Opportunity Fields and Calculations

The following describes the most important fields and automatic calculations that take place during the opportunity process.

If you only have estimates available when first dealing with an opportunity, and have no specific details on products, enter the values directly in the opportunity. Once you add products to the opportunity, these estimates are overwritten. Once you have added an opportunity offer containing items (see Phase 4 - Offer), the values of the opportunity products are overwritten.

Estimates at the Start of the Opportunity Process

  • Total product value: Estimated total value of the opportunity (entered manually)
  • Wtd. total product value: The estimated value weighted by the probability of the opportunity (calculated)
  • Realization probability (Probability (%) field): The probability of the customer placing an order with anyone.
  • Investment probability (Investment Prob. (%) field): Probability of the customer placing an oder with your company (and not with a competitor).

A further weighted value is calculated automatically:

Values in the opportunity products

  • Product value (the absolute product value)

A weighted value is calculated automatically by the system using the probabilities entered in the opportunity as follows:

Wtd. total product value (Opportunity) = Product value * Investment Probability (%)[opportunity] * Probability (%)[opportunity]

The product values of all opportunity products are totaled and written to the Total product value, Wtd. total product value and Wtd. total product value (Opportunity) fields in the opportunity. Values entered manually are overwritten.

Value in the offer

The Net Total is calculated from the sum total of the net item prices (without the offer discount applied, but with item discounts applied (Item Discount (%) field).

An opportunity product record is added for each product entered in the offer items containing the following values:

  • Product value: The value of the item
  • Wtd. total product value: Item value weighted according to the probabilities entered in the opportunity
Note: If you add an item to an opportunity offer that corresponds to an opportunity product, the Product value and Wtd. total product value (Opportunity) are overwritten with the values in the offer.
Wtd.product value = Product vValue * Investment Probability (%)[offer] * Probability (%)[offer]

Opportunity products are only added or updated automatically once the status of the offer is Order. The status is set automatically when creating an order from the offer.