Introduction

The opportunity cockpit is the page you work a single deal from. It starts with the next move: a health read, the risk of the deal stalling, AI-prioritised next best actions and the qualification gaps to close. Each of these leads into a tab where you do the work. Those tabs cover strategy, people, activity, commercials, the value contract and a ContextIQ conversation.

Opening a deal

From Deals → Opportunities, click a deal name, or click View details → in card view. See Opportunities: Find, Filter & Create Deals.
From an account’s Pipeline tab, click an open opportunity.
Follow a direct link. The cockpit lives at /crm/opportunities/<id>, and the open tab is kept in the address bar (for example ?tab=people), so you can share a link straight to a tab.

The tab bar above the cockpit reads Flow · Velocity · Opportunities; click Opportunities to return to the list.

The header shows the account’s initials, then a line with the account name, the opportunity type (for example Expansion) and a stage badge. The deal name sits underneath as the page title. The buttons on the right are:

Draft outreach — builds a buyer-facing outreach prompt grounded in this deal. A dialog opens with the prompt and an Email Tone choice (Professional, Casual, Formal, Technical or Direct). Changing the tone regenerates the prompt. Click Copy to Clipboard to paste it into your AI assistant. If no template is available, you’ll see No prompt template available. You can still follow up on this action manually.
Deal guide — opens the deal guidance panel. See Deal guide.
Capture meeting — opens meeting capture for this deal. It appears only when meeting capture is enabled for your organisation. See Meeting capture.
Edit — opens the edit page (see Editing and deleting below).
Ask ContextIQ — opens the Conversation tab.

The signal strip

Five signals sit under the title:

Health — the overall deal health percentage with a status badge: Strong (70% and above), Moderate (40–69%) or At Risk (below 40%).
Close date — the expected close date, with either N days remaining or, in red, N days overdue.
Forecast — the forecast category (for example Commit) and, when available, a % confidence figure.
Win probability — the win probability entered on the deal, plus N days in pipeline since the deal was created.
Value — the deal value after discount, plus its ARR and contract term (for example “NZ$274K ARR · 12 mo”), or No ARR.

The tabs

The tabs are Cockpit, Deal Health, Strategy, People, Activity, Commercials, Value Contract and Conversation. Activity shows a count of logged activities. A tab is highlighted as needing attention when:

Deal Health — the qualify-out score is 60 or higher.
People — the Decision Readiness dimension of deal health is at zero.
Activity — Engagement Momentum is low.

Cockpit tab

The Cockpit tab opens by default. It has six cards.

Deal Health

A ring shows the overall health score, with a status badge and a change indicator. Below it, four dimensions explain the score, each with a bar, a percentage, a change arrow and short evidence lines (for example “Champion: Engaged · Economic Buyer: Not yet identified”). Click a row to open the tab where you fix that dimension:

Deal Structure (“Is this well-qualified?”) → Deal Health tab
Decision Readiness (“Can they actually buy?”) → People tab
Engagement Momentum (“Are we actively working this?”) → Activity tab
Forecast Alignment (“Does forecast match reality?”) → Strategy tab

Qualify-out risk score

This card scores how likely the deal is to be wasted effort, out of 100, with an activity-level badge. Four bars show what drives the score: Staleness, Activity drop, Framework gaps and AI signals. The card also shows how many days have passed since the last activity. Click Re-engage to go to the Activity tab and log your next touch. To qualify a deal out, use Risk Signals; see Deal Drag & qualify-out. How the score is built is explained in Risk scoring explained.

Gaps to close

Up to five missing qualification components, each with its framework, name, an impact badge (high or medium) and its current score. Click Open Deal Health for the full picture. If nothing is missing, you’ll see No tracked framework gaps right now.

Next best actions

AI-prioritised actions for this deal. If none exist yet, or the saved set is out of date, they generate automatically when you open the cockpit. While that happens you’ll see AI · generating and This usually takes 10–30 seconds. When they’re ready:

An AI · prioritised badge, a stale badge if the actions are out of date, and Generated with how long ago.
The play: — a one-line summary of the main opportunity on the deal.
Ranked actions, each with a title, a priority badge (high, medium or low), a category, why it matters now and its Expected impact. Click an action to expand its Recommended steps and effort estimate.
Draft with ContextIQ — opens the Conversation tab with the action pre-filled as your message. Pick a play, then send.
Refresh — regenerates the actions.
A footer showing which knowledge-base item grounded the actions (Grounded by …) and the model used.

If nothing has been generated, or generation fails, you’ll see No actions generated yet or Generation failed with a Generate button.

Qualification

MEDDPIC, BANT and SPICED, each with its overall score, how much of the framework is documented (% documented) and the change since the previous extraction. Click Details to open the Deal Health tab.

Latest activity

Your three most recent activities, with how long ago each happened. Click View all activity to open the Activity tab. With nothing logged, you’ll see No activity logged yet.

