CRM 2.0 — closing opportunities
Outcomes
✓ Create and manage opportunities from the pipeline and company profile
✓ Update contacts, companies, and opportunity stages with MEDDPICC
✓ Log activities and create custom timeline views
✓ Create orders from an opportunity or company profile
Required Access
Partner Center access, CRM 2.0 access
Related Docs
This is the final lab in the CRM 2.0 series. By the end, you'll be able to take an opportunity all the way from creation to a submitted order, with every interaction properly tracked and reported.
Step 1: Create and manage opportunities (5 min)
Do
As customers go through the journey to learn more and consider buying, you help them overcome concerns and become customers. The best tool to track this is Opportunity.
Where to find
Pipeline page — Partner Center → Sales. Create and manage opportunities (same as Sales Center). Company profile page — Manage opportunities in the association panel. Click Opportunities to see existing ones or create new.
Creating
On the company profile page, click Opportunities → create new. Add products, select a contract end date, and you've created an opportunity.
Managing
Edit directly from the company profile. Click the opportunity name to edit details and MEDDPICC notes.
Step 2: Update contacts, companies, and opportunities (4 min)
Do
Edit contact/company
Click Edit Contact or Edit Company to update buyer information. Keep the buyer's information up to date throughout the buyer stages.
Update the opportunity
When working through Opportunity Stages, adjust the Expected Close date and update the MEDDPICC framework. Each section should be fully scored—complete 2 points each. Refer to the guidance link for detailed MEDDPICC instructions.
Step 3: Capture your interactions (5 min)
Do
Logging activities
If you schedule a demo, go to the company profile, open the opportunity sidebar, and log a Meeting activity with accurate meeting status and outcome. Activities logged from the opportunity sidebar also appear on the associated company's timeline.
Notes with tags
Log a note with a tag for important information you want others to quickly glance through. Change the view in the timeline to find tagged notes easily.
Creating a timeline view
Apply filters, then click Views → Create view. Specify the name—you'll have a shortcut to see the activities that matter to you. Delete a view via the Trash icon.
Step 4: Create a partner and capture information (3 min)
Read
Partner association
To create a partner for the company, go to Partner Information on the company's profile page. If no partner exists, click Create partner. If linked, you'll see partner ID and subscription tier. Partner ID is found in the Partner Information section—not in Activity timeline, next to company name, or Associated account.
Step 5: Create orders (3 min)
Do
After closing an opportunity and ready to submit an order:
Method 1: from opportunity
Company profile → Opportunities → open existing opportunity → Create order. The order copies all items from the opportunity—saving you from filling in details manually.
Method 2: from company profile
If you don't have an opportunity, click Orders → Create sales orders on the company profile page. All existing orders can also be found here.
A rep has an opportunity in "Proposal" stage. They log a Meeting activity with outcome "Demo completed—positive." They update MEDDPICC notes, score each section, and adjust Expected Close date. The customer says yes. The rep goes to the opportunity, clicks Create order—products and terms copy over. They submit for approval. The deal is closed and the order is in the system.
Key Resources
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