An opportunity in KEBS is a qualified deal that your sales team is actively pursuing. Unlike a lead, which represents an unverified prospect, an opportunity is linked to a known account, assigned a commercial value, and tracked through defined sales stages from first engagement to close. Opportunities are the primary unit of pipeline management in KEBS and the direct predecessor of every project, quote, and billing record in the system. This article introduces the Opportunities module, explains the list view columns and sales stages, and walks through the detail fields that make up an opportunity record.
The Opportunities List View
Give sales leaders and revenue owners a single, sortable view of every active deal in the pipeline so that pipeline health, deal velocity, and revenue forecast can be assessed at a glance without opening individual records.
The Opportunities V2 module is accessible from the left navigation panel. Opening it displays the full opportunities list, with the total count shown in the view selector at the top left. The view defaults to All Opportunities, which shows every deal across all accounts and stages. The dropdown arrow next to the view name allows you to switch to saved custom views filtered by owner, stage, or account.
The list view displays the following columns by default:
| Column | What it shows |
|---|---|
| Opportunity ID | A unique system-generated reference for the deal (e.g. OPP26040060). Used to search for a specific opportunity and as the reference on billing and project records downstream. |
| Opportunity Name | The descriptive name of the deal as entered during creation. Clicking the name opens the opportunity detail view. |
| Service Type | The billing model for the engagement, shown as a colour-coded badge. Time and Material appears in blue, Fixed Capacity in orange, and Fixed Bid in pink. This determines how revenue and milestones are structured if the deal is won. |
| Account | The client account this opportunity belongs to. Shown as a clickable link that opens the account record directly. |
| Sales Stage | The current stage in the sales pipeline, shown as a coloured progress badge. Green badges indicate Closed Won. Blue badges indicate active stages such as Customer Evaluation or Commercial Negotiation. |
| Opportunity Value | The current estimated or confirmed deal value in the account’s billing currency. The refresh icon next to the value updates it from the latest approved quote. |
| Actions | A star icon to add the opportunity to your favourites, and a three-dot menu for quick actions such as editing, cloning, or deleting the record. |
The toolbar at the top right provides four controls for managing the list view:
- Search (magnifier icon): Searches across opportunity names, IDs, and account names to locate a specific deal
- Columns (slider icon): Opens the column configuration panel to add, remove, or reorder the visible columns
- Filter (funnel icon): Opens the filter panel to narrow the list by sales stage, service type, account owner, date range, or opportunity value
- Refresh (circular arrow): Reloads the list to reflect any changes made by other team members since you opened the page
Service Types: The Three Billing Models
Ensure that every opportunity is assigned the correct billing model from the outset so that quotes, project types, and billing milestones are all configured consistently with the commercial terms agreed with the client.
The Service Type on an opportunity determines how the engagement will be priced in the quote and how revenue will be recognised once the project is live. It is set at opportunity creation and flows through to the project type selected when the project is created from the approved quote.
Effort-based billing
The client is billed for actual hours logged and approved each period. Revenue recognition is tied to approved timesheets. Suitable for engagements where scope evolves over time.
Deliverable-based billing
A defined scope is delivered for a fixed total price. Billing is tied to milestone completion rather than hours. Suitable for projects with a well-defined, bounded scope.
Retainer-based billing
A fixed monthly fee is charged for an agreed level of resource capacity. Common for managed services and ongoing support retainers where the team size is fixed but tasks vary.
Sales Stages: Tracking Deals Through the Pipeline
Give sales leaders a real-time, stage-accurate view of where every deal sits in the funnel so that coaching, resource planning, and revenue forecasting can be grounded in current deal status rather than assumptions.
Every opportunity in KEBS moves through a series of Sales Stages that represent the progression from first engagement to a final outcome. The current stage is displayed as a badge in the Sales Stage column of the list view and as a button in the top right corner of the opportunity detail view. The stage is updated manually by the sales representative as the deal progresses.
| Stage | What it means | Typical actions at this stage |
|---|---|---|
| Initial | First commercial contact has been made. The opportunity has been created and the account has been identified. The deal is at the earliest stage of qualification. | Create the opportunity, assign a revenue owner, log initial discovery calls as activities |
| Customer Evaluation | The client is actively evaluating your proposal against alternatives. A solution or approach has been shared and the client is assessing fit. | Create the quote, present the proposal, log client feedback as activities |
| Commercial Negotiation | The client has selected your approach and is negotiating pricing, scope, and contract terms. The deal is likely but not yet confirmed. | Revise the quote via change request if needed, negotiate payment terms and PO details |
| Contract Signing | Commercial terms have been agreed and the contract is being reviewed and signed. The deal is highly likely to close in the near term. | Ensure the quote is approved, collect the PO number, prepare project creation inputs |
| Closed Won | The contract is signed and the deal is confirmed. The opportunity is ready to be converted into a project. No further sales action is needed. | Create the project from the approved quote, confirm the SOW reference and billing schedule |
| Closed Lost | The client has chosen a competitor or has decided not to proceed. The opportunity is removed from active pipeline. | Record a lost reason for reporting, schedule a debrief with the team to capture learnings |
The Opportunity Detail View
Give every member of the sales and delivery team a complete, single-screen view of a deal’s commercial status, account context, and core details so that decisions about prioritisation, resourcing, and forecasting are always informed by current data.
