Opportunity Stage Processes

Opportunity stages explains the order journey. Please refer below for direct point of contact.

Table of Contents

Before 90%

95% Closing

98% Orders Processing

99% Ready to Ship

100% Closed Won

0% Closed Lost

Frequently Asked Questions

Opportunity Stage	Pending Action	Area of Responsibility
Before 90%	Customer signs PO. AE moves opportunity to 95% Closing	Opportunity Owner
95% Closing	Order Management validates payment and PO. After approval, Order Management will move the order to 98% Orders Processing	Questions?
98% Orders Processing	Fulfillment Operations Team validates order Is your order stuck at 98%? Click here for more information	Questions?
99% Ready to Ship	Order is being fulfilled at our warehouse
100% Closed Won	Package is en route to customer. Tracking and serials are available directly on opportunity
0% Closed Lost	Canceled	Questions?

Frequently Asked Questions

Has my order shipped?

US/CAD: If an opportunity reaches 98% Orders Processing before 3PM ET / 12PM PT, it will be processed the same day unless otherwise communicated by an Operations Specialist.

• Note: Same day processing can result in next day shipping due to our optimized warehouse shipping process. 

MX: If an opportunity reaches 98% Orders Processing before 1PM CT (MX), it will be processed the same day unless otherwise communicated by an Operations Specialist.

EMEA: If an opportunity reaches 98% Orders Processing before 1PM BST, it will be processed the same day unless otherwise communicated by an Operations Specialist.

Once an order has been processed to 99% (Ready to Ship), reference the shipping method location on the opportunity. 

For more details on opportunity stages, refer to Opportunity Stage Processes article

Product Manager Approval

Product codes that require Product Manager (PM) approval needs to be validated before processing the opportunity. The order will be held at 98% Orders Processing and cannot ship until sales rep provides written approval from PM.

The Reverse and Fulfillment Operations (RFO) team will reach out via email with subject line [ACTION REQUIRED] No PM Approval listing out the PM gated product code and its respective Product Manager.

If you have further questions, respond directly to the email alert sent from [e-mail].

Why is my order stuck at 98% Orders Processing?

Reverse and Fulfillment Ops (RFO) will communicate to AEs when an order is on hold because it has not passed an audit validation. The RFO team will send a hold email from [e-mail]. Please reply directly to the email to prevent order processing delays.

Below is a list of reasons for a kick back.

Hold Reasons

• No Cables: The opportunity is on hold due to having the incorrect amount of cables.
• Incorrect Quantities: The opportunity is on hold due to having mismatched quantities of hardware to licenses/accessories.
• Missing / Wrong Shipping Address: The opportunity is on hold due to a missing or incorrect shipping address. PO boxes (US) and Postal bags (CAD) are not allowed and will require an alternative shipping address.
• No HW Approval: The opportunity is on hold due to having a product that requires approval.
• No PM Approval: The opportunity is on hold due to having a product that is Product Manager (PM) gated. Please see email for respective PM’s approval.
• Out of Stock: The opportunity is on hold due to having a product that is out of stock.
• Missing S&H: The opportunity is on hold due to missing the shipping and handling cost.
• Confirming FT: The opportunity is on hold due to clarification on the ‘Free Trial Purchase’ drop-down selection
• Inventory Hold: The opportunity is on hold due to having product(s) that are currently on supply constraint.
  • Weekly inventory email sent to the Sales team providing inventory status. Refer to our Inventory Inquiry article for more information.
  • Guidance by Region: North America Inventory | Mexico Inventory | EMEA Inventory
  • Fill out the Order Escalation Form for urgent deals and Ops Leadership will respond in the order they are received.
• Clarification Hold: The opportunity is on hold due to details that require additional clarification. Please refer to email for more details.
• Finance Hold: The opportunity was placed on hold as requested by Order Management. Please reach out to Order Management with any questions.
• Requested Later Ship Date: The opportunity was requested to ship out on a later date by the Sales team.
• Sales Hold: The opportunity was requested to be placed on hold by the Sales team. 

I have questions about inventory. Can you help me?

Lead times and inventory availability is incredibly fluid, and the Inventory Team will do their best to keep guidances up to date.

Please see below for your respective region's Inventory Guidance:

• EMEA Inventory Guidance
• Mexico Inventory Guidance
• US/CAD Inventory Guidance

For product escalations, fill out this Order Escalation Form and Ops Leadership will respond in the order they are received. Please note the Orders Team does not have visibility into this process.

For questions regarding inventory thresholds, reach out to our Planning Team for allocation.