Sugar's Opportunities module allows you to track individual sales and their line items from start to finish. Each opportunity record serves as a header for a group of revenue line items as well as relating to other important records such as quotes, contacts, etc. Each revenue line item is the prospective sale of a particular product and includes relevant sale data. Each revenue line item will typically progress through several Sales Stages until it is marked either "Closed Won" or "Closed Lost". The Opportunity record reflects the amount and expected close date of its revenue line items. Opportunities and revenue line items can be leveraged even further by using Sugar's Forecasts module to understand and predict sales trends as well as focus work to achieve sales quotas. For more information on the Forecasts module, please refer to the Forecasts documentation.

Note: If your instance is configured to use opportunities alone without revenue line items, please refer to the Opportunities documentation in the Sugar Professional Application Guide. For more information about changing your opportunities model via Admin > Opportunities, please see the Opportunities Configuration documentation in the Administration Guide.

You can view opportunity information in opportunity-based dashlets such as "My Closed Opportunities". Clicking an opportunity's name or bubble from any dashlet will open the Opportunities record view while hovering on the bubble will display key details in a tooltip. For more information on using dashlets and viewing opportunity records via dashlets, please refer to the Dashboards and Dashlets documentation.

This documentation will cover information and actions specific to the Opportunities module. For instructions concerning views and actions which are common across most Sugar modules, such as creating, editing, and deleting calls, please refer to the Working With Sugar Modules section of this page. 

Please note that you will only be able to see opportunity records as allowed by your team membership, user access type, and assigned roles. For more information on teams and roles, please refer to the Team Management and Role Management documentation in the Administration Guide.

Note: The Opportunities module is not available for Sugar Serve users. For more information on license types and the functionality available for each type, refer to the User Management documentation.

Field	Description
Account Name	The account to which the opportunity belongs
Assigned to	The Sugar user assigned to the opportunity
Best	Calculated as the total of Best values of all related revenue line items, the opportunity's most optimistic total amount. The amount will display in the system default currency or, if your Show Preferred Currency option is enabled on your user profile, in your preferred currency. If the record's selected currency differs, you will also see a grey box with the value displayed using the record's selected currency. For more information, please refer to the Currencies and Opportunities section of this page. Note: The Best value for related revenue line items in a sales stage of "Closed Lost" will not be included in the calculation.
Campaign	The campaign, if any, from which the opportunity originated Note: This is an optional field as not all opportunities will have a campaign.
Comment Log	A shared log of messages, comments, or other text, including the name of the user that added the log entry and the date and time it was added. It is possible to tag other users and link to other Sugar records in Comment Log entries by inserting a clickable pill; see the User Interface documentation for more details.
Date Created	The date the opportunity record was created
Date Modified	The date the opportunity record was last modified
Description	A description or other information about the opportunity
Expected Close Date1	Calculated as the last expected close date of all open related revenue line items. It will not include closed records in the calculation until all related revenue line items are either "Closed Won" or "Closed Lost".
Integration Sync ID	The sync key field used by external integrations to identify Sugar records in the external application. See the Integrate REST API endpoints in the Developer Guide for more details on how to use this field.
Lead Source	The source (e.g. Trade Show) from which the opportunity originated
Likely	Calculated as the total of Likely values of all related revenue line items, the opportunity's most probable total amount. The amount will display in the system default currency or, if your Show Preferred Currency option is enabled on your user profile, in your preferred currency. If the record's selected currency differs, you will also see a grey box with the value displayed using the record's selected currency. For more information, please refer to the Currencies and Opportunities section of this page. Note: The Likely value for related revenue line items in a sales stage of "Closed Lost" will not be included in the calculation.
Next Step	The succeeding stage of the opportunity's sales cycle
Opportunity Name	The name of the opportunity
Predictions	Displayed as a column in the Opportunities list view for Sugar Sell instances with SugarPredict enabled, this field shows the opportunity win likelihood scores for each record.
Renewal Badge (unlabeled)	For opportunities with open and renewable revenue line items, a badge will appear next to the opportunity's name with the date that the next renewal term begins.
Sales Stage1	The opportunity's current sales stage (e.g. Prospecting, Qualification, etc.), calculated based on the open related revenue line items. It will not include closed records in the calculation until all related revenue line items are either "Closed Won" or "Closed Lost".
Service Duration1	Calculated as the longest service duration of all open related service revenue line items. It will not include closed records in the calculation until all related revenue line items are either "Closed Won" or "Closed Lost".
Service Start Date1	Calculated as the earliest service start date of all open related revenue line items, available only when marked as a "Service". It will not include closed records in the calculation until all related revenue line items are either "Closed Won" or "Closed Lost".
Status	Calculated based on the sales stages of the related revenue line items, the current status of the opportunity (e.g. New, In Progress, etc.)
Teams	The Sugar team(s) assigned to the opportunity record
Type	The type (e.g. new business, existing business) of opportunity
Update Open Revenue Line Items1	Available in edit mode, enabling the control and cascading of values to open revenue line items
Worst	Calculated as the total of Worst values of all related revenue line items, the opportunity's least optimistic total amount. The amount will display in the system default currency or, if your Show Preferred Currency option is enabled on your user profile, in your preferred currency. If the record's selected currency differs, you will also see a grey box with the value displayed using the record's selected currency. For more information, please refer to the Currencies and Opportunities section of this page. Note: The Worst value for related revenue line items in a sales stage of "Closed Lost" will not be included in the calculation.