Clicking on an opportunity name opens the Opportunity Detail view. This view is organised into a navigation bar of tabs at the top and two panels below: a left sidebar with summary metrics and account context, and a main body area with the full opportunity details.
The Opportunity Confidence panel on the left sidebar contains four key summary fields:
| Field | What it shows |
|---|---|
| Confidence Level | A slider from 0 to 100 that reflects the revenue owner’s assessment of how likely the deal is to close. This is a manual input and feeds into weighted pipeline reporting. A score of 59 means the revenue owner considers this deal to have a 59% probability of closing. |
| Total Order Value | The current estimated or approved deal value. This updates automatically when a quote is created and approved against the opportunity. |
| Expected Close Date | The date by which the deal is expected to reach Closed Won. Used in pipeline forecasting and deals past their expected close date appear as overdue in pipeline reports. |
| Commit to Forecast | A toggle that the revenue owner sets when they are confident enough in the deal to include it in the committed revenue forecast. When off, the deal is in the pipeline but excluded from committed forecast numbers. |
| New Customer | A toggle that identifies whether this is a new client relationship or an expansion deal with an existing account. This flag is used in new business reporting and sales incentive calculations. |
The Account Info panel below the confidence section shows the account linked to this opportunity, the account owner, and a quick-link icon to open the full account record. This context is always visible regardless of which detail tab you are on, ensuring the account relationship is never lost from view while working on a deal.
The Opportunity Details section in the main body area contains the core fields that define the deal:
| Field | What it contains |
|---|---|
| Opportunity ID | The unique system reference for this deal, used across quotes, projects, and billing records to trace the deal’s origin |
| Opportunity Name | The descriptive name given to the deal at creation, typically reflecting the type of engagement or the client’s stated requirement |
| Account | The client account this deal belongs to, with a quick-link to open the account record |
| Tags | Optional labels for categorising the opportunity, useful for filtering and grouping deals in reports by theme or initiative |
| Opportunity Status | Open means the deal is active and being worked. This is distinct from Sales Stage, which tracks progression. An opportunity can be Open even at Closed Won stage while project creation is pending. |
| Service Type | The billing model for the engagement (Time and Material, Fixed Bid, or Fixed Capacity), which flows to the quote and project type |
| Parent Opportunity | If this deal is a child of a larger parent engagement, the parent opportunity is referenced here. Used for multi-phase or multi-workstream deals where each stream is tracked as a separate opportunity under one parent. |
The Secured badge visible in the opportunity header next to the opportunity name indicates that this deal has a signed contract or formal commitment in place. This badge is set by the revenue owner and signals to the rest of the organisation that the deal is contractually committed, even if delivery has not yet started.
Creating and Managing Opportunities
Enable sales teams to capture new deals instantly from anywhere in KEBS and structure complex multi-phase engagements as linked opportunity hierarchies, so that pipeline reporting is accurate at both the individual deal and the programme level.
New opportunities can be created in three ways in KEBS. The fastest method is the global + button in the top navigation bar, which opens the quick-create panel. Under the Sales section, select New Opportunity to open the creation form. Opportunities can also be created directly from an account record (which pre-fills the account field) or by converting a qualified lead (which pre-fills the account, contact, and opportunity name).
- Via the global + button in the top navigation bar, under the Sales section. Best for creating standalone deals quickly from any screen in KEBS.
- From the Opportunities tab within an account record. The account field is pre-filled automatically, reducing data entry and ensuring the deal is correctly linked.
- Via Lead Conversion. When a lead is converted, KEBS creates an opportunity automatically with the account and contact pre-linked. The revenue owner completes the remaining commercial fields.
For large, multi-phase engagements where different workstreams or service lines are tracked separately, KEBS supports parent-child opportunity hierarchies. A parent opportunity represents the overall programme or master deal. Child opportunities are created beneath it to track individual phases, regions, or service types independently. The Parent Opportunity field on the opportunity detail links a child to its parent, and the parent record aggregates the combined value of all child opportunities for programme-level reporting.
