Sales, Pipeline & Deal Economics
What Is an Opportunity (Sales)?
An opportunity is a qualified potential sale moving through a partner's pipeline - a specific customer, a set of products, an expected value and a likely close date. It is the working unit of sales: tracked from first qualification to closed-won or closed-lost, and the point at which a partner decides how to pursue and price the deal.
Why it matters to IT channel partners. For a partner, every opportunity is also a rebate opportunity. The vendors it favors, whether it gets registered, and when it closes all shape the rebate it would earn - yet most pipelines show only revenue and margin. Treating each opportunity as carrying an expected rebate profit, not just a sale, is what lets a partner pursue the deals that pay best.
Related terms
FAQ
A lead is an unqualified contact; an opportunity is a qualified potential deal with a defined customer, products and value that the partner is actively working to close.
See the expected rebate on every opportunity in your pipeline → Explore the pipeline module