¹ For more information on these fields, please review the Cascading Values on Opportunity section of this page.

Opportunities Tile View

Tile View allows users to visualize and engage with their opportunities in an intuitive drag-and-drop interface. Users can drag a tile from one column to another to change its status or change the expected close date from one month to the next.

To access Tile View, navigate to the Opportunities list view and click on the Tile View icon next to the search bar:

When using Tile View for the Opportunities module, you can toggle between two group-by options: Opportunities by Time and the group-by option configured by your administrator. By default, the second grouping is Opportunities by Sales Stage, but your admin may have configured a different grouping such as Opportunities by Lead Source:

For more information on using the Tile View, refer to the User Interface documentation. For information on configuring Tile View layouts and groupings, refer to the Tile View Settings documentation in the Administration Guide.

Tile View With Revenue Line Items

Instances that leverage the Revenue Line Items module will enjoy added benefits when using Tile View. Instead of updating the sales stage and expected close dates in each revenue line item in an opportunity one-by-one, users can update all of an opportunity's revenue line items at once; Dragging an opportunity from one column to another will update all of the opportunity's open revenue line items in one quick action.

When interacting with Opportunities Tile View in an instance using revenue line items, keep in mind the following rules:

• When an opportunity has more than one revenue line item and those line items have different sales stages, the opportunity will show up in the column associated with the latest (right-most) sequential sales stage that is not Closed Won or Closed Lost.
• Opportunities with all line items in the Closed Lost stage will appear in the Closed Lost column.
• Opportunities with all line items in either closed stage and at least one of them are Closed Won will appear in the Closed Won column.
• Moving an opportunity from one sales stage to another in Tile View will update all open revenue line items in the opportunity to the new sales stage.
• Moving an opportunity from one month to another in Tile View will update the expected close dates for all of its open revenue line items to the last day of the month that it is moved to.

Revenue Line Items and Opportunities

When creating a new opportunity, you will be required to also create at least one revenue line item. This is because the opportunity serves as a header for a set of revenue line items, and the opportunity's amount and probability fields are roll-ups of this revenue line item data. For more information about revenue line items, please refer to the Revenue Line Items documentation.

