Pipeliner Sales CRM Complete User Guide PDF

PIPELINERS USER GUIDE | Version 4.
HANDBOOK
pipelinersales.com
HANDBOOK
Version 4.0
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Table of Contents
1. GETTING STARTED
4.4. Buying Center
61
1.1. pipeliner Overview
5. LEADS
64
1.2. Feed Pipeline (Add Opportunities)
5.1. Lead Management
66
1.3. Working with Basic Dynamic Target
11
5.2. Team Lead Management
72
1.4. Sale Process (Moving the Opportunity)
12
6. ACQUISITIONS
75
2. WORKING WITH SALES PIPELINE
13
6.1. Acquisition Detail
77
2.1. Sales Pipeline
14
6.2. Working with Acquisitions Phases
78
2.2. Sales Opportunity
15
6.3. Qualifying the Acquisition Contact into the Opportunity
79
2.3. Sales Dynamic Target
26
7. OPPORTUNITY DOCUMENTS
80
2.4. Notes Management
27
7.1. Working with Documents
82
2.5. Synchronization
30
7.2. Attaching Document to the Opportunity
83
3. PIPELINER OPTIONS
31
8. ADDRESS BOOK
85
3.1. Profile Settings
33
8.1. Address Book Window
87
3.2. Sales Role View Settings
35
8.2. Contacts
88
3.3. View Settings
36
8.3. Accounts
91
3.4. Filter Settings
37
8.4. Importing Contacts and Accounts
94
3.5. Target Setting
38
8.5. Exporting Contacts and Accounts
99
4. OPPORTUNITY CONTROL PANEL
39
8.6. Options and Profile
101
4.1. Opportunity
41
9. P-CONNECT COMMUNICATION
106
4.2. Activities
52
9.1. p-connect Overview
108
4.3. Account
59
9.2. Reminders
109
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9.3. Tasks
112
9.4. Appointments
115
9.5. Topics
118
10. TIMELINE
121
10.1. Working with Timeline
123
11. REPORTS
124
11.1. Business Intelligence Dashboards
126
11.2. Opportunity History Log
133
11.3. Management Reports
136
11.4. Hit-Rate Manager
140
12. ARCHIVE
144
12.1. Archive Overview
146
12.2. Archived Opportunity
147
12.3. Archive Reason
148
13. SETTINGS
149
13.1. Sales Pipeline Configurator
150
13.2. Localization Settings
152
13.3. Print Center
154
13.4. Data Import
157
13.5. pipeliner Updates
161
13.6. About pipeliner
162
14. HELP CENTER
164
Table of Contents
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1. Getting Started
pipeliner is an innovative sales application which can enable you and your company to gain the necessary competitive
edge to succeed in sales.
CHAPTER CONTENT:
1. Getting Started
1.2.1. Opportunity
1.2.2. Adding Opportunities
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pipeliner is the worlds famous easy-to-use opportunity pipeline software to help you optimize and accelerate internal sales processes to close deals more effectively
and grow your business faster. You can create an number of opportunities within fully customizable sales pipelines.
DESCRIPTION
1
Sales Pipeline
Sales Opportunity
Sales Target
pipeliner Menu
NOTES & TIPS
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2
3
NOTE: pipeliner has three main features,

which help you to see your business competence according to your desired target:
Firstly, there is target, which, inter alia, shows
you the actual status of your business
efficiency.
Secondly, pipeliner setup, where you can
configure e.g. number of sales steps with the
purpose of seeing the development of your
business according to your opportunities.
Finally, pipeliner consists of the opportunities,
which are part of your business strategy.
1. Getting Started 1.1. pipeliner Overview
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1.2.1. OPPORTUNITY
Opportunities are the central focus of pipeliner and they can be displayed in your sales pipeline in a variety
of ways.
DESCRIPTION
1
Opportunities which do not contribute to

the target these opportunities are marked with
a crossed-out circle.
My Opportunities click this checkbox to view

your opportunities in the pipeline (the opportunities owned by you are marked with a single person
icon).
Sales Teams Opportunities click this

checkbox to view your sales team opportunities
in the pipeline (sales team opportunities are
marked with a multiple person icon).
Sales Units Opportunities click this

checkbox to view your sales units opportunities
in the pipeline (sales units opportunities are
marked with an organized multiple person icon).
Opportunity Grouping group your opportunities in your pipeline by various criteria

