This article highlights the various components and features located on an Opportunity record in your TechnoMile Growth Suite, providing an introduction to key Growth capabilities. You'll want to reference the individual user guides found here for detailed walkthroughs of individual features' capabilities.
IMPORTANT
The screenshots and feature descriptions in this article are representative of the out-of-the-box capabilities of Growth and may differ from what you have available based on your company's unique implementation. Additionally, some features may be located in slightly different locations on the page.
Key Components of an Opportunity Page
The Opportunity page centralizes and displays all of the information related to an Opportunity within your TechnoMile Growth Suite. Let's walk through the most important sections of an Opportunity:
The compact layout at the top displays some of the most important fields for the Opportunity,
The stage banner indicates which sales stage your Opportunity is currently in.
The Related List Quick Links display the supporting records that will provide the full picture of the Opportunity, including Contact Roles, Partners, Competitors, and more.
The Details tab contains the various fields your company tracks for each Opportunity. The Details tab has several sub-tabs, beginning with the Snapshot tab.
Relationship Mapper
The Relationship Mapper is used to visually track and gain insight into the key influencers within an agency’s power structure and decision-making processes related to an Opportunity, allowing your team to build more strategic call plans and prioritize building the right relationships. To access it, click the Relationship Mapper tab next to the Details tab on the Opportunity.
Opportunity Scorecard
The purpose of the Scorecard is to help your organization drive and enforce consistent, best practices-based opportunity management processes across your entire team. As an Opportunity moves through each sales stage, tasks that impact its winnability or health are automatically created and assigned to the Opportunity owner to help ensure that no critical action is missed. This tool can be found in the tab bar on the Opportunity.
Pwin/Pgo Calculators
The Pwin calculator helps you quantify the Probability of Winning an Opportunity. It includes a series of Shipley-based questions and answers with weighted values that generate a probability percentage that is representative of the likelihood of success with a contract opportunity. These questions/answers are typically completed at each gate as an opportunity moves through sales stages and the Pwin value is considered during the gate review process. This value is also often used to produce a Weighted Total Contract Value for revenue forecasting purposes.
The Pgo calculator helps you quantify the probability of "go" on the customer side, meaning the probability that your customer will fund the project associated with the Opportunity and an award will be issued. When used, Pgo is often a metric considered before moving an opportunity to the Pursuit stage.
Both Pwin and Pgo can be used to help guide your organization to make better decisions about which opportunities are most worthy of continued investment of time and money. These tools can be found on the Details tab on the Pwin/Pgo sub-tab. These tabs cannot be accessed while the Opportunity is first being created.
Competitive Insights
Competitive Insights is TechnoMile's market and contact intelligence platform that consolidates and enriches data from top federal sources and makes it readily accessible right from your Growth Suite. Competitive Insights can be used to identify new opportunities, find potential partners, analyze competitors, and research customers.
There is an embedded widget on the Opportunity page that displays high-level data from Competitive Insights related to your opportunity and provides easy access to the rest of the Competitive Insights platform. This gives you quick, convenient access to intelligence right in the context of the opportunities you’re working on daily. For each opportunity, Competitive Insights enables you to quickly compile information about the related customer, solicitation, incumbent vendor, incumbent contract, and even suggests potential teammates and competitors.
Competitive Insights is located in the tab bar on the Opportunity.
SAM.gov
The SAM.gov Connector delivers information directly from SAM.gov to your TechnoMile Growth Suite. From within Growth, you can quickly search for a solicitation on SAM.gov and pull all its details on to the Opportunity record in one click, making the latest solicitation information and documents available right within your CRM. Each opportunity remains linked, so any updates or new documents found on SAM.gov are automatically visible on the opportunity, ensuring your team has the latest published information.
The SAM.gov Connector is located on the Intelligence tab on the tab bar.
GovWin IQ
The GovWin IQ Connector delivers information from GovWin IQ directly to your TechnoMile Growth Suite. Simply enter the GovWin IQ Opportunity ID to gain visibility into snapshot, timeline, description, and contacts data from GovWin IQ, as well as related documents right from your Opportunity record. Each opportunity remains linked, so any updates or new documents found on GovWin IQ are automatically added to the opportunity, keeping your team up to speed with available details.
The GovWin IQ connector is located on the Intelligence tab on the tab bar.
NOTE
Using the GovWin IQ Connector requires a GovWin IQ web services subscription. If you have questions, please contact your TechnoMile Customer Success Manager (CSM).
Forecasted Revenue
Revenue forecasting allows you to easily calculate the revenue you are expecting to receive from an Opportunity and then view reports that aggregate forecasted revenue across all of the opportunities in your company's pipeline. This helps your organization more rapidly and accurately forecast future revenue.
Revenue forecasting for an Opportunity can be viewed on the Forecasted Revenue tab on the tab bar.
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