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Dynamics 365 Community / Forums / Microsoft Dynamics CRM (Archived) / Managing changes to cl...
Microsoft Dynamics CRM (Archived)

Managing changes to closed won opportunities

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Posted on by rr88 230

Hello - When a salesperson at our company closes an opportunity there is a good chance the actual revenue they specify upon close will be off. The customer often wants additional functionality which leads to more software and service revenue.

My question is - How should these changes be handled?

  • Does it make sense to re-open the opp and increase the actual revenue?
  • Does it make sense to open separate opportunities for these increases?
    • I suppose it would make sense then to link them back to the original opp?
    • However, there is no sales process for this, so does an opportunity really make sense?
  • Should we be using the quote function or something else entirely?
  • Should we not worry about it and do reconciliations another way?

Thanks,

Rob

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  • Suggested answer
    Dynamics365 Rocker Profile Picture
    Dynamics365 Rocker 7,755 on at

    Create two new fields Software and service revenue on opportunity.

    Write a plugin on set state of opportunity and show message, if user did not fill these two fields and revert changes.

    User can close opportunity if these two fields has value.

  • Verified answer
    RaviKashyap Profile Picture
    RaviKashyap 55,410 Moderator on at

    Hi,

    As you mentioned, its an additional functionality, I don't think it is  good idea to reopen that opportunity because the initial opportunity hasn't changed, its the additional opportunity created from an existing opportunity.

    We also have something similar implementation and customer sometimes go for additional purchase for support hours so for this we create separate sales opportunity. You could have a field say "Originating Opportunity" to link the two opportunities.

    Does it make sense to re-open the opp and increase the actual revenue?  No

    Does it make sense to open separate opportunities for these increases? Yes

       I suppose it would make sense then to link them back to the original opp? Yes, create separate field Originating Opportunity to link

       However, there is no sales process for this, so does an opportunity really make sense? I would say Yes cause you can report & analyze it later if required.

    Should we be using the quote function or something else entirely? For this process, No. If you want in general then yes you can. It depends upon your business. I have seen only opportunity or Opportunity to direct Order.

    Hope this helps.

  • rr88 Profile Picture
    rr88 230 on at

    Hi Ravi - Thanks for your detailed response.

    I agree with you, re-opening the original opp and adjusting it is probably not a good idea as it is historical data. 

    What about using the order functionality and associating it to an opportunity? I am not entirely familiar with order entity to be honest.

    It just seems off to me to use an opportunity for add-ons to an opportunity. There is no sales process. It seems more logical to use quotes and/or orders and be able to tie them back to an original opportunity - does it not?

    Thanks!

    Rob

  • Suggested answer
    RaviKashyap Profile Picture
    RaviKashyap 55,410 Moderator on at

    Yes correct. It basically boils down to how do you wanna report/ analyze this data. If you are not much concerned about having that amount added as an opportunity then you can directly got to order i.e. create 2 order for that opportunity.

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