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Modifying the opportunity case type

Updated on May 7, 2021

Modify an Opportunity case type to adjust the sales process to your business needs. Add stages and steps to reflect particular actions of the process.

The sales methodology for Pega Sales Automation does not force sales representatives to follow processes in a fixed sequence. As a result, all the processes within the different stages of an opportunity are modeled as optional processes. You can update the case type rule for your implementation to use optional processes or a combination of automatically launched and optionally launched processes within each stage.

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You can launch processes from completed stages. Review the chevron view on stages by using the Live UI and clear the EnablePastStages check box to disable links from completed stages.

The StageChevronView section renders the overall case life cycle and includes a crmDisplayStages section that displays the stages and processes within a stage. This section is parametrized to enable or disable links for optional processes from completed stages.

Mandatory processes are modeled as automatically launched processes. You can update stages, steps, and validations from case designer.

Adding stages to an Opportunity case type

Modify the Opportunity case type by adjusting its stages to suit your business needs and compete the sales process.

A stage represents a unique phase in your sales process, for example, the qualification or proposal phase.
  1. In the navigation pane of App Studio, click Case types.
  2. Optional: To modify the Pega Sales Automation for Financial Services opportunities, modify the following cases for particular market segments:
    • For Retail Banking, modify the PegaSAFS-Work-Opportunity-Ind case type rule.
    • For Small/Medium Business, modify the PegaSAFS-Work-Opportunity-Biz-SMB case type rule.
    • For Wealth Management, modify the PegaSAFS-Work-SAFS-Opportunity-Ind-Wealth case type rule.

    When you create stages and steps for an opportunity or an individual opportunity, ensure that all stages are primary stages and all steps are optional processes.

  3. Open the Opportunity case.
  4. On the Workflow tab, choose where you want to add a stage in the process:
    • To insert a stage after the last stage in the list, click STAGE.
    • To insert an alternate stage, click ALTERNATE.

    The order of the stages determines the order in which the application displays the stages. You can drag stages to change their order.

  5. Click Save.

Specifying a field value for a new Opportunity stage

Specify the field value for a new Opportunity stage to support the localization of the stage name in portal displays, reports, and user forms.

  1. In the navigation pane of Dev Studio, click Records.
  2. Expand the Data Model category, right-click Field Value, and then click Create.
  3. On the Create Field Value form, enter basic information about the field:
    1. In the Label field, enter the stage name.
    2. In the Field Name, enter OpportunityStage.
    3. In the Apply to (class) field, enter your implementation class.
  4. Click Create and Open.
  5. On the Localized label tab, verify that the to field displays the name of the stage that is displayed in the user interface.
  6. Click Save.

Adding steps to an Opportunity stage

Modify the Opportunity case type by adjusting the steps of stages to suit your business needs and compete the sales process.

A step is a unit of work in a stage, for example, the development or delivery of a proposal in the proposal stage.

  1. In the navigation pane of App Studio, click Case types.
  2. Open the Opportunity case.
  3. On the Workflow tab, choose where you want to add a step:
    1. Hover over PROCESS for any stage or alternate stage to which you want to add a step, and then click STEP.
    2. Enter the name of the step.
  4. Click Save as.

Configuring automatically launched processes in Pega Sales Automation for Financial Services

Automatically advance the opportunity case type from one stage to another or launch processes automatically by using the Pega Platform configuration settings on the Workflow tab of the opportunity case type rule form to add Automatically launched processes.

You must replace the crmDisplayStages section with the Pega-provided pxDisplayStages and pyWorkSummary sections.
  1. In the navigation pane of Dev Studio, click Case types.
  2. Right-click the Opportunity or Opportunity Individual case, and then click Open:
  3. On the Stages tab, in the Automatically launched processes section, configure automatically launched processes.
  4. Optional: To add new automatically launched processes, click Add processes.
  5. Click Save as.

Configuring opportunity splits

Enable the opportunity splits feature so that multiple team members can collaborate on an opportunity, and share the opportunity revenue.

  1. In the navigation pane of App Studio, click Settings > Application Settings.
  2. On the Features tab, select the Opportunity Splits check box.
  3. In the navigation panel of App Studio, click Reports.
    1. On the Reports screen, search for and open an opportunity report.
    2. Click Actions > Export and export your opportunity data as a CSV file.
  4. In the file that you export, update the data to include the team members and their split allocations.
    To avoid mapping errors, ensure that the total percentage values for a team equal exactly 100%. For more information about how to enter data correctly, see Pega Sales Automation entities.
  5. In the navigation pane of Dev Studio, click RecordsSysAdminDynamic System Setting.
    For the initial split data allocation, import only Opportunity ID's in the CSV file by using the Add or Update option. By doing this the opportunity owner gets 100% and the rest 0%. For the optional process performance, set the batch size value to 1.
    1. Search for and open the import/BatchSize dynamic system setting.
    2. Set the value to 1.
    3. Click Save.
  6. Import the updated data by using the Add or update option in the data import wizard.
    Result: The opportunity splits values are updated for each sales team.
  7. Optional: To use opportunity splits on the Forecast page, in the User portal, in the navigation pane, click Forecast.
    1. Next to the Filter button, click Advanced.
    2. Select the Show revenue splits check box.
      As a sales manager, on the Forecast page, you can also filter data by territory and sales representative to view and analyze their performance with split values for each category. Use forecasting with revenue splits to predict revenue splits, based on unweighted, predictive, and weighted opportunity amounts.
    3. Enter or select a team member for whom you want to see the opportunity data.
    4. In the forecast table, view the opportunity data displayed by opportunity category and quarter or select any opportunity to see the detailed view in the second table.
      Result: After selecting an opportunity, you can see whether the opportunity amount is shared with the team or not. In the example below, after you click the Sales team info icon, you can see that the opportunity amount is shared between Terry Mason and Jeff Green.
      Sales team info about splits on the Forecast screen

Tags

Pega Sales Automation 8.6

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