Please note that the related revenue line item(s) in the subpanel determine the value for certain Opportunity fields (e.g. Status, Expected Close Date, Likely, etc.). The opportunity's Status field will be "New" until a revenue line item is added. It will then remain "In Progress" until all of the related revenue line items are closed. If all related revenue line items are "Closed Won", then the parent opportunity will also be marked "Closed Won". If all related revenue line items are "Closed Lost", then the opportunity will also be marked "Closed Lost". The opportunity's Expected Close Date field will automatically reflect the latest close date of its open related revenue line items. Throughout the opportunity's life cycle, the opportunity's amount fields (Likely, Best, Worst) will be automatically populated as the total of the corresponding fields on its related revenue line items.

Note: The Expected Close Date, Sales Stage, and Service Start Date fields will not include values from closed revenue line items until all are either "Closed Won" or "Closed Lost".

Cascading Values on Opportunity

Four fields on the opportunity record have the ability to push values to the related revenue line item records' corresponding fields. The Expected Close Date, Sales Stage, Service Start Date, and Service Duration fields all appear with an "Update Open Revenue Line Items" checkbox when editing the opportunity. The feature is available when editing the record via the opportunities list view, subpanel, preview view, or record view, as shown here:

Note: The cascading fields are read-only when initially creating an opportunity. 

Services and Renewable Revenue Line Items

Opportunities can have line items that represent services or subscriptions that may be sold with a defined start and end date and that may be renewed on a regular basis. When these fields are used in Sugar Sell, the renewable services will get automatically added to the future pipeline as they are sold and can be tracked via the Renewals Console.

Note: You must use Sugar Sell with revenue line items enabled to take advantage of pipeline renewal automation functionality.

To designate a revenue line item as a service, simply place a checkmark in the Service field. This can be configured for product records in the Product Catalog module or one-off on the revenue line item, as shown here:

If no product catalog record is selected, and the revenue line item is marked as a service, the Service Duration, Service Start Date, and Renewable fields will become editable. If a product is selected from the Product Catalog, the Service and Service Duration field values will automatically populate from the related product record. Additionally, if the Lock Duration field is checked on the related product catalog record, the Service Duration field cannot be modified on the revenue line item record. The Service End Date will automatically calculate based on the values in the Service Duration and Service Start Date fields. For more information on creating and managing records in the Product Catalog, please refer to the Product Catalog documentation in the Application Guide.

As mentioned above, once a product or line item is set as a "Service", the "Renewable" field becomes an additional option. For Sugar Sell, placing a checkmark in the Renewable field will tell Sugar to enable pipeline automation for the parent opportunity. With pipeline automation, Sugar Sell will automatically create a new opportunity for you when the parent opportunity changes to the Closed Won status. Keep in mind that a new opportunity will only be created when the opportunity contains a revenue line item that meets the following criteria:

• Service = Yes
• Renewable = Yes
• Sales Stage = Closed Won

Note: To be identified as "renewable" by Sugar Sell's pipeline automation engine, the user who closes an opportunity with renewable line items must be a Sugar Sell user or else the pipeline automation will not initiate.

On the new opportunity, the Expected Close Date, Service Start Date, Service Duration, and Service End Date will roll over to succeed the dates from the originating revenue line item. For example, when an opportunity is won for one year of renewable service that starts on January 1, 2020, a new opportunity will be created by Sugar Sell to track the renewable service that will start on January 1, 2021. If the renewal revenue line item is related to a product catalog record, the Currency, List Price, Cost Price, and Unit Price is inherited from the product catalog record, and not from the closed won revenue line item. This automation ensures that the renewal pipeline is constantly updated as you close business, saving you the time it takes to manually create opportunities for renewals. Your closed and upcoming renewals can then be tracked via Sugar Sell's Renewals Console.

Note: For Sugar Sell users, the Renewal Revenue Line Item field, representing a *:1 relationship to Revenue Line Items and not on the layout by default, will automatically populate with the renewal revenue line item record. 

