Opportunity Management
Summarize
Summary of Opportunity Management
The ServiceNow® Opportunity Management application is designed to help sales agents and account executives analyze customer needs and generate tailored product recommendations for potential customers. It transforms minimal lead information into detailed opportunities by capturing comprehensive product or service data based on customer needs, enabling more informed sales conversations.
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Opportunity Management Interface
The application integrates seamlessly with the Product Catalog and product configurator, allowing sales agents to efficiently build and manage opportunities. The interface includes multiple tabs that organize critical information and activities:
- Details: Add basic opportunity information.
- Catalog: Search and add product offerings.
- Needs: View need templates offering product recommendations.
- Line Items: Add multiple line items to the opportunity.
- Competitors: Record competitor information.
- Tasks: Create and manage opportunity-related tasks.
- Team: Manage opportunity team members with predefined roles such as Account Executive, Solution Sales Executive, and Price Band Approver; additional roles can be configured.
- Contacts: Associate contacts with the opportunity.
- Emails: Compose and send emails to stakeholders.
- Quotes: Generate quotes directly from opportunities.
Pricing Integration
Opportunity Management integrates with the pricing engine to automatically calculate unit and total prices based on product offerings added to an opportunity. This integration delivers key benefits:
- Revenue forecasting: Enables evaluation of total opportunity value to support resource and budget planning.
- Deal prioritization: Helps sales teams focus on opportunities with higher financial impact and margins.
- Negotiation enhancement: Provides real-time pricing insights to tailor offers that satisfy customer needs while protecting profitability.
Product Configuration
The built-in product configurator allows agents to:
- Browse and add configurable product offerings from the catalog.
- Select product options and understand product relationships.
- Create and update opportunity lines and characteristics directly within the sales workflow.
Next Steps
To implement and optimize Opportunity Management for your organization, refer to the installation and configuration guide for detailed setup instructions.
The ServiceNow® Opportunity Management application enables your sales agents and account executives to analyze customer needs and generate product recommendations for potential customers.
An opportunity in Sales Customer Relationship Management provides maximum information about a product or service based on the needs of a customer (called a qualified lead). A lead for a product is the minimal information that a sales agent uses to advance the conversation with a potential customer and create an opportunity.
Opportunity Management interface
The Opportunity Management application is integrated with the Product Catalog and product configurator to help sales agents access product offerings to build opportunities easily and conveniently. The Opportunity Management interface contains the following tabs:
| Tab | Description |
|---|---|
| Details tab | Add basic information for the opportunity. |
| Catalog tab | Search for and add product offerings to your opportunity. |
| Needs tab | Lists the need templates that provide product recommendations for the opportunity. |
| Line Items tab | Add different line items to an opportunity. |
| Competitors tab | Record competitors information. |
| Tasks tab | Create opportunity tasks. |
| Team | Create opportunity team members. Note: Following member roles (Related party types) and responsibility are shipped by default:
Additional roles can be configured; however, user access through these roles via the responsibility framework is supported starting from the Zurich Patch 3 release. |
| Contacts | Create opportunity associated contacts. |
| Emails tab | Create emails to send to the required stakeholders. |
| Quotes tab | Create quotes directly from opportunities. |
Integrating pricing in Opportunity Management
Opportunity Management integrates with the pricing engine to consume the default price list and displays the total price and unit price of product offerings in your opportunity.
Based on the prices of product offerings (POs) that are added to the opportunity, the total price values are auto-calculated. For more information, see Add and view the details of an opportunity and Add line items to an opportunity.
- Revenue forecasting: The pricing engine helps agents evaluate an opportunity's total worth by computing the combined prices of each offering included, which in turn helps teams to strategize resource or budget allocation for deals.
- Deal prioritization: By analyzing the potential revenue of each opportunity, your sales team can focus on the deals based on their financial impact. For example, teams can focus on deals with higher potential revenue and higher margins.
- Negotiation enhancement: The pricing engine gives your sales team real-time pricing insights, which enhances the negotiation process by enabling your sales team to tailor offers that meet customer needs while maintaining profitability.
To learn more about pricing, see Pricing Management.
Use the product configurator
- Browse and add configurable product offerings from the catalog to create opportunity lines.
- Select product options and view product relationships.
What to do next
To learn about setting up Opportunity Management, see Install and configure Opportunity Management.