Version Control

Version	Date	Description	Author
V0.0	08 Jan 2025	Draft	MILIC-ext, Nikola
	15 Jan 2025	O&G Next Step Enhancement	MILIC-ext, Nikola

1. Process Overview

Purpose

The Opportunity Management process in Salesforce enables sales and business development teams to manage commercial engagements from early qualification through to closure. It ensures structured pipeline management, visibility across GBUs, and alignment with key business rules.

Key Objectives

Standardize opportunity tracking across all GBUs
Ensure data consistency for pipeline visibility and reporting
Enforce governance through stage progression rules and automation
Enable collaboration across business units and opportunity teams while maintaining data security
Support integration with SAP for downstream processing (e.g., quotes, orders)

Scope

Applies to all BUs using Core CRM to manage commercial opportunities
Includes Opportunity object, related Products, and custom processes (e.g., forecasting, product change)
While the core process is shared across GBUs, some fields/steps differ by business unit. These are detailed in [Section 9: GBU-Specific vs. Global Processes].

High-Level Process Flow

Opportunity Creation
- Triggered manually by users
- Record type selection based on user profile
Qualification
- Opportunity has to be enriched with Account, Contact, Product for further progression,
- Filling in stage details
Stage Progression
- Each stage requires specific fields or validations (e.g., Add a contact & product before progressing to 10% stage) enforced
- Stage history is tracked for performance and compliance
Closure
- Opportunity is either marked Won or Lost
- Lost opportunities require reason selection
- Won opportunities require realized sales enrichment for next 2 years
Reporting
- Opportunities are used for forecasting and performance tracking
- Forecast and Realized Sales tab used for tracking both after opportunity is closed won.

Process Overview

2. Use Cases & Personas

Key Personas

Role	Description	Primary Responsibilities in Opportunity Process
Sales Representative	Primary user responsible for creating and managing opportunities	- Creates and classifies opportunities - Selects Opportunity Type - Manages stage progression and closure - Updates products, dates, forecast volumes
Business Development Manager (BDM)	Manages strategic or cross-GBU accounts	- Create shared or confidential opportunities - Monitor key opportunities across GBUs - Collaborate on large or multi-market deals
Sales Manager / Commercial Manager	Oversees team performance and pipeline	- Review team opportunities - Update forecasts - Review closed-won reasons and timelines
Marketing User	Supports campaign-to-lead conversion, reporting	- Review opportunity influence from marketing - Track progression from converted leads
Finance / Pricing Analyst (if applicable)	Controls approval gates or validates commercial terms	- Review key deals for margin - Validate pricing before final stages
System Integrations	External systems (e.g. SAP, CPQ tools) interacting with Salesforce	- Trigger quote/order sync - Update opportunity status from downstream ERP

Reference Documents

Description	Document Link
Core CRM Opportunity Management - User Training Material
User Training Presentation
Video Tutorials

Opportunity Process Changes

Disclaimer

Avoid introducing GBU-specific customizations that cause divergence. The objective is to maintain a unified process for consistency and growth.

Avoid Deharmonization: GBU-specific changes undermine the goal of a standardized approach.
Maintenance Complexity: Customizations increase system complexity and maintenance costs.
Scalability Issues: Divergent processes hinder scalability and future growth.
Tracking and Reporting Challenges: Customizations complicate organization-wide tracking and analysis.
Alignment with Organizational Goals: Changes should benefit the whole organization, not just one GBU.

Approach for Handling GBU-Specific Change Requests

Understand the Request: Gather detailed information about the request and its purpose.
Identify Common Needs: Look for patterns across multiple GBUs to see if the change is widely applicable.
Assess Impact: Evaluate benefits, risks, and alignment with organizational goals.
Engage Other GBUs: Consult other GBUs to gauge interest or potential value.
Present Broader Perspective: Highlight the importance of consistency for organizational success.
Suggest Alternatives: Offer solutions that address the request without adding customizations.
Test for Applicability: Pilot the change to validate its use across different GBUs.
Document Decisions: Clearly document the reasoning and outcomes of each change.