(the opportunities will have a colored dot on the
left side after you select an option).
Orange Opportunities opportunities turn

orange if there is any active reminder that is linked
to the opportunity.
Blue Opportunities opportunities turn blue

when you select them with your mouse.
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1. Getting Started 1.2. Feed Pipeline (Add Opportunities) 1.2.1. Opportunity
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The opportunity label displays many specific features, which help you in working with pipeliner. To see possibilities see tab below.
PREV IEW
OPPORTUNIT Y OWNER SHIP
Owner
Editor
Manager
Watcher
PREV IEW
OPPORTUNIT Y VIEW MODE
Selected opportunity
Opportunity with reminder
Grouped opportunity
Opportunity not contributing to the target. Either because of your filter properties or is out of target date range.
Opportunity not included to the filter selection.
1. Getting Started 1.2. Feed Pipeline (Add Opportunities) 1.2.1. Opportunity
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1.2.2. ADDING OPPORTUNITIES

Every sales strategy is related to the opportunities in its business. The main advantage of pipeliner is its ability to contain as many opportunities as your business needs. You have
to feed your pipeline with opportunities.
ICONS DESCRIPTION
CREATE NEW OPPORTUNITY

By clicking on CREATE NEW OPPORTUNITY
button, you will start with the creation
process.
DESCRIPTION
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Create new opportunity
1. Getting Started 1.2. Feed Pipeline (Add Opportunities) 1.2.2. Adding Opportunities
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OPPORTUNITY PANEL
DESCRIPTION
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Opportunity name by clicking on its bar, you

can insert the name of an opportunity.
Opportunity value by clicking on its bar, you

can insert the value of the opportunity.
Closing date insert the closing day of an

opportunity either manually or by clicking on the
calendar button.
Opportunity rank rank the opportunity

according to your preference.
Opportunity account & key contact

by clicking on the account or contact card, you can
insert to this opportunity related account and key
contact.
WEB LINKS
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1. Getting Started 1.3. Working with Basic Dynamic Target 1.2.2. Adding Opportunities
Video tutorial Learn how to crate a new

opportunity:
http://www.youtube.com/pipelinersales
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The Basic Dynamic Target gives you a quick snapshot of the current status of your sales pipeline(s) according to each opportunitys individually estimated overall values
and relative position in the sales process, to which you can assign a weight, or probability of success. This is the probability that an average opportunity in this sales step
will advance to closure, and thus contributes only a given percentage of its estimated overall value to the sales target. Set some goals, define the sales steps necessary
to get there and assign them a weighted value (the remainder after attrition out of the pipeline, expressed as a percentage).
DESCRIPTION
1
Dynamic target
Target view by clicking changing sign, you

can alter its display. Moreover, by clicking on the
dynamic target, you can enroll its main details.
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1. Getting Started 1.3. Working with Basic Dynamic Target
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Every sales pipeline consists of separate sales steps, or phases, through which we move an opportunity until it ultimately becomes a customer (which may not necessarily be the final step in a sales pipeline). As you turn leads into opportunities and move your opportunities through your pipeline, some will exit, which results in different
attrition rates for each sales step. In pipeliner, you can assign the probability of success (attrition rate) to each sales step, which is considered in the calculation of your
progress towards your goal. Only a certain percentage of each opportunitys expected value is calculated into the goal.
PROCESS DESCRIPTION
1
Step 1: Drag the opportunity into the wanted

sales step.
Step 2: Drop the opportunity into the wanted

sales step.
Result: The opportunity was moved to the place

of your choice.
1. Getting Started 1.4. Sale Process (Moving the Opportunity)
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2. Working with Sales Pipeline

Use the power of pipeliner to quickly and easily move opportunities through your sales pipeline and create customers
instead of just CRM data. Share opportunities, contacts, correspondence and documents. Easily see the bottlenecks,
identify weaknesses and optimize sales resources to reduce wasting time on non-productive opportunties. Focus on the
low-hanging fruits!
CHAPTER CONTENT:
2. Working with Sales Pipeline
2.1. Sales Pipeline
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15
2.2.1. Creating new opportunity
17
2.2.2. Moving the opportunity across sales pipeline
17
2.2.3. Closing the opportunity
19
2.2.4. Re-opening the opportunity
23
2.2.5. Copying the opportunity
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2.4.1. General Notes
28
2.4.2. Add Note
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2.1. Sales Pipeline

