> ## Documentation Index
> Fetch the complete documentation index at: https://help.reevo.ai/llms.txt
> Use this file to discover all available pages before exploring further.
# Opportunities
> Opportunities represent potential or active revenue-generating deals. Each opportunity tracks the lifecycle of a sales motion — including deal stage, value, timelines, and involved stakeholders — so your team can manage pipeline, forecast revenue, and drive deals to close.
# Understanding Opportunities in Reevo
## What Opportunities Are Used For
Opportunities help your team:
* Track and manage each deal from discovery through close
* Forecast revenue based on deal stage, amount, and close date
* Coordinate activity across sales, success, and operations
* Understand who is involved in the deal (contacts and account stakeholders)
* Identify bottlenecks and improve sales velocity and conversion
Opportunities serve as the central record for deal execution, ensuring the entire GTM team has the same context and visibility.
## Standard and Custom Fields
Reevo includes standard fields on every Opportunity (e.g., Stage, Owner, etc.). You can also **configure custom fields** to capture additional context that supports your GTM process.
See [Create and Manage Custom Fields](https://help.reevo.ai/CRM-configurations/Custom-Fields) to learn how to add or edit opportunity-specific attributes.
# How to Manage Your Pipeline
Reevo supports **multiple pipelines**, so you can model distinct sales motions side by side (for example, separate pipelines for new business, PLG, and partnerships). Each pipeline has its own stages, stage criteria, forecast defaults, and closed-won / closed-lost reasons. Every opportunity belongs to one pipeline at a time, and one pipeline is set as the default for new opportunities.
This short video walks you through how to customize and manage your opportunity pipelines in Reevo.
# Step by Step Guide
### 1. Understand Pipeline Stage Sections
Every pipeline organizes its stages into three sections. Understanding these helps when you configure stages and forecast settings in the steps below.
| Section | What it covers |
| - | - |
| Prospect | Early, lead-style steps before a deal is truly active. These are not part of active deal progression and are exempt from forecast progression rules. |
| Deal | Active selling stages that move an opportunity toward a close. Forecast settings on these stages follow progression rules. |
| Outcome | The closed states of a deal: Closed Won and Closed Lost. |
**Forecast progression across stages**
Each stage can have a default closing probability (%) and a default forecast category. When these are set for Deal stages (not Prospect), they cannot decrease as stages move forward in the pipeline: a later stage's closing probability cannot be lower than an earlier stage's, and its forecast category cannot rank lower. Early prospecting stages that are not yet part of active deal progression can be left at 0% or assigned a non-progressing forecast category such as Omitted; these are skipped and do not need to follow the increasing order.
### 2. Create and Manage Pipelines
* Open **Settings → Opportunities → Pipelines**
* Click **Create pipeline**, enter a display name, and adjust the starting stages
* New pipelines are created with a set of default stages. Open a pipeline's **ellipsis (…) → Edit stages** to customize them, or **Customize record creation** to control what is captured when a deal is created in that pipeline
* Use the pipeline's action menu to **Set as default** (the default pipeline is pre-selected on new opportunities), or to **Activate** / **Deactivate** a pipeline
* Deactivated pipelines are not available for new opportunities but remain visible for reporting
**Note:** Only one pipeline can be the default at a time.
### 3. Customizing Pipeline Stage Names
* Open **Settings → Opportunities → Pipelines**, then open the pipeline you want to edit
* Click the **ellipsis (…)** next to a stage to rename it
* Click **Add stage** to create a new one
* Drag and drop to reorder stages
### 4. Deleting and Remapping Pipeline Stage Names
* Click the **ellipsis (…)** next to a stage and select **Delete**
* Choose a replacement stage to move existing opportunities into
* Confirm to remove the stage and remap deals
### 5. Customizing Pipeline Stage Criteria
* Select a pipeline stage
* Click **Add criteria**
**Option 1: Create custom rules**
* Choose a field (e.g., Opportunity field, Account field, Contact field)
* Select a condition (e.g., equals, contains, greater than)
* Enter the required value
* Add multiple conditions as needed to enforce your sales process
**Option 2: Use the Criteria Library**
* Browse pre-built criteria powered by Conversation Intelligence (CI)
* Select items like **Budget identified**, **Decision maker noted**, or **Solution fit documented**
* CI automatically checks your calls, notes, and emails to verify the criteria are met
Library criteria fall into two types, and neither has a manual check-off:
* **Information-Based Criteria** (e.g. Document Decision Criteria, Identify Champions): satisfied when the relevant CRM field is filled in.
