Across our Business Opportunity data marts, we request information in five broad categories. These allow us to report pipeline health, opportunity quality, value, customer context, and alignment with programmes and sales structures.
1. Core Identifiers
These are essential keys that allow us to uniquely link and track opportunities across systems.
- Opportunity Number
- Company
- Customer ID
- Project ID (where the opportunity has progressed into delivery)
- PRU Code (commercial linkage)
These form the backbone for matching, deduplication, and integration into the wider data model.
2. Financial and Value Measures
We capture a complete set of quoted, estimated, won, total, and cost values. These include both base and transaction currency versions.
Typical metrics:
- Estimated values
– Estimated opportunity value
– Estimated base profit
– Estimated margin (%)
– Estimated NFI - Quoted values
– Quoted opportunity value (base and currency)
– Not-quoted opportunity components - Won values
– Won opportunity value (base and currency) - Total and consolidated values
– Total base value
– Total currency value
– Total cost
These indicators allow us to understand deal scale, pricing, profitability, and movement through the pipeline.
3. Customer and Relationship Attributes
Data here provides context for customer engagement and segmentation.
- Customer type
- Target customer
- Intermediate customer
- Main contact
- Main representative
Where possible, names are resolved from IDs through reference tables.
4. Sales and Programme Classification
These fields help us align opportunities to strategic themes and reporting structures.
- Business type
- Opportunity type
- Programme / Business programme
- Strategic pillar
- Region / District / Market
- Source of opportunity
These allow consistent grouping across regions and product lines.
5. Status, Stage, and Lifecycle Information
This area supports pipeline tracking and forecasting.
- Stage (with description and “working at risk” where applicable)
- State / Row state
- Closed status
- Won / lost reason (including extended notes: cancellation reason, lost to, reason comments)
- Probability
These help sales and PMO teams review performance, velocity, and conversion.
In Short
We request data that describes:
- Who the opportunity belongs to (company, customer, contact).
- What the opportunity is (type, business area, programme).
- Where it sits in the sales structure (region, market, district).
- How much it is worth (estimates, quotes, total values, won values).
- Where it is in the lifecycle (stage, state, probability, won/lost).
This enables consistent opportunity reporting across all domains, regions, and downstream analytics.