Revenue Line Items Subpanel

The Revenue Line Items subpanel contains all line items which make up this opportunity. Every opportunity must have one or more related revenue line items, and each revenue line item must belong to an opportunity. Because of this, there is no "Unlink" option in the Record Actions Menu to the right of each row. A quote can be generated from one or more of an opportunity's revenue line items from this subpanel. For more information, please refer to the Generating Quotes From Revenue Line Items section of this page.

While the Revenue Line Items subpanel appears to be a typical subpanel on existing opportunities, it behaves uniquely when creating new opportunities, as explained in the following section, Creating Opportunities With Revenue Line Items.

Creating Opportunities With Revenue Line Items

When creating an opportunity, you can create one or more revenue line items in the subpanel that appears beneath the opportunity:

The Revenue Line Items subpanel allows the following operations when creating a new opportunity:

• Scroll horizontally within the subpanel to view all available revenue line item fields.
• To add additional line items to the opportunity, click the Plus button to the right of the row. The current Revenue Line Item row will be validated when adding a new row to ensure that all required fields and data are entered properly.
• To remove any revenue line items from the opportunity, simply click the Minus button to the right of the row. Please note that you cannot remove the topmost revenue line item as at least one related revenue line item is required for the opportunity to save. Instead, simply edit the row to contain the correct details.

Note: Users can add revenue line items based on a product catalog item using their preferred currency (e.g. Euro) instead of the product catalog item's currency by enabling the Create Revenue Line Items in Preferred Currency option in their user profile. 

After the opportunity is saved, the revenue line item(s) will appear in the Revenue Line Items subpanel in the opportunity's record view.

Product Catalog Dashlet

The Product Catalog dashlet provides users with a simple way to access the Product Catalog directly from the opportunity record and instantly add products from the catalog as revenue line items. The Product Catalog dashlet is located next to the opportunity when creating a new opportunity and also on the Opportunities Record Dashboard on an opportunity's record view.

The following sections explain the various features and components of the Product Catalog dashlet. For detailed steps on creating revenue line items via the Product Catalog dashlet, please refer to the Creating Revenue Line Items via Product Catalog Dashlet section of this page.

Note: The Product Catalog records must be created before users can select products when adding line items. As of Sugar 10.0, the Product Catalog, Product Categories, Product Types, and Manufacturers modules are accessible by all users. For more information on adding and modifying products in the product catalog, please refer to the Product Catalog documentation. When you select an item from the Product Catalog dashlet, the line item's tax class, cost, and manufacturer information will be pre-filled by values set by your administrator and therefore cannot be edited.

Viewing Products and Categories via Dashlet

In the Product Catalog dashlet, product categories are represented as folders and are organized to reflect the structure of the customer's category hierarchy. Users can search for products and categories and click on individual folders to reveal the products contained in each category. To close an expanded category folder, click on the open-folder icon.

Simply click on a product name to instantly add the product to the opportunity. The new line item will be pre-populated with values specific to the product and can be edited for quantity, discount, or unit price prior to saving. For more information, please refer to the Creating Revenue Line Items via Product Catalog Dashlet section of this page. 

Searching for Products and Categories via Dashlet

Users can also search for products using the Search field on the Product Catalog dashlet.

Upon entering a search term, a list of matching product categories and matching products will be shown in the dashlet. If the user clicks on a category (e.g. a folder) in the list of search results, all products in the category are loaded, not only the products that match the search terms.

Previewing Products via Dashlet

Click on the icon next to a product name to view the complete details of its Product Catalog record:

After clicking the icon, the record's detail view opens. Click the "Add" button to add it to the opportunity as a revenue line item. To close the Product Catalog record's details without adding the product as a line item, click the "Cancel" button.

Favoriting Products via Dashlet

For products in the product catalog that you use often and would like easier access to, you can mark the product as a favorite when viewing the details of the record. Simply click the star icon to the right of the product's name in the upper left of the record view to designate it as a favorite. If you wish to remove the product as a favorite, click the star again to revert it to white. To close the product catalog record's details, simply click the Cancel button. After a product is marked as a favorite, it will appear under the Favorites tab of the Product Catalog Quick Picks dashlet.