The main part of pipeliner is the pipeline, where you can maintain your sales opportunities and their related documents. Moreover, it enables you to see your probability
of achieving your sales goals through the dynamic target.
OVERWIEW
DESCRIPTION
1
Document
The Opportunity Extract by pointing on the

opportunity, the opportunity extract will pop up.
Here, you can find basic information and work with
this opportunity.
Maximize/minimize sales step You can

maximize every sales step on your pipeline as well
as the lead/acquisition panel.
Opportunity
Dynamic Target
Sales step with the opportunity in currently

non-visible area.
Sales step consists of opportunity with

reminder.
Sales steps percentage of probability and

number of opportunities within a sales step.
Toggle show/hide lead&acquisition panel
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WEB LINKS
Video tutorial how to create and customize

your pipeline:
http://www.youtube.com/pipelinersales
2. Working with Sales Pipeline 2.1. Sales Pipeline
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Every opportunity represents a potential sale. Import, create and maintain an infinite number of opportunities in your pipeline. Please note that you can only edit
opportunities you have created; others are read only. Managers, of course, have more rights.
OVERVIEW
DESCRIPTION
1
Control Panel by clicking on the icon, you can

open its control panel.
Reminder by clicking on the icon, you can set

a reminder for this opportunity.
Archive by clicking on the icon, the opportunity

will be closed and the status changed to Lost.
The opportunity is then placed in the archive.
Print by clicking on the icon, you can print all

Information related to this opportunity into the
PDF file.
Show/hide opportunity by clicking on the

icon, you can show/hide the opportunity by
default, values of hidden opportunities are not
included in the target calculation. This can be
changed within the pipeliner options.
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Add document by clicking on the icon, you can

add an external document to the opportunity.
Copy opportunity by clicking on the icon, you

can copy the opportunity to the pipeline.
2. Working with Sales Pipeline 2.2. Sales Opportunity
Note Create a note for an opportunity by clicking on the icon.
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The opportunity label displays many specific features, which help you in working with pipeliner. To see possibilities see tab below.
PREV IEW
OPPORTUNIT Y OWNER SHIP
Owner
Editor
Manager
Watcher
PREV IEW
OPPORTUNIT Y VIEW MODE
Selected opportunity
Opportunity with reminder
Grouped opportunity
Opportunity not contributing to the target. Either because of your filter properties or is out of target date range.
Opportunity not included to the filter selection.
2. Working with Sales Pipeline 2.2. Sales Opportunity
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2.2.1. CREATING NEW OPPORTUNITY

You can create an infinity number of opportunities to your pipeline database using three different ways:
WAY 1
Click on new opportunity button in pipeline

menu.
New opportunity will be automatically created to

the first sales step of your pipeline and the system will
open its opportunity panel.
WAY 2
WAY 3
Double click on the pipeline sales step field.
Hold ctrl (or command on Mac) button on

the keyboard and click on the pipeline sales
step field place.
New opportunity will be created on that place and

the system will open the opportunity panel.
New opportunity will be created on that place and

the system will open the opportunity panel.
2.2.2. MOVING THE OPPORTUNITY ACROSS SALES PIPELINE

Moving with the opportunity through the pipeline sales steps is part of your sales process. The main purpose is to move the opportunity from the first sales step to the last sales step.
You can move the opportunity all along the pipeline by dragging and dropping it.
As an owner, you can move the opportunity either from one sales step to another or by moving it within the sales step.
2. Working with Sales Pipeline 2.2. Sales Opportunity 2.2.1. Creating new opportunity, 2.2.2. Moving the opportunity across sales pipeline
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MOVING THE OPPORTUNITY FROM ONE SALE STEP TO ANOTHER

You can move the opportunity on the exact place in your pipeline through drag & drop or you can drag the opportunity on the sales step name. The system will insert the opportunity at the begging of the sales step.
PROCESS DESCRIPTION
1
Step 1: Drag the opportunity into the wanted

sales step.
Schritt 2: Drop the opportunity into the wanted

sales step.
Result: The opportunity was moved to the place

of your choice.
2. Working with Sales Pipeline 2.2. Sales Opportunity 2.2.2. Moving the opportunity across sales pipeline
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2.2.3. CLOSING THE OPPORTUNITY

The opportunity can be closed in two different ways and it depends on the achievement of that opportunity.
CLOSING THE WON OPPORTUNITY

The opportunities moved to the last sales step are considered by the system as won.
DESCRIPTION
1
Move the opportunity to the last sales step.
2. Working with Sales Pipeline 2.2. Sales Opportunity 2.2.3. Closing the opportunity
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CLOSING THE WON OPPORTUNITY

