Deals
A deal is one sales opportunity: what you are selling, to whom, for how much, and where it has got to. Everything else in the Sales section hangs off it.
The pipeline board
Section titled “The pipeline board”Pipeline shows your deals as cards in columns, one column per stage of the chosen pipeline. Each column header carries the deal count and total monthly recurring value.
To move a deal on, drag its card to another column. To close a deal, drop it on a closing column, which opens a short form asking for the reason and any details.
Cards show the customer, the deal name, the monthly value, whether there are pricing warnings, the next task or close date, and the owner’s initials. Selecting a card fills a panel beside the board with the figures and an Open link.
Filters run across the top: a search box, the pipeline (where you have more than one), the owner, the close-date period, the deal type and the campaign.
Things to know:
- Columns cap at 60 cards. Beyond that a footer offers the full Deals list.
- Probability badges and the weighted total need Forecasting & Targets; the pricing tags need Wholesale & Profit Tracking.
- Mark accepted appears on the panel where a deal has a proposal out with the customer and you can accept on their behalf.
- No pipelines are configured yet means exactly that. Set them up in CRM Setup.
The Deals list
Section titled “The Deals list”Deals is the searchable version of the same data, and the place bulk actions start.
Filter by search text, status (Open by default), pipeline, stage, owner, close-date period and campaign. Arriving from a dashboard card applies a sharper filter and says so, with a Clear link.
Columns are Customer, Deal, Stage, MRR, Next TODO and Owner. A red dot beside the value means the deal has pricing warnings.
Deals needing attention is worth knowing, because four separate rules feed it:
- The target close date has passed.
- A deal in the Commit forecast category has had no activity for a set number of days.
- The probability has drifted from its stage default by more than a set percentage.
- The deal has pricing warnings.
The queue tells you which rule fired for each deal, so you know what to fix.
Bulk enrolment: tick deals and choose Enrol in sequence to put them all into a sequence at once. The confirmation step shows each deal’s primary contact email and flags any that will be skipped before you commit.
Who sees which deals
Section titled “Who sees which deals”The owner picker offers Mine, My departments, My team and All owners. Holders of View Others’ Deals also get an entry per team and per salesperson.
All owners is offered to everybody, but it is still limited by what you are allowed to see. It is the only choice that shows deals nobody owns yet, so it is how you find work to pick up.
The deal page
Section titled “The deal page”The header carries the customer, the deal name and type, the owner, the status, the stage and the close date, plus a Live or Partially live tag once some of it has gone live.
Panels
Section titled “Panels”- Customer - the contact details, with a link to the account.
- Open TODOs - follow-ups against this deal, overdue ones highlighted.
- Deal products - the numbers, services and features being sold, with a per-row menu.
- Transactions - one-off charges such as setup, hardware and delivery.
- Estimated usage and Current Provider analysis - see Usage and pricing.
- Alternative options - see below.
- Proposals - every version, with its status and the actions for it.
- Sequence - the active enrolment, which step it is on, and per-step engagement.
- Activity - a merged timeline of stage changes, notes, tasks, pricing changes, proposal events and email opens.
The summary cards
Section titled “The summary cards”Without usage pricing: monthly recurring, one-off, monthly cost, gross profit and a pricing state. With usage pricing on, the cards expand to separate fixed monthly from estimated usage, and show an expected all-in monthly figure, all-in cost, all-in profit and the committed term.
Cost, profit and margin figures need Wholesale & Profit Tracking.
Actions
Section titled “Actions”The action bar changes with the deal’s state. The main ones:
Progress Deal
Section titled “Progress Deal”Moves the deal to another stage.
Required: the target stage. Optional: an updated probability, and details for the timeline.
A Progress to button also appears for the next stage on the ladder, so the common case is one click.
Close Won, Close Lost and Close Dropped
Section titled “Close Won, Close Lost and Close Dropped”Close the deal with an outcome.
Required: the closing stage, and for a loss or a drop a Loss Reason or Drop Reason from your configured list.
Optional: loss or drop details, and a closing note.
Important: Close Lost and Close Dropped stay available even while a proposal is out with the customer, so a deal you know is dead never gets stuck behind an unanswered proposal. Closing it releases the freeze.
