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Understanding Opportunities in Reevo

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What Opportunities Are Used For

Opportunities help your team:

• Track and manage each deal from discovery through close
• Forecast revenue based on deal stage, amount, and close date
• Coordinate activity across sales, success, and operations
• Understand who is involved in the deal (contacts and account stakeholders)
• Identify bottlenecks and improve sales velocity and conversion

Opportunities serve as the central record for deal execution, ensuring the entire GTM team has the same context and visibility.

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Standard and Custom Fields

Reevo includes standard fields on every Opportunity (e.g., Stage, Owner, etc.). You can also configure custom fields to capture additional context that supports your GTM process. See Create and Manage Custom Fields to learn how to add or edit opportunity-specific attributes.

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How to Manage Your Pipeline

Reevo supports multiple pipelines, so you can model distinct sales motions side by side (for example, separate pipelines for new business, PLG, and partnerships). Each pipeline has its own stages, stage criteria, forecast defaults, and closed-won / closed-lost reasons. Every opportunity belongs to one pipeline at a time, and one pipeline is set as the default for new opportunities. This short video walks you through how to customize and manage your opportunity pipelines in Reevo.

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Step by Step Guide

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1. Understand Pipeline Stage Sections

Every pipeline organizes its stages into two sections, sorted by rank. Understanding these helps when you configure stages and forecast settings in the steps below.

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2. Create and Manage Pipelines

• Open Settings → Opportunities → Pipelines
• Click Create pipeline, enter a display name, and adjust the starting stages
• New pipelines are created with a set of default stages. Open a pipeline’s ellipsis (…) → Edit stages to customize them, or Customize record creation to control what is captured when a deal is created in that pipeline
• Use the pipeline’s action menu to Set as default (the default pipeline is pre-selected on new opportunities), or to Activate / Deactivate a pipeline
• Deactivated pipelines are not available for new opportunities but remain visible for reporting

Note: Only one pipeline can be the default at a time.

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3. Customizing Pipeline Stage Names

• Open Settings → Opportunities → Pipelines, then open the pipeline you want to edit
• Click the ellipsis (…) next to a stage to rename it
• Click Add stage to create a new one
• Drag and drop to reorder stages

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4. Deleting and Remapping Pipeline Stage Names

• Click the ellipsis (…) next to a stage and select Delete
• Choose a replacement stage to move existing opportunities into
• Confirm to remove the stage and remap deals

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5. Customizing Pipeline Stage Criteria

• Select a pipeline stage
• Click Add criteria

Option 1: Create custom rules

• Choose a field (e.g., Opportunity field, Account field, Contact field)
• Select a condition (e.g., equals, contains, greater than)
• Enter the required value
• Add multiple conditions as needed to enforce your sales process

Option 2: Use the Criteria Library

• Browse pre-built criteria powered by Conversation Intelligence (CI)
• Select items like Budget identified, Decision maker noted, or Solution fit documented
• CI automatically checks your calls, notes, and emails to verify the criteria are met

Library criteria fall into two types, and neither has a manual check-off:

• Information-Based Criteria (e.g. Document Decision Criteria, Identify Champions): satisfied when the relevant CRM field is filled in.
• Sales Action-Based Criteria (e.g. Probe Timing, Share Pricing Information): satisfied when a meeting or email is tagged with the matching Activity Intent.

Sales Action-Based Criteria reference To tag an activity, open the meeting or email record and set its Activity Intent (for example, “Probing Timing” or “Pricing Sharing”). Reevo also suggests intents based on content; click Accept to apply them. Additional options

• Toggle Required to prevent stage advancement until criteria are satisfied
• Combine custom rules + library criteria for flexibility
• Save to apply the criteria to the stage

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6. Auto-Shifting Opportunities

Auto-shift automatically moves opportunities to the next stage once criteria are met.

