Definitions for Opportunities

Definitions for Opportunities

Document number: 11269

Opportunity Detail Field Definitions

Save icon: Use the Save icon to save any new or changed data. There is also a Save button at the bottom of the page, which performs the same function.
Letter icon: Use the Notification icon to go to the notification page.
Opportunity List (link): Use this link to return to the Opportunity Summary page.
Personalize Sections (link): Use this link to set the preferences for which sections display when you use "Expand All" for any Opportunity that you have visibility to. If you select Hide for a section, it does not display on the Details page, but can be selected from the "View" drop down. If you select Expand for a section, it is shown as expanded when each Opportunity Detail Page is opened. If you select Collapse for a section, it is shown as collapsed when each Opportunity Detail Page is opened. Hiding your header allows for less scrolling.
Task History (link): Use this link to view a history of all tasks that have been completed or canceled for an Opportunity. To return, click Go to Opportunity Detail link.

Opportunity Header Field Definitions

Opportunity: Name the record to identify the company and product interest on the Opportunity. The established naming convention for opportunities is: Account Name Primary Product Interest Revenue Type.

For example:
IBM HRMS License
IBM HRMS Imp. Lab
Business Unit: Required field. The default Business Unit is PSOFT.
Customer (link): Required field. After you Save, the Customer label becomes a link that takes you to the account record.
Find button: When in Add mode, enter the customer's name or enter part of the name and click the Find button to select from the list of existing accounts.
Status: Required field. Select the Status from the list of valid values: Active, Chose not to Compete, Closed-Lost, Closed-Won, Decision for Competitor, Project Canceled, Project Delayed, Project Funding Lost.
Contact: Display only. The Primary Contact from the Contact section below. (At least one Contact is required in the Contact section)
Total Contract Value: Display only. This value is based on the information specified in the Product section. This is the Gross Contract Value for the Opportunity across all revenue types.
Sales User: The primary sales representative assigned to this Opportunity. This field may be read-only, depending on your access profile. Managers have access to change this field for Opportunity reassignment.
Currency: The currency code for the Opportunity. This value defaults from the user profile of the person who entered the opportunity.
Territory: Display only. Defaults to the territory of the Lead Owner, as defined on the Territory Tree.
Est. Close Dt: Required field. Enter the date you anticipate closing this deal.
Sales Region: Display Only. This is the Sales region within the Territory of the Sales User (for example, West, South, EMEA, Latin America).
(Forecast) Type: Required field. This field is used as a variable for assigning confidence levels and an indication of the quarter in which the deal is to close. When you save an Opportunity, the system checks to make sure that the value in this field coincides with the Estimated Close Date. If the Est Close date is within the current quarter, valid options are:

Closed - Deal signed by customer & PeopleSoft.
Commit - High level of confidence ("in blood" commitment) that the deal will close within the quarter.
Upside - High probability of closing within the quarter & a PeopleSoft win is reasonable.
Stretch - PeopleSoft win or our ability to close within the quarter is questionable.

If the Est Close date is outside the current quarter, valid options are:

Pipeline A - Deal with a GISS sales cycle stage of 5 (selection) or 6 (negotiations).
Pipeline B - Deal with a GISS sales cycle stage of 3 (discovery) or 4 (lead & control).
Pipeline C - Deal with a GISS sales cycle stage of 1 (pre-quality) or 2 (qualify).
(Opportunity) Type: Required. Valid options are:

Add-On -Existing Customer.
Add-on Deferred-In - Revenue from an existing customer cannot be recognized this quarter.
New - New Customer.
New Deferred-In- Revenue from a new customer cannot be recognized this quarter.

For controllers only:

Blind Discounts - A blind discount occurs when a deal is financed and in order to help close a deal we have to offer a discount on this financing.
Deferred-Out - The opportunity was closed in a previous quarter, but the revenue could not be recognized. The revenue can be recognized this quarter.
Sales Process (link): Click this link to view the Global ISS process. (read-only)
Sales Process (field): Defaults to GISS.
Sales Stage: Select the Sales Stage from the drop down list. After selecting the Sales Stage, the Sales Task list becomes available. Valid values are: 01-PreQualify, 02-Qualify, 03-Discovery, 04-Lead and Control, 05-Selection, 06-Negotiation, and 07-Close & Transition.
Sales Task: Depending on the Stales Stage, the Sales Task can be selected from the drop down list.
Confidence %: Enter the degree of confidence that a sales representative has in closing the Opportunity. This is based on the close date, forecast status and current GISS sales stage. (The default is <=30)
Classification: Display only. Indicates whether this is a Services Only or Services Included opportunity. This field is based on the Revenue Type in the Product section below. License only opportunities do not contain a classification.
Pillar: This field is used to capture the segmentation of a lead or opportunity. PS segments its business into four pillars: Customer, Supplier, Employee, and Financials. These values map to our products - CRM, Supply Chain, HR, and Financials.
Partner exists (check box): If a Partner does not exist at this time, uncheck this box. If a Partner does exist, leave it checked; in that case, the system requires at least one Partner be entered in the Partner section below. When saving this opportunity, the system makes sure these two fields coincide. (always defaults as checked)
Competitor exists (check box): If a Competitor does not exist at this time, uncheck this box. If a Competitor does exist, leave it checked; in that case, the system requires that at least one Competitor be entered in the Competitor section below. When saving this opportunity, the system makes sure these two fields coincide. (defaults as checked)
Approved by Controller (check box): This field enables tracking on whether an opportunity has been approved by a controller. (defaults as unchecked and is read only by most users)