Document number: 11538

 

Opportunity (Name)

Name of the record to identify the company and product interest on the Opportunity. The established naming convention for opportunities is:

Primary Product Interest Revenue Type.

For example, the Sales organization might enter: "HRMS License."

Company

Name of the Company interested in products or services. Once a Company is selected, this field becomes read-only.

Note: Company Name should be entered exactly as it will appear on contracts.

Representative

Contacts for the opportunity. Remember that putting good information here saves you time when you pull a contact mailing list or want to do an email campaign.

Sales Stage

Captures the appropriate GISS stage for the Opportunity within the lifecycle of the deal.

Status

Indicates whether an Opportunity is active (open) or closed. If it's closed, the close status is indicated as well, for example, closed/won or closed/lost.

Sales User

The primary sales person assigned to the Opportunity.

Opportunity Type

Add-on	Deals sold to an existing customer and revenue can be recognized in current quarter.
Add-on Deferred-In	Deals sold to an existing customer but license revenue cannot be recognized in current quarter forecast.
New	Deals sold to a new customer and revenue can be recognized in current quarter.
New Deferred-In	Deals sold to a new customer but license revenue cannot be recognized in current quarter forecast.

For Controllers

Deferred-Out	The opportunity revenue was deferred in a previous quarter (when the deal was sold), but can now be recognized.
Blind Discounts	Occurs when a deal is financed; to help close a deal we have to offer an additional discount.

 

Pillar

Captures the segmentation of a lead or opportunity. For PS, there are 4 pillars: CRM, FMS, HCM, and SCM.

Forecast Type

Opportunities that will close within the quarter:

Closed	Deal signed by customer and PeopleSoft with the GISS stage of Closed.
Commit	High level of confidence ("in blood" commitment) that the deal will close within the quarter AND in Negotiation stage.
Upside	High probability of closing within the quarter and a PeopleSoft win is reasonable AND in Selection stage.
Stretch	PeopleSoft win or our ability to close within the quarter is questionable AND in Lead & Control stage.

Opportunities that will close outside the quarter:

Pipeline A	Deal with the GISS stage of Selection or Negotiation.
Pipeline B	Deal with the GISS stage of Lead & Control.
Pipeline C	Deal with a sales cycle stage of Qualify or Discovery.

Est. Close Date

Estimated Date the Opportunity will close. This date determines when the Opportunity will be forecasted.

Currency

Currency for the Opportunity. Defaults to the Currency specified in the Sales User Profile.

Confidence %

The degree of confidence that a sales representative has in closing the Opportunity on the forecasted date with the forecasted amount. This is based on the Est. Close Date, Forecast Type and current GISS Sales Stage.

Partner Exists

Indicates a partner is working on the opportunity. The system requires that a partner be entered in the partner section. Change the radio button to "No" if a partner does not exist.

Totals by Revenue Type

Capture revenue totals for each Revenue Type business line (license, consulting, hosting, maintenance, and training) listed on the Opportunity Products tab.

Total Contract Value

System populated with the Gross Contract Value for the opportunity across all revenue types.

 

 

 

 

 

 

 

 

Created by the PeopleSoft Knowledge Management Team.
Copyright © 2001 All rights reserved.
Created: amq 11/01/2002