* **Sales Action-Based Criteria** (e.g. Probe Timing, Share Pricing Information): satisfied when a meeting or email is tagged with the matching Activity Intent.
If no meeting or email has the matching Activity Intent tagged yet, the criteria detail view shows a prompt to schedule a meeting or log the activity instead of a checkbox. This is expected behavior for Sales Action-Based criteria, not a bug.
**Sales Action-Based Criteria reference**
| Criteria | Satisfied by | Activity type |
| :- | :- | :- |
| **Confirm Intro Meeting** | Meeting scheduled | Meeting |
| **Complete Intro Meeting** | Meeting completed | Meeting |
| **Confirm Followup Meeting** | Meeting scheduled | Meeting |
| **Complete Followup Meeting** | Meeting completed | Meeting |
| **Share Generic Product Demo** | Activity tagged | Meeting or email |
| **Share Pricing Information** | Activity tagged | Meeting or email |
| **Share Meeting Deck** | Activity tagged | Meeting or email |
| **Share Buyer Specific Demo** | Activity tagged | Meeting or email |
| **Share Product One Pager** | Activity tagged | Meeting or email |
| **Probe Needs (Why Anything)** | Activity tagged | Meeting |
| **Probe Pain (Why Anything & Why Now)** | Activity tagged | Meeting |
| **Probe Product Solution Fit (Why Us)** | Activity tagged | Meeting |
| **Probe Timing (Why Now)** | Activity tagged | Meeting |
| **Probe Budget** | Activity tagged | Meeting |
To tag an activity, open the meeting or email record and set its **Activity Intent** (for example, "Probing Timing" or "Pricing Sharing"). Reevo also suggests intents based on content; click **Accept** to apply them.
**Additional options**
* Toggle **Required** to prevent stage advancement until criteria are satisfied
* Combine custom rules + library criteria for flexibility
* Save to apply the criteria to the stage
### 6. Auto-Shifting Opportunities
Auto-shift automatically moves opportunities to the next stage once criteria are met.
* Toggle **Auto shift** on for the stage
* When all required criteria are satisfied, the opp will automatically advance
* Helps keep your pipeline clean and up-to-date without manual updates
**Notes**
* Auto-shift only works when required criteria are enabled
* Reps can still move opportunities manually if needed
### 7. Entry Criteria for Closed Lost
Exit criteria control what must be true before an opportunity can leave a stage. A deal can be lost from any stage, so exit criteria on earlier stages cannot guarantee that a lost deal carries what you need (a closed lost reason, a next step, a note on the competitor). Entry criteria on Closed Lost close that gap: they are checked every time an opportunity moves into Closed Lost, from any stage.
**Set up entry criteria**
* Open [**Settings → Opportunities → Pipelines**](https://app.reevo.ai/settings/pipelines) and open the pipeline
* Under **Outcomes**, select **Closed Lost**
* Switch to the **Entry criteria** tab (the **Closed lost reasons** tab holds your reason list)
* Click **Add criteria**, name the criterion, pick the opportunity field and condition, and add a description if you want reps to see one in the checklist
* Leave **Required** on to block the move until the criterion is met, or turn it off to make it optional
* Click **Add criteria** to save
Entry criteria check opportunity fields only. Sales Action-Based and AI library criteria stay exit-only. Entry criteria are available on Closed Lost only; Closed Won keeps using the exit criteria of the stage before it.
**What reps see**
When a rep moves an opportunity to Closed Lost and something is missing, Reevo opens one checklist titled **Complete these to move the opportunity**. It combines two sets of criteria:
* The exit criteria of the stage the opportunity is leaving, marked **Exit · \**.
