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Opportunities

Sales Opportunities (Opportunities) are a central object in the Microsoft CRM Sales functionality. Opportunities represent potential revenue-generating events. For example, in the case of a software company, an Opportunity will typically represent the possible sale of a particular product or mix of products and services. Normally, you will associate a total revenue potential amount, a projected close date, and a probability of closure. The word close in both cases refers to the successful completion of the transaction. The combination of this information creates what is known as the forecast for the opportunity. For example, an Opportunity with potential revenue of $100,000 and a 50% close probability has a $50,000 forecast value. The close date tells us when that $50,000 is likely to materialize. In a financial services environment, an Opportunity record might be used to track the ongoing relationship between a broker and his/her client. There might never be a single revenue number that is being pursued; rather the ongoing relationship development causes the client to steadily purchase the services being offered. In this type of scenario, revenue might be projected based on history and trends as opposed to specific, current deals in the pipeline.

Sales Opportunities that are in progress represent the organization's pipeline. Many of the Microsoft CRM reports are named with the term pipeline, whereas others simply have the word opportunity in the name. Reports with the word pipeline in the name will display only active opportunities. Reports that generically refer to opportunities take all opportunities, open and closed, into account.


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