Opportunity management is the process of organizing the people, needs, value, probability, activities, decisions, and next steps associated with a potential sale.
More than a pipeline stage
A stage is a useful summary, but an opportunity is active work. Effective management makes the evidence, risks, stakeholders, commercial details, and next commitments visible.
Core information
The exact model varies, but teams commonly track the customer need, proposed solution, stakeholders, value, timing, confidence, activity history, competition, risks, and next action.
Opportunity continuity
In an SMP model, the opportunity is not discarded when the sale is won. Its context informs the quote, order, handoff, and delivery work that follow.
Editorial note
This page explains a proposed software-category framework. It distinguishes that argument from externally verifiable facts and will add citations as substantive research is incorporated.