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SUPERION – Sales Playbook

Record Types

There are different types of opportunities that display different fields and sections. A Services only
quote, for example, is typically a quick sales process and does not require an RFP process or
Steps to Close, so those sections on the opportunity won’t display.

Opportunity Records types:
• Change Order – used to amend products and services for an existing closed/won deal

• Products and Services – default record type used by sales for net new field deals,
migrations, upgrades, and add-ons. These deals typically include a combination of license
fees, subscription, services, hardware, etc.

• Renewal – used by finance to process renewals and decommissions
• Services Only – used for add-on professional service engagements.

Field reps and CSEs will most often use the Products and Services record type when creating
opportunities.

Opportunity Page Layouts
It’s important to know that there are several different page layouts set up in the system that provide
different views into the opportunity data, depending on the record types we discussed or a user’s
role. For example, a Support Manager may need to know that an opportunity exists for a customer,
but doesn’t need to know the details. His page layout would be very different from the Sales rep
who is working the deal.

3/8/2018

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