner.
“North America has no sales team members to assign to”: the territory matched but its team is empty or missing.
“No territory matches this account”: no active territory’s rule fits the customer.

Every routing decision is listed under Recent routing decisions on the Territories page, including who the deal went to.

Current limitations#

Deals can’t be deleted from the web app, and there’s no list or table view, only the board.
The board shows the first pipeline only. New deals are created in USD from the web app.
The deal’s owner isn’t displayed on the deal page. Routing sets it, and the routing log shows who it went to.
A deal can’t be moved to a different customer.

FAQ#

Why can I drag cards but my changes don’t stick?

Moving a deal needs opportunity.edit. Without it the move is refused and the card returns to its column.

I dragged a deal to the lost column by mistake. Can I undo it?

If you cancelled the lost-reason prompt, nothing changed. If you entered a reason, the deal is lost and cannot be reopened; create a new opportunity instead.

Why is the weighted value zero?

Either the amount is zero, or the deal is in a stage with 0% probability.

Why is the Primary contact list empty?

The customer has no contacts yet, or your role lacks contact.view.

Still stuck? Search the docs with ⌘K, open Help inside UnitX, or contact support.