Creating Revenue Line Items via Product Catalog Dashlet

If you need to add a line item for a product that is in the Product Catalog, you can easily find and select the product directly from the Product Catalog dashlet, which is located next to the opportunity record when creating a new opportunity and also on the Opportunities Record Dashboard from an opportunity's record view. For more information on searching for products and interacting with the dashlet, please refer to the appropriate Product Catalog Dashlet subsections on this page.

Note: The Product Catalog records must be created before users can select products when adding line items. As of Sugar 10.0, the Product Catalog, Product Categories, Product Types, and Manufacturers modules are accessible by all users. For more information on adding and modifying products in the product catalog, please refer to the Product Catalog documentation. When you select an item from the Product Catalog dashlet, the line item's tax class, cost, and manufacturer information will be pre-filled by values set by your administrator and therefore cannot be edited.

Use the following steps to add a revenue line item to a new or existing opportunity using the Product Catalog dashlet:
Note: You can follow the same steps below to add a line item using the Product Catalog Quick Picks dashlet.

1. Create a new opportunity record via any of the various creation methods explained in the User Interface documentation or navigate to a previously saved opportunity. For this example, we will select "Create Opportunity" from the Opportunity module's tab menu.
   • To view and use the Product Catalog dashlet with existing opportunity records, simply expand the opportunity's record-view dashboard (if needed) by clicking on the double-arrow icon next to the record's Edit button and then select the Opportunities Record Dashboard or any other dashboard that has been configured to display the Product Catalog dashlet.
2. On the Create screen, enter the general opportunity information in the form's fields.
3. The Product Catalog dashlet will be displayed to the right of the opportunity. When you are ready to add a new revenue line item, click on any product name in the dashlet to add it as an editable revenue line item. 
   Note: Users can add revenue line items based on a product catalog item using their preferred currency (e.g. Euro) instead of the product catalog item's currency by enabling the Create Revenue Line Items in Preferred Currency option in their user profile.
   
   For more information on searching for and adding products as line items, please refer to the appropriate Product Catalog Dashlet subsections of this page.
   • For previously saved opportunities, clicking a product name will reveal a quick-create revenue line item record populated with the product's part number and unit price, which are copied from the Product Catalog. 
4. Use the scroll bar to view all of the line item's available fields. Modify the Quantity field if the default value of "1" is not correct. Please note that users may enter line items with a quantity of zero to denote optional products, previously-paid items, or to handle other situations. Rows with zero quantity will not affect the value of the opportunity.
   
5. Click "Save" to save the opportunity and revenue line items together or, for existing opportunities, to add the line item to the Revenue Line Items subpanel.

Product Catalog Quick Picks Dashlet

The Product Catalog Quick Picks dashlet provides easy access to products in the product catalog that you recently used or marked as favorites. The dashlet consists of two tabs (Recently Used, Favorites) and is located to the right of the page when creating a new opportunity, as well as in the Opportunities record view intelligence pane. If the dashlet is not displayed in the intelligence pane, you can add the dashlet by editing the dashboard. For more information on adding dashlets, refer to the Dashboards and Dashlets documentation. The Recently Used tab allows you to see a list of products from the product catalog that you most recently added to an opportunity as a revenue line item. While the Favorites tab displays a list of products that you have marked as favorites. For more information on marking products as favorites, refer to the Favoriting Products via Dashlet section of this page. 

You can select products directly from the Product Catalog dashlet or the Product Catalog Quick Picks dashlet to instantly add it as a revenue line item to an opportunity. For more information on adding revenue line items to new or existing opportunities using the Product Catalog dashlet, refer to the Creating Revenue Line Items via Product Catalog Dashlet section of this page. Please note that you can follow the same steps to add revenue line items using the Product Catalog Quick Picks dashlet. Once the product is added as a revenue line item, you can refresh the page and it will appear under the Recently Used tab of the Product Catalog Quick Picks dashlet. The dashlet will display up to 10 products that you most recently used across opportunity records.