The system will open the options window, where you can choose the attributes of the won opportunity. Click on CLOSE AS WON to mark the opportunity as won or click CANCEL
to cancel the action.
DESCRIPTION
Opportunity value by clicking on its bar, you

can insert the value of the opportunity.
Closing date insert the closing day of an

opportunity either manually or by clicking on
the calendar button.
Archive opportunity if you check this box,

the opportunity will be moved to the archive,
otherwise it will stay at the last sales step.
Post a message to your sales team inform

your sales team that the opportunity has been
closed as won.
Close by clicking this button the opportunity will

be checked as won in the pipeline.
Cancel click this button to close this dialog.
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CLOSING THE LOST OPPORTUNITY

You can move a lost opportunity to the archive by clicking the archive button in the opportunity extract window.
Step 1: By clicking ARCHIVE button, you move the opportunity to archive.
DESCRIPTION
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1
Move to Archive click on the MOVE TO

ARCHIVE button to check the opportunity as lost.
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Step 2: The system will prompt you to fill the reason for closing.
DESCRIPTION
1
Reason choose and select the reason for closing an opportunity.
Description Provide more details describing the

reason why an opportunity was closed here.

your sales team that an opportunity has been lost
and therefore closed.
Close click this button to mark the opportunity

as lost and move it out of the pipeline and into the
archive.
Cancel by clicking this button the opportunity

will stay on pipeline.
NOTES & TIPS
TIP: You can define a custom list of reasons for

closing.
NOTE: You can still anytime reactivate the opportunity back to the pipeline.
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2.2.4. RE-OPENING THE OPPORTUNITY

RE-OPENING THE OPPORTUNITY FROM ARCHIVE
If you want to move a closed opportunity back to the pipeline from the archive, you have to point on that opportunity and click on the re-activate icon in its extract window.
PROCESS DESCRIPTION PART 1
Step 1: Click on REACTIVATE icon. The opportunity move back to the pipeline.
Step 2: The system will prompt you to confirm moving. Click YES if you want to
proceed or click NO to leave the opportunity in last sales step of pipeline.
Step 3: Additionally, the system will prompt you to define its new closing day.
Insert the new closing date either manually or by clicking on the CALENDAR
button.
NOTE: The system will move the opportunity to that sales step, where it was
in the archive.
2. Working with Sales Pipeline 2.2. Sales Opportunity 2.2.4. Re-opening the opportunity
Step 4: Click on the SAVE to proceed or click on the CLOSE and the system will
add closing date of the opportunity according to its previous closed date.
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RE-OPENING THE OPPORTUNITY FROM LAST SALE STEP

If you want to move the opportunity from the last sales step back to the sales process, you have to drag and drop that opportunity from the last sales step to one of the active ones.
Step 1: Drag and drop that opportunity from the last sales step to one
of the active ones.
Step 2: The system will prompt you to define its new closing day. Insert the new
closing date either manually or by clicking on the CALENDAR button.
Step 3: Click on the SAVE to proceed or click on the CLOSE and the system will
add closing date of the opportunity according to its previous closed date.
2. Working with Sales Pipeline 2.2. Sales Opportunity 2.2.4. Re-opening the opportunity
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2.2.5. COPYING THE OPPORTUNITY

COPY THE OPPORTUNITY FROM ARCHIVE
COPY THE OPPORTUNITY ON PIPELINE
If you want to make a copy of the opportunity from the archive to the pipeline, then click
on the COPY icon in its extract window.
If you want to make a copy of the opportunity on the pipeline, then click on the COPY
icon in its extract window.
PROCESS DESCRIPTION
Step 1: Click on the COPY icon. A copy of that opportunity create into
the pipeline.
NOTE: Follow the instructions and the system will copy the opportunity to the
first sales step.
2. Working with Sales Pipeline 2.2. Sales Opportunity 2.2.5. Copying the opportunity
PROCESS DESCRIPTION
Step 1: Click on the COPY icon. A copy of that opportunity create into
the pipeline.
NOTE: Follow the instructions and the system will copy the opportunity to the
first sales step.
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The dynamic target computes and displays its value based on the target period and value of the opportunities in this period. Moreover, the dynamic target is a special
pipeliner feature displaying your actual probability of your sales achievement according to your pre-defined target goal.
DESCRIPTION
Dynamic target view by clicking this sign, you

can alter dynamic target view.
Type of dynamic target:

Weighted target sum of the opportunities
values according to their sales step position
(its percentage of probability) and target
period date definition.
Un-weighted target sum of the opportunities values according to the target date period
definition.
Real target sum of the closed won opportunities values.
Ranked target sum of the opportunities
values according to their rankings and their
sales step position.
Dynamic target value
Dynamic target value proportion based on

the target goal value.
Dynamic target period
Dynamic target goal
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NOTES & TIPS
TIP: Proportion value of dynamic target is shown

through the chart pie behind target label.
2. Working with Sales Pipeline 2.3. Sales Dynamic Target
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pipeliner notes management enables you to easily create and follow your strategic sales notes. You can now write a note and relate it to all your opportunities and leads,
or create a general note to better manage your selling.
ICONS DESCRIPTION
NOTES MANAGEMENT
Click on the NOTES button to open general
notes view or click on ADD NOTE to add a
specific note to an opportunity.
DESCRIPTION
1
Notes Management
2. Working with Sales Pipeline 2.4. Notes Management
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2.4.1. GENERAL NOTES

Click on the Notes button to open the General Notes view, where you can write your own general notes.
DESCRIPTION
Add New Note click on the ADD NOTE button

to create a general note.
Write a Note click on the pre-defined note area

to write any information you need to note.
Add Another Note click on the + icon to add

another note to your notes dashboard.
Remove Note click the DELETE icon to remove

the selected note from your notes dashboard.
2. Working with Sales Pipeline 2.4. Notes Management 2.4.1. General Notes
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2.4.2. ADD NOTE

Attach notes to any opportunity, or lead by clicking on the opportunity. Please note that these notes are not shared within your sales team.
DESCRIPTION
1
Add New Note click on the ADD NOTE button

to create a note related to an opportunity, or lead.
Write a Note Click in the pre-defined note area

to write any information you need to note.
Add Another Note click the + icon to add

another note to a selected opportunity, or lead.
Remove Note click on the DELETE icon to

remove a selected note.
NOTES & TIPS
TIP: Define the appearance of your notes within

the Opportunity Quick-View settings. Click on
pipeliner OPTIONS in the upper right corner, then
go to View Settings.
2. Working with Sales Pipeline 2.4. Notes Management 2.4.2. Add Note
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OVERVIEW
Synchronizing your pipeline enables you and your team to more effectively collaborate, improving everyones chance of success. Clicking on the SYNCHRONIZE
button opens a synchronize dialogue box, which enables you to update your pipeline changes to each others pipelines so you can always stay up-to-date on the latest
developments.
DESCRIPTION
1
2
Synchronize button
Synchronize dialog
Synchronize now click on the SYNCHRONIZE

NOW button to proceed.
Close click on the close button to close

the window.
NOTES & TIPS
IMPORTANT NOTE: We recommend synchronizing your pipeline after every change. While
synchronizing, any changes will be saved to the
online server and made available to your pipeline
team members.
2. Working with Sales Pipeline 2.5. Synchronization
TIP: If another pipeliner window is open, you

do not have an Internet connection, or the team
pipeline is offline, then the SYNCHRONIZE button
will be disabled, meaning that synchronization is
not immediately available.
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3. pipeliner Options
The pipeliner options feature enables you to customize opportunities and the details associated with them. By clicking on
the OPTIONS button in the upper right hand corner of pipeliner, you can create viewing profiles and sort and filter opportunities in order to best focus your time and resources.
CHAPTER CONTENT:
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3.3. View Settings
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3.5. Target Setting
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OVERVIEW
Zoom in on any set of opportunities inside your sales pipeline and focus on those cases that need your attention the most. Filter, sort and arrange your opportunities
by product, sales rep, territory, team and more. Pre-defined, role-based profiles with custom filter and view settings allow you to quickly and easily see what you need
to see so you know where best to focus.
DESCRIPTION
1
Pipeliner options by clicking on the OPTIONS

button, the system will open pipeliner options.
Pipeliner settings list here you can find

the main pipeline working options:
Profile
Sales role view settings
View Settings
Filter settings
Dynamic target settings
NOTES & TIPS
TIP: Your pipeliner options panel can be opened

during work! Just click on the options panel label
and drag it away from its spot. If you would like
to move your options panel back, then drag and
drop it near its origin spot and system will automatically dock your filter back to your pipeliner!
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Create your own viewing and filter settings and save these as profiles, which you can view later with just a click.
OVERVIEW
DESCRIPTION
2
1
Select profile select a saved profile setting

to display this profile configuration in your pipeline.
Edit profile Click on the OPTIONS icon to alter

settings to the selected profile.
NOTES & TIPS
NOTE: Please note that you can apply saved

profiles to the following pipeliner features: Sales
Pipeline, Pipeline Archive, Timeline and all Reports.
The Address Book and Team Leads have their own
separate profiles.
3. pipeliner Options 3.1. Profile Settings
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PROFILE OPTIONS
All changes you make within the pipeliner options are automatically applied to the selected profile. However, you need to save those settings to the selected profile
in order to fully access them later on.
DESCRIPTION
3. pipeliner Options 3.1. Profile Settings
Select profile Select a saved profile setting