Final Reminder: Always consider the broader impact and prioritize solutions that benefit all GBUs while avoiding isolated change

User Roles and Permissions

Profile Name	Is Custom	User License	Read	Create	Edit	Delete	View All	Modify All
Agent Lightning	Custom	Salesforce	TRUE	TRUE	TRUE	FALSE	FALSE	FALSE
Analytics Cloud Integration User		Analytics Cloud Integration User	TRUE	FALSE	FALSE	FALSE	TRUE	FALSE
Analytics Cloud Security User		Analytics Cloud Integration User	TRUE	FALSE	FALSE	FALSE	TRUE	FALSE
API profile for integration	Custom	Salesforce	TRUE	TRUE	TRUE	TRUE	TRUE	TRUE
B2BMA Integration User		B2BMA Integration User	TRUE	FALSE	FALSE	FALSE	TRUE	FALSE
Basic User	Custom	Salesforce	TRUE	TRUE	TRUE	TRUE	FALSE	FALSE
Contract Manager		Salesforce	TRUE	TRUE	TRUE	TRUE	FALSE	FALSE
Corporate Sales & Marketing Lightning	Custom	Salesforce	TRUE	TRUE	TRUE	FALSE	FALSE	FALSE
End Users Lightning	Custom	Salesforce	TRUE	TRUE	TRUE	FALSE	FALSE	FALSE
GBU Data Steward Lightning	Custom	Salesforce	TRUE	TRUE	TRUE	FALSE	FALSE	FALSE
Integration	Custom	Salesforce	TRUE	TRUE	TRUE	TRUE	FALSE	FALSE
Knowledge Manager	Custom	Salesforce	TRUE	TRUE	TRUE	TRUE	FALSE	FALSE
Marketing User		Salesforce	TRUE	TRUE	TRUE	TRUE	FALSE	FALSE
No Access	Custom	Salesforce	TRUE	TRUE	TRUE	TRUE	FALSE	FALSE
Partner Community User		Partner Community	TRUE	TRUE	TRUE	FALSE	FALSE	FALSE
PAX End Users	Custom	Salesforce	TRUE	TRUE	TRUE	FALSE	FALSE	FALSE
PAX GBU Data Stewards	Custom	Salesforce	TRUE	TRUE	TRUE	FALSE	FALSE	FALSE
Premier Support User		Premier Support	TRUE	TRUE	TRUE	TRUE	TRUE	TRUE
Sales Insights Integration User		Sales Insights Integration User	TRUE	TRUE	TRUE	TRUE	TRUE	TRUE
SalesforceIQ Integration User		SalesforceIQ Integration User	TRUE	FALSE	TRUE	TRUE	TRUE	TRUE
Service Agent	Custom	Salesforce	TRUE	TRUE	TRUE	TRUE	FALSE	FALSE
Service Supervisor	Custom	Salesforce	TRUE	TRUE	TRUE	TRUE	FALSE	FALSE
Solution Manager		Salesforce	TRUE	TRUE	TRUE	TRUE	FALSE	FALSE
Standard User		Salesforce	TRUE	TRUE	TRUE	TRUE	FALSE	FALSE
System Admin (Lite)	Custom	Salesforce	TRUE	TRUE	TRUE	FALSE	TRUE	FALSE
System Administrator		Salesforce	TRUE	TRUE	TRUE	TRUE	TRUE	TRUE

