What is Opportunity?
Opportunity is a core concept in modern B2B revenue. Here is a clear, accurate definition, why it matters, and how Ardovo handles it.
Short answer
An opportunity is a qualified potential deal that a rep is actively working toward a close. It carries an amount, an expected close date, a stage, and the people involved. Opportunities are the core records of a pipeline and the unit that sales forecasts are built from.
Key takeaways
- A qualified, revenue-bearing deal in progress.
- Carries amount, close date, stage, and associated contacts.
- Created when a lead or account is qualified enough to pursue.
- The primary object sales forecasts roll up from.
Why it matters
The opportunity is where forecasting, coaching, and revenue tracking all converge. Its data quality determines how trustworthy every downstream report is.
How Ardovo handles it
Ardovo's opportunity object is deep by default: line items, buying committee, competitors, and next steps all live on the deal. Rook keeps the fields current and flags opportunities missing the data needed to forecast them.
Frequently asked questions
What is the difference between a lead and an opportunity?
A lead is an unqualified expression of interest. An opportunity is a qualified deal with a value and close date that a rep is actively working. Leads convert into opportunities.
When should you create an opportunity?
When a lead is qualified enough to justify real selling effort, typically after confirming fit, budget, and a genuine need. Creating opportunities too early inflates the pipeline.