Add Note and Create Follow-up
Section titled “Add Note and Create Follow-up”Record what happened, or raise a TODO. The follow-up form takes a subject, content, due date and who it goes to. If you name nobody and the deal has no owner, it asks you to choose.
Enrol in Sequence and Stop Sequence
Section titled “Enrol in Sequence and Stop Sequence”Put the deal into a sequence, choosing the sequence and the contact, or stop the one it is on with a reason.
Log Reply Received
Section titled “Log Reply Received”Records that the prospect has replied. Replies to a sequence arrive in your own mailbox rather than the platform, so logging one here is what stops the sequence.
Recalculate values
Section titled “Recalculate values”Re-prices the deal from its current products. There is a tick box to overwrite values you have set by hand.
Reopen
Section titled “Reopen”Returns a closed deal to an open stage.
Alternative options
Section titled “Alternative options”Where your package includes Alternative Deals, one proposal can offer the customer a choice: good, better and best.
Add Alternative creates a sibling deal under the primary.
Required: an Alternative name, which is what the customer sees, for example “Option B: Recommended”, and whether to clone this deal’s products and charges or start blank and optionally apply a package.
Optional: a customer-facing description of what makes this option different.
What happens: one proposal covers the whole group, priced option by option, and the customer picks exactly one. The options they do not take close as Alternative Taken rather than lost, so your win and loss figures stay honest.
Things to know:
- Alternatives are one level deep. An alternative cannot have alternatives of its own.
- Proposals are always generated from the primary deal.
- The whole group freezes and unfreezes together while a proposal is out.
- Open, unchosen alternatives are left out of the pipeline board, the Deals list and the forecast, because the primary already represents the group.
The proposal freeze
Section titled “The proposal freeze”Sending a proposal freezes the deal and its pre-sale products until the customer answers or you withdraw it. While frozen, the add and edit controls disappear from the deal page. This is deliberate: the customer must be looking at exactly what you sent them.
To change something, withdraw the proposal. Generating a new one afterwards creates a new version.
If usage settings changed while a proposal was outstanding, the deal page says so and holds the figures at what the customer saw, asking you to recalculate once the proposal is resolved.
Field reference
Section titled “Field reference”Deal Details
Section titled “Deal Details”Customer, contact, pipeline and status information for this pre-sale deal.
| Field | Description |
|---|---|
| Customer | Customer this sales opportunity is against |
| Primary Contact | Main contact at the customer for this deal |
| Deal Name | Short name identifying this deal |
| Deal Reference | System-generated reference for this deal |
| Pipeline | Sales pipeline this deal is being worked through |
| Stage | Current pipeline stage of this deal |
| Status | Overall status of the deal (open, won, lost or dropped) |
| Deal Type | Classification of this deal for reporting |
| Product Family | Product family this deal primarily relates to |
| Alternative Of | Primary deal this deal is an alternative option of |
| Deal Description | Short customer-facing description of this deal, shown on the proposal |
Ownership
Section titled “Ownership”Users and departments responsible for progressing and managing this deal.
| Field | Description |
|---|---|
| Owner | User who owns and is responsible for this deal |
| Owning Department | Department that owns this deal |
| Sold By | User credited with selling this deal |
| Account Manager | Account manager responsible for the customer on this deal |
Source
Section titled “Source”How the deal originated and any billing record it renews or upgrades.
| Field | Description |
|---|---|
| Source Service | Existing service this deal renews or upgrades, if any |
| Source Number | Existing number this deal renews or upgrades, if any |
| Source Feature | Existing feature this deal renews or upgrades, if any |
| Lead Source | Where this sales lead originated |
| Sale Type | Nature of the sale, such as new business or renewal |
| Campaign | Campaign this deal belongs to |
| Dealer Code | Dealer credited with this deal for commission |
Forecast
Section titled “Forecast”Expected timing, probability and commercial values used for sales forecasting.
