Stage transitions, approvals and CEO Attention

Clicking the stage button in the top right corner of an opportunity detail view (e.g. the Customer Evaluation button) opens the Move Stage panel. This panel shows the full stage history on the left and the requirements for the next transition on the right. You cannot advance to the next stage until all requirements on the right side are satisfied.

The Move Stage panel is divided into two columns. The left column shows the complete stage timeline for this opportunity:

The right column of the Move Stage panel contains three components that must all be addressed before the transition is permitted:

Mandatory Fields are data fields that must be populated before the transition is allowed. These vary by stage and are configured by your KEBS administrator. Common mandatory fields for transitions to Customer Evaluation and Commercial Negotiation include:

The User Checklist is a set of confirmation items that the sales representative must check off before advancing. Each item represents a specific action or piece of evidence that should be in place at this stage. The checklist items shown in the example are:

Once all mandatory fields are filled and all checklist items are confirmed, the Move to Next Stage button at the bottom right of the panel becomes active. Clicking it advances the opportunity to the next stage and records the transition timestamp in the stage history.

The Close as Lost button at the bottom left of the panel is available at any stage. Clicking it immediately moves the opportunity to Closed Lost status without requiring the checklist to be completed. A lost reason should be recorded when using this action so that closed-lost reporting and sales debriefs have accurate data.

The transition to Closed Won follows the same Move Stage structure as all other stage advances, but the checklist at this stage typically contains the most rigorous qualification items. These items confirm that the client has formally committed to the engagement before the deal is recorded as won in the pipeline.

At the Closed Won stage transition, the User Checklist typically includes items that confirm client readiness and internal qualification:

The mandatory fields for the Closed Won transition ensure that delivery planning can begin immediately after the deal is marked as won. The Estimated Delivery Start Date and Estimated Delivery Finish Date are both required, as these values are used to pre-populate the project creation form when the revenue owner or project manager converts the won opportunity into a project.

The At Risk Status panel is accessible from within the opportunity detail view. It allows the revenue owner to flag a deal as being at risk of falling through, even if its sales stage has not changed. This is separate from the stage transition mechanism and is used for deal health monitoring rather than pipeline progression.

The At Risk Status panel contains a single Risk Status dropdown. The available options and their meanings are:

The Secured badge visible in the opportunity header next to the opportunity name is a direct reflection of the Secured status set in this panel. When a Closed Won opportunity shows both an AT RISK STATUS flag and a Secured badge simultaneously, it indicates that a formal commitment exists but something has subsequently put the engagement at risk. This combination is a high-priority signal for the sales leader and the revenue owner to investigate and resolve.

Tags are free-form classification labels that can be applied to any opportunity to group it with other deals sharing the same theme, initiative, or category. Unlike the structured fields on the opportunity form, tags are flexible and can be created on demand without requiring administrator configuration. They appear in the Tags field on the opportunity detail view and can be used as filter criteria in pipeline reports.

The Opportunity Tags modal is opened from the Tags action in the three-dot menu on the opportunity header, or by clicking the Tags field in the opportunity detail edit mode. The modal provides two ways to assign tags:

• 1
  Click inside the Find Tags search dropdown and type the name of a tag. Matching tags from your organisation’s tag library appear as you type. Select the tag to add it to the opportunity.
• 2
  If the tag you need does not exist, click Create Tag at the bottom left of the modal. This opens a short form where you define the tag name and optionally assign it to a category. Once created, the new tag is immediately available for selection on this and all other opportunities.
• 3
  Select all the tags you want to apply. Multiple tags can be added to a single opportunity. Click Save Selection to apply all selected tags to the opportunity record.

Tags are particularly useful for the following classification scenarios: