Opportunity¶
Opportunity Management¶
Opportunity Progression is a structured approach to moving potential customer engagements through key stages of the sales or customer journey pipeline. This process involves tracking and nurturing prospects from initial qualification through to deal closure and successful onboarding.
Key aspects include:
- Collaboration among cross-functional teams to ensure seamless transitions and shared insights.
- Ongoing qualification of opportunities to maintain focus on high-potential prospects.
- Utilization of data-driven insights for prioritizing and accelerating revenue opportunities.
- Integration of various signals, such as product usage patterns and relationship strength, to inform next steps and maximize conversion rates.
By adapting to different go-to-market motions, Opportunity Progression helps organizations increase customer value and drive consistent revenue growth.
Related KPIs
| Metric | Description |
|---|---|
| Opportunity Creation Velocity (from MQL) | Opportunity Creation Velocity (from MQL) measures the average time it takes for a marketing-qualified lead (MQL) to convert into a sales opportunity. It helps track lead progression speed and sales-readiness alignment. |
Opportunity Sizing¶
"Revenue Potential Assessment is a systematic process for evaluating and quantifying the potential value and impact of a business opportunity within a go-to-market strategy. This activity includes analyzing market demand, identifying key customer segments, examining the competitive landscape, and assessing product fit. By estimating the addressable market and forecasting achievable revenue, the assessment supports the prioritization of opportunities, guides resource allocation, and informs strategic planning. Ultimately, it ensures that teams concentrate their efforts on the most promising prospects to drive business growth."
Related KPIs
| Metric | Description |
|---|---|
| Pipeline Value | Pipeline Value refers to the total potential revenue from all active opportunities in your sales pipeline. It’s a forward-looking metric that estimates the value of deals that are being pursued but not yet closed. |
Opportunity Sourcing¶
Opportunity Discovery is a systematic approach to identifying, qualifying, and prioritizing potential business opportunities that support an organization's growth strategy. This process leverages data, market signals, customer behavior, and cross-functional insights to proactively uncover new use cases, expansion possibilities, and high-intent prospects. By integrating both inbound and outbound activities, as well as utilizing digital analytics, customer success insights, and sales intelligence, organizations can maintain a continuous pipeline of well-matched opportunities for further engagement and conversion.
Related KPIs
| Metric | Description |
|---|---|
| Referral Opportunity Pipeline Contribution Rate | Referral Opportunity Pipeline Contribution Rate measures the percentage of total sales pipeline value that originates from referred accounts. It helps quantify the influence of referrals on pipeline generation and deal velocity. |