How to Manage Opportunities in Salesforce Partner Community
The documentation describes how to create and manage Opportunities in Salesforce Partner Community.
Useful links: Salesforce Partner Community Documentation
Created: January 2026
Permalink: https://wildix.atlassian.net/wiki/x/ZAB5c
Introduction
Opportunities represent projects that refer to the high probability of generating sales revenue. When an Opportunity is created, it’s a signal of the start of a sales cycle. Each Opportunity tracks a potential deal with a customer or prospect, including key details such as the account, expected revenue, probability to close, current stage, and estimated close date.
Video Tutorial: How to manage Opportunities
Create a New Opportunity
To create a new Opportunity, choose the necessary Account and click New Project on the Account page:
Fill in mandatory fields:
Opportunity Name
Account Name - associate the Opportunity with an existing Account or create a new one
Contact - associate the Opportunity with an existing Contact or create a new one
Close Date - estimate the date when you expect to close the Opportunity
Stage - commonly, when you only create an Opportunity, it is Intro/ Qualification stage
Interested Solution - select the solution(s) you are interested in
Total Users - enter the total number of users
Opportunity Type - select type of opportunity (New Business / Existing not with Wildix)
Product of Interest - select Wildix products/ services for sale
Click Save button to create an Opportunity
Once Opportunity is created, the Cost Info is filled out automatically:
Expected MRR (Calculated): the value is calculated by the following formula:
Total Users * (Weighted Average Price for Licenses + Weighted Average Price for HWaaS + Weighed Average Price for CLASSOUND)
Note: Weighted Average Prices are used in the formula based on the options selected in the “Interested Solution” field.MRR: equals the “Expected MRR (Calculated)”; after the Primary Quote is generated, the value in MRR field equals the actual MRR based on the Primary Quote
Weighted Pipeline: the value is calculated by the formula MRR * Probability
Pipeline MRR: the MRR of Bonus Pipeline incentive
Manage existing Opportunities
You can sort Opportunities out by clicking on List Views:
It is also possible to display Opportunities as a Kanban board by clicking on Display as:
To open an Opportunity, click on Opportunity Name
From the Options Panel, you can edit the Opportunity, view Quotes, add Notes, clone it, request assistance. Follow and Change Owner options allow other colleagues of your company to track the Opportunity and change its Owner
From the Related and Actions Panel, you have access to all the details connected with the Opportunity: you can view associated Contacts, open Quotes and related Products, you can review Opportunity History, Notes, upload files, create and manage Tasks
To process the Opportunity and move it to the next stage, click Mark Stage as Complete button
The Opportunity Management process itself consists of 7 stages:
Intro/ Qualification - at this stage, you need to determine Users of POC - how many users use Wildix
Demo - at this stage, you need to indicate Amount MRR or Capex
Project Presentation
Proposal - the basic condition to move to the next stage is Verbal Agreement
Contract out (managed automatically)
Order Management (managed automatically)
Closed (managed automatically)
There is currently an incentive named Bonus Pipeline, which provides bonuses for Business Plan Opportunities. The Bonus Pipeline requirements are considered satisfied after the Area Manager sets the field “Approved by AM” as “Yes”. Area Manager can do it within 30 days after the Opportunity was created. The Pipeline MRR is populated based on the MRR field and is automatically filled out when the Area Manager approves the Opportunity.
Answering questions in Demo Answers Section is optional:
If you have passed Sales Academy training, you can submit ICP Scorecard and 3 Why Prompter fomrs for Business Plan and Change Order Opportunities. Read more details in the documentation: How to Submit Sales Enablement Forms in Salesforce Partner Community
Manage Reseller Opportunities
Within Salesforce Partner Community, it is possible to manage records (create an Opportunity, a quote and an order) on behalf of a Reseller. For this, you need to mark Opportunity as Managed by Reseller:
a) when creating a new Opportunity
Choose the necessary Reseller in the Managed by Reseller field:
b) edit existing Opportunity
Open the Opportunity page
Navigate to the Key Info section -> Managed by Reseller field
Click Edit (pencil icon)
Choose the reseller and click Save
When you create a quote for such an Opportunity, the chosen Reseller's name automatically appears on the quote and you can manage quotes and orders on behalf of a Reseller.