Page 16 - CRM Document rev2 I have NO clue

Sale Pipeline/Opportunities
Opportunities in Microsoft Dynamics 365 are the core record type in the Sales Process. Used by the
sales team, opportunities represent a potential sale for a specific customer.
In addition to creating a pipeline, opportunities allow organizations to track the success of Marketing
efforts by tracking sales back to the original lead source and source campaign. In the same way,
when an opportunity is lost, lost reasons and competitors can be tracked.

Sales Pipeline has 6 options depending on the complexity and type of business

General
Simple - day to day business for customers we know very well
Detailed - includes nurturing of the lead until the customer is ready to purchase &
implementation
PIP - supports the PIP process steps
VCO - supports value change process, including recording the services

MTS
Simple – basic tool package lists / quotes
Detailed – larger packages requiring support - run off (either local or international), full turn
keys, a MTS specialist or a project office

Working with Sales Pipeline and Customized Products

Details on how Sandvik works with Customized Products, follow link to Sales and Marketing
Playbook:

https://sandvik.sharepoint.com/sites/scplaybook/en-gb/Pages/Customized-Products.aspx

Minimum requirements when entering an opportunity:
Topic
Account
Description
Estimated Order Value
Estimated Close Date
Yearly Sales Potential
Competitor
Application Area

If entering an MTS opportunity … All of above, plus:
Machine Details
Number of machines

16