Favoriting Products via Dashlet

In addition to favoriting a product when viewing the details of the record via the Product Catalog dashlet, you can also mark a product listed in the Product Catalog Quick Picks dashlet as a favorite. Simply click the icon to the left of the product's name under the Recently Used tab to access the product catalog record.

Click the star icon to the right of the product's name in the upper left of the record view to designate it as a favorite. If you wish to remove the product as a favorite, click the star again to revert it to white. To close the product catalog record's details, simply click the Cancel button.

After a product is marked as a favorite, it will appear under the Favorites tab in alphabetical order. By default, the dashlet displays 8 products per page, and you can use the arrows and numbers to view additional favorited products. You can easily select a product under the tab to add as a revenue line item to new or existing opportunities. Simply follow the steps covered in the Creating Revenue Line Items via Product Catalog Dashlet section of this page using the Product Catalog Quick Picks dashlet. 

Importing Opportunities

The import function allows you to push multiple opportunity records into Sugar using a .csv file instead of creating them one-by-one. When an opportunity is imported into Sugar, at least one revenue line item must also be imported and related to the opportunity in order to populate the amounts (e.g. best, likely, etc.), Expected Close Date, Sales Stage, Service Start Date, and Service Duration fields on the opportunity record. When you are importing opportunity and revenue line items, please be sure to import your opportunities first, followed by your revenue line items. Each revenue line item row must include its parent opportunity's ID as well as values for its amount fields (i.e. Best, Likely, Worst). For more information on importing, please refer to the Import documentation.

Quotes and opportunities both track sales throughout their lifecycle, but the two modules serve different purposes. Quotes allow you to communicate the details of a sale with customers while opportunities allow you to forecast potential sales and the possible ranges of their dollar amounts. To aid in using both modules, Sugar allows you to generate an opportunity from a quote as well as to generate a quote from a set of revenue line items.

To generate an opportunity including its set of revenue line items from a quote, choose "Create Opportunity from Quote" from the quote record's Actions menu.

Note: Quotes that are already "Converted" (as indicated by the badge adjacent to the quote's name in the example pictured here) cannot be re-converted into an opportunity. The "Create Opportunity from Quote" menu option will be grayed out when the quote's badge is Converted.

After selecting the Create Opportunity... option, you will be navigated to the newly created and saved opportunity, which will be pre-populated with the original quote's values in the Name, Account Name, Expected Close Date, Best, Likely, and Worst fields. In addition, the opportunity's Type will default to "New Business" and the Status to "In Progress".

The quoted line items related to the original quote will be copied to the new opportunity as revenue line items. By default, the Sales Stage values for the revenue line items are set to "Proposal/Price Quote", the Probability to "65%", and the Type to "New Business".

Because the probability defaults to 65%, the revenue line items will, by default, have a Forecast field value of "Exclude," meaning they will not be included in forecasts. You can edit the revenue line items and the opportunity record to modify any of these values as needed. The originating quote will be related to the new opportunity and can be found in the Quotes subpanel on the opportunity's record view.

For more information on creating an opportunity from a quote, please refer to the Creating Opportunities from Quotes section of the Quotes documentation.

Generating Quotes From Revenue Line Items

Quotes may be generated from one or more of an opportunity's revenue line items via the Opportunities record view's Revenue Line Items subpanel.

Use the following steps to generate a quote from an opportunity's Revenue Line Items subpanel:

1. Navigate to the Revenue Line Item subpanel on an opportunity's record view.
2. Select the revenue line items you wish to include on a quote.
3. Choose "Generate Quote" from the subpanel's Actions menu.
   
4. The new quote is opened in record view to allow additional changes. Make any necessary changes to the quote's fields then click "Save" to finalize the new quote record.

The quote record is automatically generated with a quoted line item record for each revenue line item record. For more information, please refer to the Quotes and Quoted Line Items documentation.