to display this profile configuration in your pipeline.
Rename profile Rename a profile by clicking

the RENAME button.
Remove profile Remove a selected profile

by clicking on the DELETE button.
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Define which sales opportunities and leads you would like to see in your sales pipeline based on the sales roles in your company. You can assign each user a sales role
in the pipeliner team environment Customer Portal.
DESCRIPTION
1
2
Toggle show/hide hidden opportunities by

checking this box, you will be able to show or hide
all your opportunities/leads which are excluded
from your current target period.
Opportunity and leads visibility Toggle between various opportunities in either the pipeline,
or archive by checking one of the options.
NOTES & TIPS
NOTE: You can customize your own sales role

within the Pipeliner Configurator. Please note
that you need tby checking any of this box your
pipeline will be filled with the opporunities/leads
according to it.o have administration rights to do
this.
3. pipeliner Options 3.2. Sales Role View Settings
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3.3. View Settings

The opportunity view settings enable you to group, entitle and arrange opportunities in your pipeline according to your needs.
DESCRIPTION
Entitle select one of the possibilities to display

opportunities labels.
Sort select one of the possibilities to sort the

opportunities in the pipeline and click on the sort
button to process.
Reversed sorting check to sort opportunities

reversed.
Group select one of the possibilities to organize

opportunities into groups with similar information.
Remove empty spaces by clicking this button,

the gaps between opportunities in the sales step
will be removed.
Auto-Arrange Opportunities by checking this

option, you can auto sort opportunities after you
changed the filter settings.
Opportunity Quick-View select one of the

possibilities to display opportunity quick view information; opportunity extract and notes.
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3. pipeliner Options 3.3. View Settings
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Filter settings enable you to filter opportunities in your pipeline according to their details and your needs.
DESCRIPTION
1
3
Filter by account/owner/opportunity name

insert these variables to filter the opportunities
containing it.
Filter by the opportunity value insert the

specific value to filter the opportunity as such.
You can classify mathematic relation to this value.
Filter by ranking by checking this option, you

can filter the opportunities according to their
ranking status.
Filter by account type/class by checking this

option, you can filter the opportunities according
to their account type or class.
Filter by sales unit by checking this option,

you can filter the opportunities according to their
sales unit.
Filter by products/services/sales step name

check these variables to filter the opportunities
containing it.
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NOTES & TIPS
NOTE: Please do not forget to activate filter

by clicking the ON/OFF button. Otherwise
the filter will not work at all.
TIP: To find the opportunity according to its
closing date, you can use opportunity timeline.
3. pipeliner Options 3.4. Filter Settings
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3.5. Target Setting

Customize your sales target period, target amount and even the variables used to define your target, such as the probability that an opportunity will advance to the next
step in the pipeline. Such weighted targets depict a more conservative amount, as they calculate only a percentage of an opportunitys total estimated value (marginal
contribution), based on the sales step. As an opportunity moves through your pipeline, ist marginal contribution to the overall sales target will change.
DESCRIPTION
1
3
Actual target goal insert the value of the

target goal.
Opportunities in Target Period Select which

opportunities values you would like to include into
dynamic target calculation based on its settings.
Choose value calculation Set which field will

be calculated into dynamic target.
Target view type choose the target view type

you would like to see on your pipeline.
Toggle target visibility check this box to see

or hide the dynamic target on pipeline.
Target period here you can select one of

the possibilities to select date range for dynamic
target.
2
4
6
NOTES & TIPS
TIP: Date range for financial year is classified from

01.04 of this year to 31.03 of the following year.
3. pipeliner Options 3.5. Target Setting
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4. Opportunity Control Panel

The Opportunity Control Panel consist of four information parts which contain all the information associated with an opportunity. In each of these sections is where you enter and edit account details and organize activities and people associated with an opportunity. Just Red-X-it to go back to your pipeline and the main area.
CHAPTER CONTENT:
4.1. Opportunity
41
4.1.1. Opportunity sharing
42
4.1.2. Set Recurrency
44
4.1.3. Account Information
45
4.1.4. Contact Information
48
4.1.5. Products & Services
51
4.2. Activities
52
4.2.1. Reminders
54
4.2.2. Tasks
56
4.2.3. Appointments
57
4.2.4. Communications
58
4.3. Account
59
4.4. Buying Center
61
4.4.1. Working with contact card
62
4.4.2. Contacts personal characteristic
63
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OVERVIEW
DESCRIPTION
1
2
1
Account by clicking on its field, the system will

