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Opportunities with multiple phases for ordering

  • 1.  Opportunities with multiple phases for ordering

    Posted 7 days ago
    Our sales members have a need to split up a large project (opportunity) until multiple opportunities in order to not have a the full revenue of the opportunity showing in a single forecast period.  For instance, they may have a $2M project, but there will not be a single order for $2M, instead there will be 4 orders placed for $500K, every 3 months.  Our forecasting is done based on the the Est. Order Date of the opportunity.

    We have a way to do this now, using a 'clone' process that we have created, but this then requires the sales person to manage multiple opportunities, with products on each one, and can cause errors on the sales members part.

    We are looking for some creative way to allow the sales member to have a single opportunity, yet indicate that it has multiple phases, including the Est. Order Date and Est. Net Revenue for each phase.  These additional phases would need to show correctly in forecast under the months for each phase.

    Any suggestions are welcome!

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    Julie Waack
    Marketing Tech Project Manager
    Haworth
    Grand Rapids MI
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  • 2.  RE: Opportunities with multiple phases for ordering

    TOP CONTRIBUTOR
    Posted 6 days ago
    Hi Julie,

    we had a similar challenge previously. My main question for you would be - are the (big) opportunities closed and signed and all you need to do is spread out the revenue? This would be similar to the challenge we were facing.

    We ended up creating a separation between our sales funnel (anything that leads to a signature) vs our revenue funnel (the actual order you are talking about). You could achieve this by creating a custom field "Opportunity Type" and then relate all the revenue opportunities to the original sales opportunity. Or you simply leverage the salesorder entity and only spread these salesorders out over the periods.


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    Sissy Bottcher
    AlphaBOLD
    San Diego CA
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    Conference-CRMUG_200x200


  • 3.  RE: Opportunities with multiple phases for ordering

    TOP CONTRIBUTOR
    Posted 6 days ago
    The simple, brute force way to do this is to create a set of estimated close date and estimated revenue date fields on the Opportunity.  The trick is you'd need to make enough to account for the maximum number of divisions you'd have.  This is reasonable and easy to maintain if you only have 4 splits, but if you get 12 splits or more, this can get onerous.

    The other trick is you would have to build a custom pipeline report (likely in PowerBI), since the out of the box pipeline reporting in Dynamics wouldn't be able to support those fields effectively.

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    Wayne Walton
    Senior Solutions Architect
    Hitachi Solutions America, Ltd.
    Atlanta GA
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    Conference-CRMUG_200x200


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