Deal Health tab

Deal Health is where you read qualification in depth. It opens on the ACTION BRIEF view, which shows how well MEDDPIC, BANT and SPICED reinforce each other, ranked plays (Do this next) and the four questions the deal turns on. Pills switch to a detailed view of MEDDPIC, BANT or SPICED, and a Qualify-out score card sits alongside. Framework scores are extracted from the notes on the deal, including meeting notes attached from a Meeting Capture. For a full walkthrough, see Deal Health & Qualification Frameworks.

Strategy tab

Strategy is the executive-narrative layer: Why change, Why now, Why us. It has four cards, each marked Ready or Needs work:

Discovery Planner — turns pain, metrics and impact into your next call plan.
Value Pyramid — frames functional, business and strategic value for the executive.
Three Why’s — anchors the executive narrative on Why change, Why now, Why us.
Stakeholder Map — maps power, priorities and coverage gaps across the buying group. Open map scrolls to the Stakeholder Intelligence section.

On the first three cards, click Generate (or Refresh once a response exists) to create the artifact, and Read response to view it. A KB tag means it was grounded in your knowledge base. When your plan includes web research and you have quota left, generation also draws on web search.

The Full response panel shows the selected artifact in full, with sub-tabs for Discovery Planner, Value Pyramid and Three Why’s, the model used and a KB grounded badge. Its buttons are Generate / Refresh and Open full view. If nothing has been generated, you’ll see No … response yet and a Generate … button. If generation fails, you’ll see Generation failed.

The Stakeholder Intelligence section maps decision makers, their priorities and engagement moves for the account. It covers Why they matter, Care-abouts, Recommended Moves, a Coverage Score, Roles Covered, an Org Summary and Reporting Lines. Use Generate, Regenerate or Refresh to build it. Generating new research is part of the Ultimate plan; on other plans you can view existing insights.

People tab

People is where you build the buying committee for this deal. If no contacts are assigned yet, a banner reads No stakeholders mapped yet with the current coverage score.

Add contact to opportunity

The form is always open at the top of the tab:

Choose Link existing and pick from Account contact. Contacts who already hold the selected role on this deal aren’t offered again.
Or choose New contact and enter Name and Email (both required), plus Title and Phone if you have them. The contact is added to the account at the same time. If the email matches an existing account contact, that contact is used instead.
Set Role in deal (Champion, Economic Buyer, Technical Reviewer, Influencer, Blocker or User) and Influence (1–10).
Optionally add Notes: why this person matters, the political context or your next move.
Click Add to opportunity. You’ll see Contact added to this opportunity. or Contact created and added to this opportunity.

Detected in your notes

People named alongside roles in your notes and emails appear here as suggestions, with their role, confidence and title. Click Add as contact to pre-fill the form with their name, role, influence and context; then review and save. Click the × button to dismiss a suggestion for this visit, or Refresh to re-scan. With nothing found, you’ll see No stakeholders detected yet.

Roles to fill

Lists the core roles (Economic Buyer, Champion, Technical Reviewer, Influencer and Blocker). Each is marked confirmed (assigned on this deal), detected (suggested from your notes) or missing. The Why it matters card beside it has a Draft a stakeholder workshop invite button that takes you to the Activity tab.

Confirmed contacts

Everyone assigned to the deal, with their role, notes and influence (for example “infl 7/10”). Click Add to open the form again.

Engagement freshness, along with the Refresh Freshness and Confirm engaged buttons and the editing or removal of contact roles, lives in the full view’s Contacts tab (see The full view below).

Activity tab

Activity is the single timeline for the deal, and it’s the evidence your health and framework scores are built from. The header shows a days quiet badge: green up to 14 days, amber up to 30 and red beyond that.

Logging activity

Choose a type: Note, Call, Email, Meeting or Task.
Type what happened. Each type has its own prompt; for a call, for example, the prompt asks who you spoke with and what you covered.
Click Add, or press ⌘/Ctrl+Enter. The entry appears at the top of the timeline.

Adding a task

Choose Task and describe what needs to happen next.
Set Due (defaults to a week from today) and Urgency (Low, Medium or High), and optionally add notes for whoever picks it up.
Click Add task. Tasks go to your action plan rather than the timeline; see Weekly Action Plan.

What else is on the tab

Timeline — each entry shows its type, title, date, details and who logged it. Items synced from integrations are marked as auto-logged.
Tasks — up to six tasks for this deal, with status, due date and urgency.
AI activity digest — an automatic summary of the deal’s activity, when one is available.
Cadence — Last touch, Total activity, a breakdown By type and when the deal was Last updated.

Commercials tab

Commercials is a read-only summary of the deal’s commercial shape:

Deal line items — each product with its quantity, discount and price, then the Total contract value and the deal’s ARR, term and discount. With no products, you’ll see No line items yet.
Procurement — each procurement step with its status, and an overall badge (Blocked, In progress or Cleared). With no steps, you’ll see No procurement steps tracked yet.
Competitive — the competitors in play, each with its risk level. With none, you’ll see No competitors tracked.

To change any of these, click Manage (see The full view below).

