Opportunities in Microsoft Dynamics 365 are the core record type in the sales process. Used by the sales team, opportunities represent a potential sale for a specific customer. The creation of an opportunity adds this potential sale to the sales pipeline and therefore puts it on the radar of the sales manager who may be holding the team responsible for the progress of opportunities. In addition to creating a pipeline, opportunities allow organizations to track the success of marketing efforts by tracking sales back to the original lead source and source campaign. In the same way, when an opportunity is lost, lost reasons and competitors can be tracked. Organizations that determine the product catalog fits their requirements can optionally use the product catalog. Elements of Opportunities Opportunities have quite a few fields out-of-the-box, but most organizations use these core fields to indicate the progress of an opportunity. Estimated Close Date: Entering this date allows organizations to see when potential revenue might land or when resources need to be allocated. It can be used to trigger automation. Estimated Revenue: It can be entered manually by the sale executive or system generated via the product catalog. This value is used in the Sales Pipeline report. Status: Open, In Progress, On Hold, Won, Lost, Out-Sold, Cancelled Owner: Indicates who is responsible for this Opportunity. Owner assignment can be for a specific user or a team. Ownership can be changed by editing this field, or by using the Assign button in the command bar. Topic: If the Opportunity is created from qualifying a lead then the topic of the Opportunity carries over from the Topic data on the lead. The topic is the name of the Opportunity and can include whatthey are interested in. Potential Customer: Depending on your business model, opportunities can either be associated with a contact or an account, or both. Associating an opportunity with the appropriate customer allows organizations to track the potential, won, and lost business with specific customers. This relationship also allows organizations to track all activities related to opportunities at the customer level (they roll up). Product Line Items: If your organization is using the product catalog, this is where you can tie products to the Opportunity. Products associated with an Opportunity will pull into any Quotes, Orders, Invoices generated from the Opportunity. Price List: If you are using the Product Catalog and want to add products to an Opportunity you must configure a Price List and select it here first. Revenue: User Provided or System Calculated Quotes: Create a Quote from an Opportunity. Any products listed in the Product Line Items section will automatically be added to the Quote. Work Order Type: Which type of field service work order is associated with this Opportunity. New Sub Grids on the Opportunity Form Another significant change is that there are 4 new panes or sub grids on the lead/opportunity form: Posts/Activities/Notes, Stakeholders, Sales Team, and Competitors. In the Posts/Activities/Notes section you are able to integrate with Yammer. This pane will include all the social activities for your Opportunity. You can also add a Phone Call,Task, Email, Appointment, or Booking Alert quickly by clicking on ACTIVITIES. The Stakeholders sub gird allows you to quickly indicate who the stakeholders are; it allows you to search contacts in the database and then assign them a role: Champion, Decision Maker, Economic Buyer, End User, Influencer, Stakeholder, and Technical Buyer. The Sales Team sub grid allows you to quickly add other internal users to the opportunity. This shows you who else is working on this opportunity besides the owner of the opportunity. Once you lookup and add a user to the Sales Team you are able to assign them a role: Account Manager, Delivery Professional, Industry Expert, Sales Professional, Service Professional, Technical Sales Professional, and Territory Manager. The Competitors sub grid enables organizations to track information on Competitors. When tracking Competitors organizations can collect data that shows which opportunities they have lost or won opportunities from and what the value of those Opportunities was.