--- sourceDocument: Yokohama Sales Customer Relationship Management sourceDocumentLink: https://servicenow-prod.fluidtopics.net/r/yokohama/order-management Release : - yokohama ft:locale : - en-US ft:publication_title : - Yokohama Sales Customer Relationship Management ft:clusterId : - omgmt bundleId : - omgmt workflow : - Customer and Industry --- # Opportunity Management # Opportunity Management {#ariaid-title1} Release version: Yokohama Updated January 30, 2025 ![](https://www.servicenow.com/docs/portal-asset/ico-clock) 2 minutes to read Summarize ![AI sparkle icon](https://servicenow.com/docs/portal-asset/ai-sparkle-icon) Summarized using AI This content was generated using new OpenAI-powered functionality. Results are provided on an as is basis and are not guaranteed to be accurate or complete. ## 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. Show full answer Show less ## 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. Figure 1. Opportunity workflow in Sales Customer Relationship Management ## Opportunity Management interface {#opportunity-management__section_e24_4nv_c1c} 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: {#opportunity-management__table_enp_xnv_c1c__entry__2} | Tab | Description | |-|-| | [Details tab](https://servicenow-prod.fluidtopics.net/crJ1KLoJ7QO~l7py~EckYw "Use the Details tab to add and view information about your opportunity, including the source and competitor.") | Add basic information for the opportunity. | | Catalog tab | Search for and add product offerings to your opportunity. | | [Needs tab](https://servicenow-prod.fluidtopics.net/X27YxCdQssiv31WzpfgyQw "Choose a needs template from the product selection guide in the product catalog to get product recommendations for sales opportunities.") | Lists the need templates that provide product recommendations for the opportunity. | | [Line Items tab](https://servicenow-prod.fluidtopics.net/HG0KOH4kHyFkcW1tC9yGtQ "Create a new product line item for your opportunity by entering the details, such as product offering and quantity.") | Add different line items to an opportunity. | | [Competitors tab](https://servicenow-prod.fluidtopics.net/JxbgD5Suosx1M8uWLJhHJw "Capture competitor details for your opportunity so that you can have winning sales conversations with your customer.") | Record competitors information. | | [Tasks tab](https://servicenow-prod.fluidtopics.net/MYnJLGCOA1Wzqyz9zDgtIw "Create opportunity tasks to capture additional details of your customer's requirements.") | Create opportunity tasks. | | Team | Create opportunity team members. Note: Following member roles (Related party types) and responsibility are shipped by default: * Account Executive * Solution Sales Executive * Price Band Approver {#opportunity-management__create-new-opportunity-team-member_ul_om2_4hx_ygc} 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](https://servicenow-prod.fluidtopics.net/0wITs4fykV_wDIULDT_hKA "Create an email to communicate to your customer the product information that meets their business requirements or the product demo as required by your customer.") | Create emails to send to the required stakeholders. | | [Quotes tab](https://servicenow-prod.fluidtopics.net/~t1BoSsKHKrrQ5cyrnXbfg "Create a quote directly from an opportunity using the Quotes tab.") | Create quotes directly from opportunities. | [Table 1. Opportunity Management tabs] {#opportunity-management__table_enp_xnv_c1c} ## Integrating pricing in Opportunity Management {#opportunity-management__section_c4y_rg1_bbc} 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](https://servicenow-prod.fluidtopics.net/crJ1KLoJ7QO~l7py~EckYw "Use the Details tab to add and view information about your opportunity, including the source and competitor.") and [Add line items to an opportunity](https://servicenow-prod.fluidtopics.net/HG0KOH4kHyFkcW1tC9yGtQ "Create a new product line item for your opportunity by entering the details, such as product offering and quantity."). Pricing in Opportunity Management provides the following benefits: * 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. {#opportunity-management__ul_qpt_xg1_bbc} To learn more about pricing, see [Pricing Management](https://servicenow-prod.fluidtopics.net/dzelPcu62AJ5okyyWFhlRw "The Pricing Management application enables your organization to set, manage, and optimize pricing strategies for any Sales Customer Relationship Management solution. These pricing strategies enable your sales team to generate opportunities, quotes, and orders with accurate and competitive pricing quickly."). ## Use the product configurator {#opportunity-management__section_zy2_hvz_p2c} The product configurator lets your agents configure products in the following ways: * Browse and add configurable product offerings from the catalog to create opportunity lines. * Select product options and view product relationships. {#opportunity-management__ul_wgx_cz3_vzb}The product configurator uses Sales Customer Relationship Management primitives to create and update opportunity lines and characteristics. ## What to do next {#opportunity-management__section_vw5_ng1_bbc} To learn about setting up Opportunity Management, see [Install and configure Opportunity Management](https://servicenow-prod.fluidtopics.net/YCDTvoClrmKykVgCEHp0TA "Install the Opportunity Management application, which enables sales agents and account executives to get pre-sales product recommendations based on customer needs. You then assign the user roles and configure related features, such as needs analysis, used in Opportunity Management.").