Opportunity Configuration
Naviga administrator can setup Opportunity Types, Stages and Master Stages in Opportunity Configuration. Navigate to the following in the CRM module -> Setup -> Opportunity Configuration.
Opportunity Types
Opportunity types in Naviga Ad CRM are configurable. Historically, there were Advertising types, Exhibition types, or both, but since 2023.1, these are now configurable. Additional Opportunity Types can be added by typing in the ID and Description and clicking the plus to add it. If your sites does not use one of the older Opportunity types they can be deleted. If it had been used in the past and you no longer wish to use it, instead of deleting, you can mark it as inactive. Inactive types will not be available for creating new opportunities, but will be available for reporting (sorted at the bottom of the list with [Inactive] indication.
Click and drag the three lines to the left of the opportunity type to reorder into your preferred sort. Scroll down and save the changes.
Opportunity Stages and Master Stages
Opportunities are defined by stages, according to the status of the negotiations with the client. For example, a stage can be in the beginning stage of cold calls and might be given a weight of 10%, then moved to a more advanced stage as talks progress to 25% and so forth. Each stage can be defined by a name which the user can choose in the opportunity screen. Each Opportunity Type can have its own unique stages. Sites already using CRM prior to 2023.1 will see their current opportunity stage setup for each Opportunity type converted over to this new structure with the upgrade.
To allow for reporting across all Opportunity Types, each Opportunity Type now will also be able to be linked to a Master Stage. If you choose to not set up master stages your system will still work as it did in previous releases, but you will only be able to see the Pipeline report one opportunity type at a time. If you have several opportunity types, it may be cumbersome to understand the full picture of all Opportunities.
First, Create the Master Stages:
Enter an ID and a Description for the Master Stage (ID does not have to be numeric as in the example)
Check the box if you wish for this stage to be included in the pipeline. You may wish to exclude some stages from the pipeline, for example lost or won stages are typically not considered to be in pipeline.
Select the Stage type (Open, Won or Lost)
Select the Lead Qualification for this stage (Open, Qualified or Disqualified, for those using Naviga leads functionality to track pre-opportunity sales progress)
Enter the probability of the deal closing
Click the plus sign to add to the list and repeat above steps until you have all necessary stages created
Drag and drop the 3 lines
to arrange the sort order for these master stages.
Save
Once you have created the Master Stages, then create the Opportunity Stages.
Select the appropriate Opportunity type at the top
Enter an ID and a Description for the Master Stage
Check the box if you wish for this stage to be included in the pipeline
Check the box if the stage is ready for Ad Ops. Items in this status will display in the Ops Dashboard.
Select the Stage type (Open, Won or Lost)
Select the Lead Qualification for this stage (Open, Qualified or Disqualified)
Select the appropriate Master Stage to display when viewing all opportunity types together in a report.
Enter the probability of the deal closing for this stage
Click the plus sign to add to the list and repeat above steps until you have all necessary stages created
Drag and drop the 3 lines
to the left of the stage to arrange the sort order for these master stages.
Save
Repeat these steps for each Opportunity Type that you have created.
Opportunity Pricing
This is default Exhibition pricing of an opportunity. The Ad pricing is determined while creating the opportunity products for a campaign. Click the node Opportunity Pricing – Exhibition. Click the dropdown menu to choose the exhibition to use in the opportunity. Choose the space type and unit pricing and save the settings.
This will force the price to display as chosen here for this matching type on the opportunity page
User Defined Fields
An Administrator can setup the user defined fields which user chooses in the opportunity screen. These can be text, numeric, dates or multi select fields. To do navigate to the CRM menu Setup -> Opportunity Configuration-> User Defined Fields and expand the + sign next the node.
Text/Integer Fields: These are the fields which can include characters or integers without decimals. Click the drop down “Select Field ID” and choose the first available field. Enter a custom name for the field. If you wish for this field to display as a multi-line text box, click Yes for Allow Multi-Line Text. The field can be marked as inactive if it should no longer be displayed
For example, the screenshot below shows some options. In the value field enter “1” and then a description “Option 1”. Click + to add. Repeat the step by adding other values and save.
Navigate to the opportunity screen and note the UDF listed for user to choose any value from the ones created above.
User can also use the field to enter a free entry form for a numeric or text entry which has no options to choose from. To do so, choose a field ID which is not occupied, then enter a field name only. For example, budget.
Navigate to a new opportunity, and note the new field listed allowing the user to enter a free form, even numeric but without decimals.
Money/Decimal Fields: User can enter a decimal number by choosing this field. The administrator can follow the steps above to create a new field. This field, by default, allows users to enter the decimals.
Date Fields: Administrator can select a field ID and enter a label for the field, for example, purchase date.
This will appear on the opportunity screen as a calendar pop up for user to choose from.
Multi-Select Fields: Administrator can create a field where user can choose multiple values for one field. Select the free field ID, and then add the different values as in step 1. Save the UDF settings. Navigate to the opportunity screen and note that the values created are all listed as check boxes to choose one or all.
Save the values on the opportunity.
Testing Notes for Stages / Master Stages
You will only see the below option for “All Opportunity Types (Master)” if you have set up Master Stages and linked them to your stages for each Opportunity Type.
If you do not see the option for “All Opportunity Types (Master)” and would like to, follow these steps:
Navigate to Opportunity Type Setup (CRM Module -> Setup -> Opportunity Configuration)
Note: default Opportunity Types after upgrading will be Ad, Exhibition, or Advertising / Exhibition.
These were previously the hard-coded opportunity type options. If you were previously only using one of the options, you will be able to delete the unused opportunity types. If there are opportunities using that type, you will receive an error message.
Add any additional opportunity types needed for your business.
Navigate to Opportunity Master Stages and set up as many master Stages as you need
Navigate to Opportunity Stages and ensure that there is a master stage for every opportunity stage for each opportunity type.
Navigate to your Opportunity Pipeline Review report
When viewing in the Master view, the stages displayed will be the master stages
User Defaults
Naviga administrator can setup many of the fields in opportunity screen to default or to be entered by the user. Opportunity required fields can be set under Group Security.
Default Opportunity Type
Navigate to the Setup menu in the CRM module Setup -> User Security -> Access Control node. Click the drop- down menu Default Opp. Type and choose the type. The types displayed in the dropdown will be dependent on the types of opportunities setup previously.
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