Criteria	Shared With	Access
Opportunity Visibility = GBU Restricted AND Opportunity GBU for Sharing = Corporate or Corporate Eco AND Opportunity Organization = ECO, ECO+SCO	Role: Eco Corporate	Read Only
Opportunity Owner Sub-Region for Sharing = APAC AND Opportunity Organization = ECO, ECO+SCO	Role: ECO-SCP-APAC	Read Only
Opportunity Owner Sub-Region for Sharing = CARICAM AND Opportunity Organization = ECO, ECO+SCO	Role: ECO-SCP-CARICAM	Read Only
Opportunity Owner Sub-Region for Sharing = CENTRAL EUROPE AND Opportunity Organization = ECO, ECO+SCO	Role: ECO-SCP-CE EUROPE	Read Only
Opportunity Owner Sub-Region for Sharing = SOUTH CONE AND Opportunity Organization = ECO, ECO+SCO	Role: ECO-SCP-CONESUL	Read Only
Opportunity Owner Sub-Region for Sharing = WW, APAC, MEA, SEA, NORDICS, CARICAM, SOUTH CONE, ANDEAN PACT, CENTRAL EUROPE, SE EUROPE, or India AND Opportunity Organization = ECO, ECO+SCO	Role: ECO-SCP-Management	Read Only
Opportunity Owner Sub-Region for Sharing = ANDEAN PACT AND Opportunity Organization = ECO, ECO+SCO	Role: ECO-SCP-PACTO ANDINO	Read Only
Opportunity Owner Sub-Region for Sharing = RUSSIA & CIS AND Opportunity Organization = ECO, ECO+SCO	Role: ECO-SCP-RUSSIA	Read Only
Opportunity Owner Sub-Region for Sharing = SE EUROPE AND Opportunity Organization = ECO, ECO+SCO	Role: ECO-SCP-SE EUROPE	Read Only
Opportunity Owner Sub-Region for Sharing = MEA, SEA, or India AND Opportunity Organization = ECO, ECO+SCO	Role: ECO-SCP-SEA-MEA	Read Only
Opportunity Visibility = GBU Restricted AND Opportunity GBU for Sharing = Corporate or Corporate Sco AND Opportunity Organization = SCO, ECO+SCO	Role: Sco Corporate	Read Only
Opportunity Owner Sub-Region for Sharing = APAC AND Opportunity Organization = SCO, ECO+SCO	Role: SCO-SCP-APAC	Read Only
Opportunity Owner Sub-Region for Sharing = CARICAM AND Opportunity Organization = SCO, ECO+SCO	Role: SCO-SCP-CARICAM	Read Only
Opportunity Owner Sub-Region for Sharing = CENTRAL EUROPE AND Opportunity Organization = SCO, ECO+SCO	Role: SCO-SCP-CE EUROPE	Read Only
Opportunity Owner Sub-Region for Sharing = SOUTH CONE AND Opportunity Organization = SCO, ECO+SCO	Role: SCO-SCP-CONESUL	Read Only
Opportunity Owner Sub-Region for Sharing = WW, APAC, MEA, SEA, NORDICS, CARICAM, SOUTH CONE, ANDEAN PACT, CENTRAL EUROPE, SE EUROPE, or India AND Opportunity Organization = SCO, ECO+SCO	Role: SCO-SCP-Management	Read Only
Opportunity Owner Sub-Region for Sharing = ANDEAN PACT AND Opportunity Organization = SCO, ECO+SCO	Role: SCO-SCP-PACTO ANDINO	Read Only
Opportunity Owner Sub-Region for Sharing = RUSSIA & CIS AND Opportunity Organization = SCO, ECO+SCO	Role: SCO-SCP-RUSSIA	Read Only
Opportunity Owner Sub-Region for Sharing = SE EUROPE AND Opportunity Organization = SCO, ECO+SCO	Role: SCO-SCP-SE EUROPE	Read Only
Opportunity Owner Sub-Region for Sharing = MEA, SEA, or India AND Opportunity Organization = SCO, ECO+SCO	Role: SCO-SCP-SEA-MEA	Read Only
Opportunity Visibility = Shared AND Opportunity GBU not equal to PolyTechnyl, Kandelium Group, PAX AND Opportunity Organization = ECO, ECO+SCO	Group: ALL-Eco-Non Restricted	Read Only
Opportunity Visibility = Shared AND Opportunity GBU not equal to PolyTechnyl, Kandelium Group, PAX AND Opportunity Organization = SCO, ECO+SCO	Group: ALL-Sco-Non Restricted	Read Only
Opportunity Visibility = GBU Restricted AND Opportunity GBU for Sharing = Special Chem	Group: CH-SHR-Non Restricted	Read Only
Opportunity GBU = Special Chem	Group: CH-SHR-Special Chem Data Stewards	Read/Write

PS Name	Custom?	Read	Create	Edit	Delete	View All	Modify All
Account Engagement User		TRUE	TRUE	TRUE	TRUE	FALSE	FALSE
C360 High Scale Flow Integration User		TRUE	TRUE	TRUE	TRUE	TRUE	TRUE
Data Cloud Home Org Integration User		TRUE	TRUE	TRUE	TRUE	TRUE	TRUE
Data Load Team	Custom	TRUE	TRUE	TRUE	TRUE	TRUE	TRUE
DeliveryEstimationServicePermSet		TRUE	TRUE	TRUE	TRUE	TRUE	TRUE
E360 Messaging Integration User		TRUE	TRUE	TRUE	TRUE	TRUE	TRUE
Marketing Cloud Reporting C2C Perm		TRUE	TRUE	TRUE	TRUE	TRUE	TRUE
Modify All Data	Custom	TRUE	TRUE	TRUE	TRUE	TRUE	TRUE
MuleSoftEinsteinPermSet		TRUE	TRUE	TRUE	TRUE	TRUE	TRUE
MuleSoftPublishInvocableActionsC2CPermSet		TRUE	TRUE	TRUE	TRUE	TRUE	TRUE
Pipeline Inspection Included		TRUE	FALSE	FALSE	FALSE	FALSE	FALSE
Pipeline Inspection User		TRUE	FALSE	FALSE	FALSE	FALSE	FALSE
Publish Suggested for You Nudges: Integration User		TRUE	TRUE	TRUE	TRUE	TRUE	TRUE
Sales Cloud Included Bundle		TRUE	FALSE	FALSE	FALSE	FALSE	FALSE
Salesforce CMS Integration Admin		TRUE	TRUE	TRUE	TRUE	TRUE	TRUE
SeaS Indexing C2C User Perm		TRUE	TRUE	TRUE	TRUE	TRUE	TRUE
YourAccountNotifierPermSet		TRUE	TRUE	TRUE	TRUE	TRUE	TRUE
z_Data Loading User	Custom	TRUE	TRUE	TRUE	TRUE	TRUE	TRUE
z_Developers	Custom	TRUE	TRUE	TRUE	TRUE	TRUE	TRUE

