Commercial Intelligence
Commercial Intelligence — Opportunities
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Primary audience: sales teams, account owners, commercial leadership, and permitted executives
Purpose
Opportunities provides a portfolio view of open commercial motions and their evidence-adjusted momentum. It helps users prioritize qualification, follow-up, requalification, stakeholder coverage, and stage hygiene.
Scope controls and indicators
Period selects the commercial window. Owner limits responsibility. Stage selects open lifecycle stages. Evidence selects strength or completeness. Momentum filters rising, stable, falling, stalled, or newly detected activity.
Open Pipeline is the CRM or registered value under scope. Evidence-adjusted shows the portion supported by current evidence. Momentum Rising counts opportunities with positive recent movement. At Risk shows value and opportunities with material negative evidence.
Opportunity funnel
The funnel groups value and count by stage. Evidence and momentum overlays show whether stage progression is supported. Opening a stage displays the opportunities contributing to it.
Opportunity list and movement
Each opportunity shows account, value, stage, owner, expected close, momentum, evidence strength, last material event, open objections, and next action. Recent movement explains changes caused by new requests, objections, authority, budget, timing, relationship, or accepted next steps.
Next best actions prioritizes specific work with business reason and deadline. Pipeline by evidence strength separates strong, moderate, weak, and contradictory support. Stage hygiene checks that stage, close date, amount, buying committee, and next step have current evidence.
Actions
- Open or create an opportunity.
- Qualify, requalify, or close a candidate with a reason.
- Assign an owner or stakeholder role.
- Create a follow-up action.
- Update stage or prepare a reviewed CRM change.
- Open contradictory evidence before changing forecast.
Recommended procedure
Review at-risk value and opportunities whose stage is not evidence-supported. Confirm buying need, authority, timing, and next action. Requalify stale or contradictory opportunities rather than allowing unsupported pipeline to remain unchanged.