Value Contract tab

The Value Contract records the customer’s promised outcomes as a measurable baseline. It isn’t available for Closed Lost deals. See Value → Impact.

Conversation tab

Conversation is ContextIQ for this deal: pick a play and ask questions grounded in the deal’s data. See ContextIQ Conversations.

Editing and deleting

Click Edit in the header. The Edit Opportunity page opens.
Change any field. These are the same fields as on the create form: account, owner, name, list price, currency, discount, close date, win probability, stage, forecast category, type, contract term, lost reason, description and the strategic flag. Choosing Closed Won or Closed Lost sets the forecast category to Closed or Lost.
Click Update Opportunity to save, or Cancel to discard. Either way you return to the cockpit.
To delete the deal, click Delete Opportunity at the bottom of the edit page and confirm. Deleting can’t be undone, and you’re returned to the Opportunities list.

The full view

A small number of tasks still happen in the full opportunity view at /crm/opportunities/<id>/legacy. You reach it from two places:

Strategy tab → Open full view
Commercials tab → Manage

The full view is the only place to:

Edit line items: open the Line Items tab and click Add Product.
Edit procurement steps: open the Procurement tab and click Add Step.
Edit competitors: open the Competitors tab and click Add Competitor.
Review engagement freshness and edit or remove contact roles, in the Contacts tab.

Use your browser’s back button to return to the cockpit.

Common workflows

Prepare for a deal review

Open the deal and read the signal strip: health, close date, forecast and value.
On the Cockpit tab, click the weakest Deal Health dimension to open its tab.
Check Gaps to close and click Open Deal Health to read the Do this next plays.
Expand the top next best action and click Draft with ContextIQ to turn it into a plan or message.

Map the buying committee

Open People and look at Roles to fill.
Confirm any useful suggestions with Add as contact.
For each missing role, use Link existing or New contact, set Role in deal and Influence, and click Add to opportunity.

Log a meeting and follow up

Open Activity, choose Meeting, record the attendees and outcomes, and click Add.
Switch to Task, describe the follow-up, set Due and Urgency, and click Add task.
Later, check Deal Health to see whether the new evidence has moved your framework scores.

Build the executive narrative

Open Strategy and click Generate on Three Why’s.
Read it in Full response, then generate the Value Pyramid and Discovery Planner for your next call.

Loading, empty and error states

Loading: cards show grey placeholders while their data loads, and header values show a dash until the deal loads.
Next best actions: AI · generating while they’re generated; No actions generated yet or Generation failed otherwise.
Strategy: Needs work on cards that haven’t been generated; Generation failed if generation errors.
People: Select an existing contact, or enter a name and email to create a new contact. if the form is incomplete; That contact already has this role on the opportunity. for duplicates; Account details are loading before contacts can be added. while the account loads.
Activity: No activity logged yet on a new deal; Failed to log — please try again. if saving fails; No tasks yet. before you add a task.
Edit page: Failed to update opportunity. Please try again. or Failed to delete opportunity. Please try again.

Troubleshooting

I don’t see Capture meeting. Meeting capture isn’t enabled for your organisation.
My framework scores haven’t changed. Scores come from the evidence in the deal’s notes, including attached meeting notes. Log what you learnt as a Note on the Activity tab, mentioning the buyer, the pain, the metrics and the decision process explicitly. A new note starts a fresh extraction shortly after you save it.
Win probability differs from the Opportunities list. The cockpit shows the probability entered on the deal; the list shows the model’s prediction when there is one. To change the cockpit figure, use Edit.
Next best actions look out of date. Click Refresh.
A card stays as a grey placeholder. Refresh the page.
I can’t pick a contact in Link existing. The contact may already hold that role, or the account may have no contacts yet. Use New contact.
A suggestion I dismissed came back. Dismissing hides a suggestion only for the current visit. Add the person with the role you want, or ignore it.
I need to change line items, procurement or competitors. Use Manage on the Commercials tab.
I want to qualify a deal out. Use Risk Signals; see Deal Drag & qualify-out.

Glossary

Stage: the deal’s current phase: Qualification, Discovery, Proposal, Negotiation, Closed Won or Closed Lost.
Forecast Category: the confidence grouping used for forecasting: Pipeline, Best Case, Commit, Omitted, Closed or Lost.
Deal health: a score built from four dimensions: Deal Structure, Decision Readiness, Engagement Momentum and Forecast Alignment.
Qualify-out score: a 0–100 risk score for deals likely to be wasted effort, built from staleness, activity drop, framework gaps and AI signals.
MEDDPIC: Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Implicate Pain, Champion and Competition.
BANT: Budget, Authority, Need and Timeline.
SPICED: Situation, Pain, Impact, Critical Event and Decision.
Three Whys: Why Change, Why Now and Why Us.
Contact roles: Champion (internal advocate), Economic Buyer (final budget sign-off), Technical Reviewer (technical validation), Influencer (shapes the decision), Blocker (often procurement or legal) and User.
Line item: an individual product or service in the deal.

Opportunity Cockpit: Health, Strategy, People & Activity