* The entry criteria of Closed Lost, marked **Entry · Closed Lost**.
A field required by both the current stage and Closed Lost appears once in the checklist. Unmet required criteria are listed first, then met criteria, then optional ones.
Reps can fill a missing field directly from the checklist. The row re-checks in place, and **Move to Closed Lost** becomes available once every required criterion is met. Admins also see **Override and continue**, which moves the deal without meeting the criteria; the override is logged.
The closed lost reason is still collected in its own dialog before the checklist appears.
**Where entry criteria apply**
Entry criteria run wherever an opportunity's stage changes: the opportunity record page, the Stage column in list views, the kanban board, workflows, the public API, and AskReevo. Outside the web app there is no checklist; the stage change is rejected with a message that names the unmet criteria.
***
# Activity Timestamps
Reevo automatically tracks the last time your team reached out to an opportunity's contacts — and the last time those contacts engaged back. These timestamps appear in the **Activity timestamps** section of the opportunity's Overview tab and update automatically as activity is logged.
There are 8 fields in total, split into two groups.
**Engagement fields** reflect activity initiated by the contact:
| Field | What it tracks |
| - | - |
| Last engaged at | The most recent timestamp across the three engagement fields below |
| Last engaged meeting | Last time a contact set a meeting with a user, or attended a meeting a user invited them to |
| Last inbound call | Last time a contact called a user and the user picked up |
| Last inbound email | Last time a contact sent an email to a user |
**Outreach fields** reflect activity initiated by your team:
| Field | What it tracks |
| - | - |
| Last outreach at | The most recent timestamp across the three outreach fields below |
| Last attempted meeting | Last time a user set a meeting with a contact |
| Last outbound call | Last time a user called a contact and the call went through — includes voicemails, but not unanswered or failed attempts |
| Last outbound email | Last time a user sent an email to a contact that was successfully delivered |
***
# Troubleshooting / FAQs
Yes. Reevo supports multiple pipelines, each with its own stages, stage criteria, forecast defaults, and closed-won / closed-lost reasons. Create and manage them under Settings > Opportunities > Pipelines. Each opportunity belongs to one pipeline at a time, and you can set one pipeline as the default for new deals.
No. Fields and custom fields are defined at the object level, so they apply to all Opportunities regardless of pipeline. Pipelines differ by their stages, criteria, and forecast settings, not by their field set. To learn how to add fields, see [Create and Manage Custom Fields](https://help.reevo.ai/CRM-configurations/Custom-Fields).
These fields track activity from opposite directions. Last Engaged At reflects the last time a contact on this opportunity initiated activity toward your team — a signal of interest or intent. Last Outreach At reflects the last time your team successfully reached a contact on this opportunity — confirming contact info is still valid and reachable. Together they give a complete picture of two-way communication.
Yes. An outbound call counts if its status is Completed or Voicemail Left — both indicate the call successfully reached the contact. Calls that result in No Answer, Busy, Canceled, or Failed are not counted.
No. Only emails actually sent by a contact to a user are counted. Opens and clicks are not included.
Yes. All 8 activity timestamp fields are available as filter and sort options in opportunity list views. For example, sort by Last Engaged At to surface deals with the most recent inbound activity, or filter for opportunities where Last Outreach At is older than 14 days to identify deals going cold.
That criterion is Sales Action-Based. It only satisfies once a meeting or email is tagged with the matching Activity Intent. The prompt appears when no qualifying activity exists yet, not because the feature is broken.
No. Entry criteria are only available on Closed Lost, because a deal can reach it from any stage. For every other stage, use exit criteria on the stage before it; a deal can only arrive there from the previous stage, so exit criteria already cover it.
Moving to Closed Lost does not skip the current stage's exit criteria. The checklist shows both sets so a rep can complete everything in one place: the exit criteria of the stage being left, and the entry criteria of Closed Lost. Any field that both stages require is listed once.
Reps cannot. Admins can click Override and continue in the checklist to move the deal anyway; the override is logged.
> Still have questions? [Sign in](https://reevo.ai/) and use AskReevo for instant answers or to raise a support ticket.
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