| Field | Description |
|---|---|
| Currency | Currency for the forecast values on this deal |
| Target Close | Date the deal is expected to close |
| Probability % | Estimated likelihood of winning this deal, as a percentage |
| Forecast Category | Forecast grouping used when reporting expected revenue |
Pricing
Section titled “Pricing”Currency, contract term and calculated recurring, one-off and profit values.
| Field | Description |
|---|---|
| Expected One-Off Spend | Forecast one-off spend totalled from the deal items |
| Expected One-Off Cost | Forecast one-off cost totalled from the deal items |
| Expected One-Off Profit | Forecast one-off profit totalled from the deal items |
| Expected Monthly Spend | Forecast recurring monthly spend totalled from the deal items |
| Expected Monthly Cost | Forecast recurring monthly cost totalled from the deal items |
| Expected Monthly Profit | Forecast recurring monthly profit totalled from the deal items |
| Expected Annual Recurring Spend | Forecast annual recurring spend totalled from the deal items |
| Expected Annual Recurring Cost | Forecast annual recurring cost totalled from the deal items |
| Expected Annual Recurring Profit | Forecast annual recurring profit totalled from the deal items |
| Expected Committed Spend | Forecast committed spend over the deal term |
| Expected Committed Cost | Forecast committed cost over the deal term |
| Expected Committed Profit | Forecast committed profit over the deal term |
| Profit Confidence | Confidence rating in the forecast profit figures |
| Pricing Warnings | Number of outstanding pricing warnings across the deal items |
| Proposal Approval | Whether the current proposal has management approval to be sent (when the dealer requires it) |
Usage Pricing
Section titled “Usage Pricing”Calculated expected usage, all-in spend, cost and profit values.
| Field | Description |
|---|---|
| Expected Usage Term (Months) | Shared recurring term used for committed expected usage totals, when all priced recurring items resolve to the same term |
| Expected Monthly Usage Spend | Expected monthly usage charges after included minutes |
| Expected Monthly Usage Cost | Expected monthly wholesale cost for all forecast usage minutes |
| Expected Monthly Usage Profit | Expected monthly profit from usage |
| Expected Monthly Total Spend | Expected fixed and usage monthly spend combined |
| Expected Monthly Total Cost | Expected fixed and usage monthly cost combined |
| Expected Monthly Total Profit | Expected fixed and usage monthly profit combined |
| Expected Annual Usage Spend | Expected annual usage spend |
| Expected Annual Usage Cost | Expected annual usage cost |
| Expected Annual Usage Profit | Expected annual usage profit |
| Expected Annual Total Spend | Expected fixed and usage annual spend combined |
| Expected Annual Total Cost | Expected fixed and usage annual cost combined |
| Expected Annual Total Profit | Expected fixed and usage annual profit combined |
| Expected Committed Usage Spend | Expected usage spend over the shared recurring term |
| Expected Committed Usage Cost | Expected usage cost over the shared recurring term |
| Expected Committed Usage Profit | Expected usage profit over the shared recurring term |
| Expected Committed Total Spend | Expected fixed and usage committed spend combined |
| Expected Committed Total Cost | Expected fixed and usage committed cost combined |
| Expected Committed Total Profit | Expected fixed and usage committed profit combined |
| Usage Estimate Confidence | How reliable the expected usage figures are, based on where the minutes came from; low confidence should prompt asking the customer for a recent bill |
Closure
Section titled “Closure”Outcome details recorded when the deal is won, lost or dropped.
| Field | Description |
|---|---|
| Closed Date | Date this deal was closed |
| Closed By | User who closed this deal |
| Loss Reason | Reason recorded when the deal is marked lost or dropped |
| Loss Details | Further detail on why the deal was lost or dropped |
| Go-Live Status | Provisioning progress once the deal is won |
| Go-Live Date | Date provisioning of the won deal began |
| Go-Live Completed | Date provisioning of the won deal completed |
| Go-Live By | User who carried out the go-live |
System Information
Section titled “System Information”| Field | Description |
|---|---|
| Last Activity | When activity was last recorded against this deal |
| Next Task | Due date of the next outstanding task for this deal |
| Created | When this deal was created |
| Last Modified | Timestamp of the most recent modification to this deal |
| Last Updated By | User who last updated this deal |