expand the account panel window, where you can
maintain account related details.
Activities by clicking on its field, the system

will expand the activities lists, where you can set
reminders, create tasks, schedule appointments
and post topics related to the opportunity.
Buying Center by clicking on its field, the

system will expand the buying center panel, where
you can organize people into the visual buying
center.
Opportunity by clicking on its field, the system

will expand the opportunity panel window, where
you can insert the initial opportunity related
details.
Cancel by clicking the cancel button, you will

close its control panel.
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4.1. Opportunity
The opportunity window enables you to insert general opportunity related details such as its name, value, closing date, account contact, key contact, products and
services related to the opportunity, the opportunity owner and the sales team with whom you would like to share the opportunity.
OVERVIEW
DESCRIPTION
1
History log by clicking History log button, the

system will open its panel.
Opportunity name by clicking on its bar,

you can insert the name of an opportunity.
Opportunity value by clicking on its bar,

you can insert the value of the opportunity.
Closing date insert the closing day

of an opportunity either manually or by clicking
on the calendar button.
Set recurrency set the recurrence of an

opportunity.
Opportunity rank rank the opportunity

according to your preference.
Opportunity account & key contact

by clicking on the account or contact card, you
can insert to this opportunity related account
and key contact.
4. Opportunity Control Panel 4.1. Opportunity
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4.1.1. OPPORTUNITY SHARING

OPPORTUNITY OWNER & SALES UNIT
Every opportunity can have only one owner and only the owner of the opportunity can change its ownership.
ASSIGN NEW OWNERSHIP OF THE OPPORTUNITY
DESCRIPTION
2
1
4. Opportunity Control Panel 4.1. Opportunity 4.1.1. Opportunity sharing
Select new sales unit select new sales unit

of the opportunity.
Select new owner select the new owner

of the opportunity.
NOTES & TIPS
IMPORTANT NOTE: If you assign the opportunity to the new owner, first you and afterwards the
new owner have to synchronize in order to finish
whole operation of transfering ownership.
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OPPORTUNITY SALES TEAM

The sales team is a group of team pipeline users with whom you share your opportunities. All sales team members assigned to an opportunity can see the opportunity in their pipeline and read the opportunity details, as well as use the messaging system to communicate amongst themselves. Additionally, depending on his assigned user rights, a sales team
member can also work on this opportunity and make changes. On the other hand, a sales team reviewer can only read the opportunity details.
DESCRIPTION
4. Opportunity Control Panel 4.1. Opportunity 4.1.1. Opportunity sharing
Editors enter the name of your team member

and choose with whom you would like to work
on this opportunity.
Watchers enter the name of your team member and choose with whom you would like to share
details of this opportunity.
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4.1.2. SET RECURRENCY

DESCRIPTION
Set the status of recurrence
Set the recurrence pattern
Save
Remove Recurrence
Close
4. Opportunity Control Panel 4.1. Opportunity 4.1.2. Set Recurrency
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4.1.3. ACCOUNT INFORMATION

Every opportunity is basically connected to one account. You can assign/change an account to every opportunity in your pipeline.
OVERVIEW
DESCRIPTION
Account Information here you can find

general information about the account related
to the opportunity.
View Account click on the icon to see more

information about the account.
Select/Change Account from Address Book

click on the address book icon to select different
account from address book.
Remove Account click on the remove icon

to dismiss relation of the account to the opportunity.
4. Opportunity Control Panel 4.1. Opportunity 4.1.3. Account Information
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ASSIGN NEW ACCOUNT

ICONS DESCRIPTION
ASSIGN NEW ACCOUNT

Click on the plus account button. The system
will open the account details dialog, where
you can insert new account related details.
DESCRIPTION
1
Assign new account
Account Details Insert account details

by entering information into defined fields.
Please note that only mandatory field is
the name of an account.
Save click on the SAVE button to assign this

account to the opportunity.
Close Click on the CLOSE button to close

account details dialog.
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ASSIGN EXISTING ACCOUNT

ICONS DESCRIPTION
ASSIGN ACCOUNT
FROM ADDRESS BOOK
Click on the address book button. The system
will open the address book.
DESCRIPTION
1
Select account select one account from any

available in the address book.
Confirm selection click the SELECT button.
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4.1.4. CONTACT INFORMATION

