Pipeline Application Scenarios

1. Opportunity Progression Process

The sales process for an Opportunity: follow up the Opportunity — analyze customer requirements during follow-up — collect requirements via phone or onsite meetings — deliver demos and provide a Quotation — conduct commercial negotiation and prepare the Contract — manage the entire process until the Opportunity is closed-won.

1.1 Scenario Analysis

Requirements Analysis: Based on customer feedback, analyze how the Pipeline can meet the customer’s needs. The sales and implementation teams must produce solution documents and upload them under the Opportunity as requirement design attachments.

Phone Communication: Sales or implementation should call the customer to repeatedly confirm that the proposed solution aligns with the customer’s stated needs.

Onsite Communication: For complex requirements, visit the customer in person to discuss details and demonstrate a Demo.

Quotation: At this stage, sales provides a Quotation including quantity, discounts, and pricing. In the system, create a Quotation record under the Opportunity.

Commercial Negotiation: After requirements are finalized, move into commercial negotiation covering project implementation, delivery schedule, etc. In the system, record the implementation plan, final pricing, implementation start and end dates, and final deliverables.

Contract Signing: Capture the finalized documents in a Contract record in the system.

1.2 Scenario Configuration

Step One

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Step Two

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