• Toggle Auto shift on for the stage
• When all required criteria are satisfied, the opp will automatically advance
• Helps keep your pipeline clean and up-to-date without manual updates

Notes

• Auto-shift only works when required criteria are enabled
• Reps can still move opportunities manually if needed

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7. Entry Criteria for Closed Lost

Exit criteria control what must be true before an opportunity can leave a stage. A deal can be lost from any stage, so exit criteria on earlier stages cannot guarantee that a lost deal carries what you need (a closed lost reason, a next step, a note on the competitor). Entry criteria on Closed Lost close that gap: they are checked every time an opportunity moves into Closed Lost, from any stage. Set up entry criteria

• Open Settings → Opportunities → Pipelines and open the pipeline
• Under Outcomes, select Closed Lost
• The Closed lost entry criteria list opens. New pipelines start with Primary Closed Lost Reason, which requires reps to pick a closed lost reason. It is always required, so you cannot delete it or make it optional
• Click Add criteria. On the Custom tab, name the criterion, pick the opportunity field and condition, and add a description if you want reps to see one in the checklist. If the pipeline does not have Primary Closed Lost Reason yet, add it from the Criteria library tab
• Leave Required on to block the move until the criterion is met, or turn it off to make it optional
• Click Add criteria to save

Manage closed lost reasons Your reason list lives with the reason criterion. Open the Primary Closed Lost Reason menu and click Manage reason options to add, edit, or remove reasons. When the pipeline does not have that criterion, use the Manage reason options button instead. Each reason can have a Required field: Budget note, Primary competitor, Decision date, Decision process, Paper process, Product fit note, or Closed lost details. Reps must fill in that field before they can close a deal with that reason. The reason a rep picks is separate from the reason Reevo infers from deal activity; see AI Closed Lost Reasons. What reps see When a rep moves an opportunity to Closed Lost, Reevo first asks for the closed lost reason in its own dialog. If any entry criterion is still unmet, Reevo then opens a checklist titled Complete these to move the opportunity, with each row marked Entry · Closed Lost. When the chosen reason has a required field, that field appears in the checklist too. Moving to Closed Lost does not check the exit criteria of the stage the opportunity is leaving, because a lost deal never finished that stage. Only the Closed Lost entry criteria gate the move. Reps can fill a missing field directly from the checklist. The row re-checks in place, and Move to Closed Lost becomes available once every required criterion is met. Admins also see Override and continue, which moves the deal without meeting the criteria; the override is logged. Where entry criteria apply Entry criteria run wherever an opportunity’s stage changes: the opportunity record page, the Stage column in list views, the kanban board, workflows, the public API, and AskReevo. Outside the web app there is no checklist; the stage change is rejected with a message that names the unmet criteria.

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AI Closed Lost Reasons

Reevo analyzes the activity on a lost deal to explain why it was lost. Analysis runs when you move an opportunity to Closed Lost, its pipeline has analysis enabled, and the opportunity has at least one linked meeting that is not canceled. The meeting does not need to have happened yet. To enable analysis for a pipeline, open Settings → Opportunities → Pipelines, select the pipeline, open AI closed lost analysis, and turn on Analyze closed-lost deals. Admins manage the per-pipeline Additional reasons list on the same tab.

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What the analysis contains

The AI reason appears alongside the lost reason you record yourself and does not replace it. Reevo reads the deal’s meetings, emails, calls, and notes to form its analysis. The brief includes a main reason with High confidence or Low confidence, a summary supported by links to the deal’s activity, and up to 3 additional contributing reasons when the evidence supports them. Additional reasons can be empty. Reevo chooses the main reason from these 6 categories:

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Where to read it

Open the opportunity’s Overview tab and find Reevo Assist: Closed lost above the stage tracker. The card shows the primary reason, any additional reasons, and a Loss summary. Click Read full analysis to open the evidence brief and follow its source links. Click a meeting citation to open the transcript at the cited moment.

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Activity Timestamps

Reevo automatically tracks the last time your team reached out to an opportunity’s contacts — and the last time those contacts engaged back. These timestamps appear in the Activity timestamps section of the opportunity’s Overview tab and update automatically as activity is logged. There are 8 fields in total, split into two groups. Engagement fields reflect activity initiated by the contact: Outreach fields reflect activity initiated by your team:

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Troubleshooting / FAQs

Still have questions? Sign in and use AskReevo for instant answers or to raise a support ticket.