Opportunity Lifecycle

Throughout the Opportunity lifecycle, key actions occur at creation, update, cloning, and stage progression, driven by specific business rules to ensure data accuracy and streamline processes.

Opportunity Creation,
Opportunity Update,
Opportunity Cloning,
Stage Progression.
Validation Rules for Data Integrity

1. On Opportunity Creation

Data Cleanup:
- Condition: When a new Opportunity is created, especially from a cloned Opportunity.
- Fields Updated:
  - SLV2_OPP_Competition_Known__c: Cleared (set to null).
  - SLV_Won_Lost_Review__c: Cleared (set to an empty string).
  - StageName: Set to 'Opportunity identification (0%)' to indicate a new Opportunity stage.
  - SLV2_OPP_Cloned_From__c: Set to the ID of the original Opportunity if cloned.
  - SLV_Opportunity_Lost_Reason__c, SLV4_Reason_Level_2__c: Cleared.
Customer Segmentation:
- Condition: Automatically created if customer segmentation does not exist.
- Fields Updated: Customer segmentation records created with associated fields, but no existing Opportunity fields are modified.
Assigning Team Members:
- Condition: Automatically assigns the Opportunity owner and CSR team members upon Opportunity creation.
- Fields Updated:
  - OpportunityTeamMember records: Created with UserId set to the owner’s ID, TeamMemberRole to 'Account Manager', and OpportunityAccessLevel to 'All' (full access).
Marketing Fields Population:
- Condition: Fills in marketing fields on the Opportunity based on the primary contact’s information.
- Fields Updated:
  - SLV40_Marketing_Source__c and SLV40_Marketing_Source_Details__c: Populated from the primary contact’s fields.
  - SLV2_OPP_Primary_Contact__c: Set to the primary contact’s ID.
Visit Report Linking:
- Condition: Automatically links a Visit Report if applicable.
- Fields Updated:
  - New SLV4_1_OpportunityVisitReportLink__c record: SLV4_1_OpportunityId__c set to Opportunity ID, SLV4_1_VisitReportId__c set to the related report ID.

3. On Opportunity Cloning

Data Reset:
- Condition: Automatically resets specific fields to prevent carryover from the original record.
- Fields Updated:
  - SLV2_OPP_Competition_Known__c: Cleared (set to null).
  - SLV_Won_Lost_Review__c: Cleared.
  - StageName: Set to 'Opportunity identification (0%)'.
  - SLV2_OPP_Cloned_From__c: Set to the original Opportunity ID.
  - SLV_Opportunity_Lost_Reason__c, SLV4_Reason_Level_2__c: Cleared.
Cloning of Team Members and Contact Roles:
- Condition: Copies team members and contact roles from the original Opportunity.
- Fields Updated:
  - OpportunityTeamMember records: Cloned from original Opportunity’s team members.
  - OpportunityContactRole records: Cloned from original Opportunity’s contacts.

