Managing Deals with Salesforce Opportunities

When putting together a Deal, a Salesforce Opportunity should be selected and associated with the Deal. 

By associating the Deal with an Opportunity, RevOps can:

  • Import Contacts and Addresses from Salesforce that can be used on the Deal.
  • Import Salesforce data as Variables that can be displayed on the agreement.
  • Insert Line Items from the Deal to the Opportunity

Each time the Deal is saved, the following will occur:

  • The Price Book for the Opportunity will be configured to match the PricebookID of the Line Items included on the Deal.
  • If multi-currency support is enabled, the currency of the Opportunity will also be configured to match the currency of the Line Items on the Deal.
  • Opportunity Products are added to the Opportunity to match the Line Items on the Deal.

In this guide, we’ll walk through how RevOps synchronizes the Deal to Salesforce. As a prerequisite, this guide assumes that you have connected your RevOps account to Salesforce. If you haven’t, we recommend first starting with our “Getting Started with RevOps Salesforce Integration.

How Opportunities are associated with Deals?

Opportunities can be associated with a RevOps Deal two ways:

  • By searching for and selecting the Salesforce Opportunity when creating the Deal in RevOps
  • By assigning a Salesforce Opportunity ID to a Deal through URL Query Params

Search by Opportunity

When first creating the deal, you can search for and select a Salesforce Opportunity. Based on the Opportunity you select, RevOps will not only associate the Opportunity ID to the deal but also import the contacts and addresses associated with the Opportunity to use be used on deal. 

Insert with URL Query 

To simplify the experience of creating a Deal in RevOps from Salesforce, you may create a Salesforce custom button

When creating this button in Salesforce, configure the content source to URL and include a URL with the following format:

https://{workspace_subdomain}.revops.io/new/quote/{template_id}?oppId={!Opportunity.Id}

You’ll need to personalize this URL with the following:

  • Workspace Subdomain
  • Template ID

When this button is clicked, RevOps will open in a new tab and the Opportunity will automatically be associated to the RevOps Deal with the template you’ve selected.

Here’s a video tutorial on how to get this set up in Salesforce:

How are Opportunity Products enriched by RevOps?

To ensure that the Opportunity Products (also known as Opportunity Line Items) completely match the Line Items on the Deal, RevOps will remove any existing Opportunity Line Items and insert only the Line Items on the Deal.

When the same SKU is used in multiple places across the order form, RevOps will roll the line items up and write to a single Opportunity Line Item.

Enrichment behavior for standard fields on Opportunity Line Items

  Standard Field

Enrichment Behavior

  Product

Based on ProductID configured on the SKU

If the SKU does not have a Salesforce ProductID, RevOps is unable to insert the Product as an Opportunity Line Item

  Product Code

Not Enriched

  List Price

Enriched by Unit Price on Price Book Entry

  Sales Price

Calculated by Salesforce by dividing total price by quantity. RevOps only enriches the Total Price field.

  Quantity

Quantity of the Line Item

Salesforce does not support a quantity of 0.

If a quantity of 0 is used on the Deal, a Salesforce sync error will occur.

  Date

When visible, the Start Date of the Contract unless a different service start date is specified on the SKU.

Note: The Date field must be made a visible field on the Opportunity Line Item in Salesforce in order for RevOps to write to this field.

  Discount

Not enriched.

  Total Price

By default, RevOps will write the adjusted net price of the line item to this field. Salesforce uses this field along with the quantity field to calculate sales price.

If you prefer to enrich your opportunity line item with the adjusted annual price or the adjusted monthly price, let us know.

  Line Description

Not enriched.

  Created By

User Account authenticated in RevOps

 

For example, if your deal looks like this:

Opportunity Line Items would look like the following:

Managing Opportunity Line Item Sync for Schedule SKUs of Multiple Periods

As seen in the example above, when a Schedule SKU of multiple periods is used on a Deal, RevOps will create an Opportunity Line Item for each period of the SKU. This enrichment allows you to get the most granular view of the quantity and price. Whether you are ramping over multiple years or months, the start date, quantity, and price of each period will be inserted as an individual Opportunity Line Item.

Syncing Deals to Salesforce

If you run into an issue syncing data, you can manually resync your RevOps Deal to your CRM. Simply go to the deal, click on the “More Actions” button, and select “Synchronize with CRM”.

RevOps will resynchronize the latest data from the deal to your CRM and display the raw response that is received.

Any errors or issues with syncing will be surface here. To address these issues, you’ll likely want to edit your deal. Feel free to reach out to us if you have any questions or continue to run into issues.