2. On Opportunity Update

Handling Ownership Changes:
- Condition: When the Opportunity owner changes.
- Fields Updated:
  - Previous owner added as a team member in OpportunityTeamMember with OpportunityAccessLevel set to 'Read'.
  - New owner added with OpportunityAccessLevel set to 'All'.
Updating Product Fields:
- Condition: When key Opportunity fields like SLV6_OPP_GBU__c or SLV7_OPP_Targeted_first_delivery_date__c change.
- Fields Updated:
  - SLV2_OLI_Opportunity_GBU__c, SLV_End_Use__c, SLV_Date_of_first_Sales__c: Updated to match the new Opportunity field values for product consistency.
Account Plan Linking:
- Condition: When the Opportunity is linked to an account that doesn’t yet have an account plan association.
- Fields Updated:
  - SLV_Account_Plan__c: Set to the account plan ID for the Opportunity’s account.
Community and Partner Sharing:
- Condition: When the Opportunity’s GBU or visibility settings change.
- Fields Updated:
  - community_sharing__c: Set to the AccountId if community access is enabled for that GBU.
Region Updates:
- Condition: If the Opportunity’s account is linked to a region or country (e.g., APAC, EMEA, China).
- Fields Updated:
  - SLV34_2_GBU_Regions__c: Updated based on the BillingCountry or SLV_Region__c from the account.
GKAM Sharing:
- Condition: When visibility restrictions apply or GKAM users need access.
- Fields Updated:
  - OpportunityShare records: Sharing levels set based on GKAM rules.

4. On Opportunity Stage Progression

Product Level Validation:
- Condition: When progressing to a Closed stage (e.g., Closed - Won, Closed - Lost).
- Fields Updated:
  - StageName: Blocked from setting to Closed stages without a Level 5 product. Displays an error message if validation fails.
Stage and Validation Checks:
- Condition: If progressing to Closed - Won (100%).
- Fields Updated:
  - StageName: Restricted from setting to Closed - Won if no CSR is part of the team. Displays an error message if no CSR team member exists.
Consistency Checks for Wego ID and Innovation Delivery:
- Condition: Ensures Innovation Delivery and Wego ID fields are consistent for cluster names when Opportunity progresses to any closing stage.
- Fields Updated:
  - Validates fields for consistency but does not modify them. An error message displays if mismatched.
Account Screening for Non-SAP Accounts:
- Condition: When Opportunity involves a non-SAP account with a type such as Prospect.
- Fields Updated:
  - SLV38_Screening_Status__c: Set to 'Not Screened' for accounts needing screening.

Product Level Validation:
- Condition: When progressing to a Closed stage (e.g., Closed - Won, Closed - Lost).
- Fields Updated:
  - StageName: Blocked from setting to Closed stages without a Level 5 product. Displays an error message if validation fails.
Stage and Validation Checks:
- Condition: If progressing to Closed - Won (100%).
- Fields Updated:
  - StageName: Restricted from setting to Closed - Won if no CSR is part of the team. Displays an error message if no CSR team member exists.
Consistency Checks for Wego ID and Innovation Delivery:
- Condition: Ensures Innovation Delivery and Wego ID fields are consistent for cluster names when Opportunity progresses to any closing stage.
- Fields Updated:
  - Validates fields for consistency but does not modify them. An error message displays if mismatched.
Account Screening for Non-SAP Accounts:
- Condition: When Opportunity involves a non-SAP account with a type such as Prospect.
- Fields Updated:
  - SLV38_Screening_Status__c: Set to 'Not Screened' for accounts needing screening.

Automations

Log Next Steps (Report)

The "Next Step" field (SLV4_1_Next_Step__c) is critical for tracking actions in the Oil & Gas GBU but cannot be edited inline in reports due to its textarea format. To resolve this, the standard Log Next Step field (NextStep) will be added to reports for inline editing. Updates made in Log Next Step will automatically append to SLV4_1_Next_Step__c with a username and timestamp, ensuring efficient updates, historical tracking, and enhanced usability during monthly reviews.

Flow Name : Opportunity - Set Next Steps

Type: Record triggered flow

Key Features

Inline Editing
- Enable the Log Next Step field for direct inline edits in reports like "O&G - All Open Opportunities."
Automated Appending
- Updates to Log Next Step are appended to SLV4_1_Next_Step__c with user and timestamp metadata while preserving HTML formatting.
  - Eddie Bunge on 2024-11-27 12:00 PM: Follow up with client on proposal.
Change Detection
- Only new or modified Log Next Step values trigger updates; identical entries are ignored.
Retain or Clear Input
- Post-save, Log Next Step can either remain visible for reference until the next report refresh or be cleared immediately to prevent duplication.
Access Control
- Log Next Step is editable only by users managing opportunities, ensuring appropriate access.

Validation Rules

APEX:

1. Product Level Validation (Stage Progression)

Condition: When attempting to set the StageName to a Closed stage (e.g., "Closed - Won" or "Closed - Lost").
Trigger: Apex checks if a Level 5 product is associated with the Opportunity.
Message: "A Level 5 product must be included before closing this Opportunity."
Enforcement: Trigger prevents the stage update if the condition is not met.

2. Wego ID and Innovation Delivery Consistency Check (Stage Progression)

Condition: Opportunity is progressing to any closing stage, and the Wego ID or Innovation Delivery fields do not align with the expected cluster values.
Trigger: Apex validates these fields for consistency when StageName is updated.
Message: "Please ensure Wego ID and Innovation Delivery fields are consistent before closing the Opportunity."
Enforcement: Trigger halts the stage update if inconsistencies are found.

Standard Validation Rules:

Group	Rule Name	Error Message	Criteria
End Use Rules	End Use Change Rule	Add End Use in product	Triggered if the product associated with an opportunity does not have an end use specified when required.
End Use Rules	End Use Not Required for Solvay Energy Services	End Use field is required	Triggered for Solvay Energy Services if the "End Use" field is left empty.
Contact and Classification Rules	Related Contact Mandatory	Please create a Related Contact using the Related Contact button.	Triggered if no related contact is created when moving to certain opportunity stages.
Contact and Classification Rules	Mandatory GBU Classification for Peroxides	For GBU Peroxide the field Classification is mandatory	Triggered if GBU Classification is not completed for Peroxides.
Date and Status Rules	Prevent Validity Date in the Past	The CloseDate and Targeted first delivery date must not be in the past.	Triggered if the close date or targeted delivery date is set to a past date.
Date and Status Rules	Opportunity Status Restriction	Opportunity is closed and can't be updated. Please use the Need Help functionality to request assistance.	Triggered if attempting to modify a closed opportunity.
Confidentiality and Ownership Rules	Confidential Opportunity Restrictions	You cannot create a confidential Opportunity without the appropriate permissions.	Triggered if a user without permission attempts to create a confidential opportunity.
Confidentiality and Ownership Rules	Confidential MBU Owner Restriction	It is not possible to have an MBU user as the owner of confidential data.	Triggered if an MBU user is assigned as the owner of a confidential opportunity.
Business Unit and Product Rules	BU Change Restriction for Oil & Gas / EOR	The selected BU is not available	Triggered if selecting a BU not allowed for Oil & Gas or EOR.
	Remove Dummy Product	Please remove the dummy product and replace it by a valid reference to progress to the next stage	Triggered if a dummy product is used beyond a certain opportunity stage.
	Opportunity Product Requirement	Add Product to opportunity	Triggered if no product is added to the opportunity.
	Product Forecast Requirement	Stage cannot be changed as there is no Forecast available for Opportunity Product	Triggered if there is no forecast available for an opportunity product.
Stage Control Rules	Stage Control - Identification	Cannot change stage from 'Opportunity Identification' to 'Lab test approved and industrial testing in progress'	Triggered if trying to skip stages inappropriately.
	Stage Control - Lab Testing in Progress	Cannot change stage from 'Lab testing in progress' to any of the 'Negotiation' stages	Triggered if attempting to move to negotiation without completing lab testing.
	Stage Control - Lab Testing Approved	Cannot change stage from 'Lab test approved and Industrial testing in progress' to 'Lab testing in progress'	Triggered if trying to revert back to a previous testing phase.
	Stage Control - Negotiation	Cannot change stage from 'Negotiation' to 'Lab test approved and industrial testing in progress' or to 'Lab testing in progress'	Triggered if trying to move backward from negotiation to testing phases.
Stage Reason Rules	Stage Reason for Lost Opportunities	You need to enter a Stage Reason when Opportunity is Lost or Abandoned.	Triggered if trying to close an opportunity without specifying a reason.
Stage Reason Rules	Opportunity Lost Reason	Please fill in the field 'stage reason' before closing your opportunity	Triggered if "stage reason" field is empty before closing an opportunity.
Won/Lost Review Rules	Won/Lost Review Requirement	Please enter Won/Lost Review and Competition Known	Triggered if "Won/Lost Review" and competition information are not filled before closing.
Won/Lost Review Rules	Won/Lost Review on Last Stage	Won/Lost Review should be blank.	Triggered if "Won/Lost Review" is filled prematurely.
Source of Opportunity Rules	Specify Other Source of Opportunity	Please specify the source of opportunity.	Triggered if "Other" is selected as the origin but no details are provided.
Agent Restrictions	Agents Cannot Close Opportunities	Agents cannot Close Opportunities.	Triggered if an agent tries to close an opportunity.

Integration Points

Add the information on Opportunities dashboard and the impact it might have on in when changes are made

Page tree

FD - Opportunity Management