After you assign the account to the opportunity, the system will automatically add the key contact card. You can choose whether you want to assign a new key contact or you want
to select an existing one from the address book. You can assign/change key contact to every opportunity in your pipeline.
OVERVIEW
DESCRIPTION
1
2
4. Opportunity Control Panel 4.1. Opportunity 4.1.4. Contact Information
Contact Information here you can find

general information about the contact related
to the opportunity.
Edit Contact click on the icon to edit and

change some information within the contact.
Select/Change Contact from Address Book

click on the address book icon to select different
contact from address book.
Remove Contact click on the remove icon to

dismiss relation of the contact to the opportunity.
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ASSIGN NEW CONTACT

ICONS DESCRIPTION
ASSIGN NEW CONTACT

Click on the plus contact button. The system
will open the contact details dialog, where you
can insert new contact related details.
DESCRIPTION
1
Assign new contact
Contact Details insert contact details

by entering information into the defined fields.
Please note that only mandatory fields are first
and last name of the contact.
Save click on the SAVE button to assign

the contact to the opportunity.
Close click on the CLOSE button to close

contact details dialog.
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ASSIGN EXISTING CONTACT

ICONS DESCRIPTION
ASSIGN CONTACT
FROM ADDRESS BOOK
Click on the address book button. The system
will open the address book.
DESCRIPTION
1
Select contact select one contact from any

available in the address book.
Confirm selection click the SELECT button.
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4.1.5. PRODUCTS & SERVICES

This list shows you all user-defined products and services, which you can relate to the opportunity. Once you create a new product or service in the opportunity panel, it will be
available in every opportunity panel all opportunities.
DESCRIPTION
Check the product & service click to check

the product/service item and assign it to this
opportunity.
NOTES & TIPS
TIP: You can configure your own Products & Services in pipeliner.
4. Opportunity Control Panel 4.1. Opportunity 4.1.5. Products & Services
NOTE: When you edit or delete existing product

or service, the process will affect all opportunities
assigned to it.
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4.2. Activities
The activities window helps you to plan tasks, set reminders and make appointments related to the opportunity. You can setup, maintain and delete tasks, reminders and
appointments assigned to this opportunity. Moreover, in the team version you are able to start discussions and post topics to an opportunity and share your thoughts
among your colleagues.
OVERVIEW
DESCRIPTION
2
Activity types select the activity you would like

create.
Set Reminder
Create Task
Schedule Appointment
Start Discussion
Detailed view of selected activity
4. Opportunity Control Panel 4.2. Activities
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ACTIVITIES TYPES
REMINDERS
PREV IEW
TOPICS
DESCR IP TION
DESCR IP TION
Set Reminder
Active Topic
Active Reminder
Finished Topic
TASKS
PREV IEW
PREVIEW
APPOINTMENTS
DESCR IP TION
PREVIEW
DESCR IP TION
Active Task
Scheduled Appointment
Overdue Task
Appointment in progress
Completed Task
Finished Appointment
4. Opportunity Control Panel 4.2. Activities
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4.2.1. REMINDERS
pipeliner enables you to create countless number of reminders for each opportunity. Moreover, you are able to set reminders for your tasks, appointments or even communications
topics.
DESCRIPTION
Set Reminder by clicking the button, you can

set a reminder for this opportunity.
Search bar type in searched word to find a reminder containing it. Please note that you have to
empty the search bar to see all reminders again.
Reminders list here you can see list of all your

reminders related to this opportunity.
Dismiss by clicking this button, you can dismiss

the selected reminder. (Applicable only when
selected reminder is active.)
Snooze by clicking this button, you can snooze

the selected reminder for 15 minutes. (Applicable
only when selected reminder is active.)
Edit by clicking this button, you can edit

the selected reminder.
Delete by clicking this button, you can delete

selected reminder.
4. Opportunity Control Panel 4.2. Activities 4.2.1. Reminders
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SNOOZING AND DISMISSING REMINDER

DESCRIPTION
1
Snooze time select the snooze time of

a reminder (you can select snooze time from
15 min. up to 1 year). That means you set a time
in which the system alerts you once again.
Snooze by clicking snooze button, you will be

alerted at later specified time.
Dismiss by clicking dismiss icon, you will finish

reminding.
4. Opportunity Control Panel 4.2. Activities 4.2.1. Reminders
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4.2.2. TASKS
The main daily activities are tasks. pipeliner enables you to create and delegate as many tasks as you need in order to successfully close the opportunity. Moreover, in the team
version you are able to comment your progress and share tasks with your colleagues.
DESCRIPTION
Create Task by clicking the button, you can

create a task on this opportunity.
Search bar type in searched word to find a task

containing it. Please note that you have to empty
the search bar to see all tasks again.
Tasks list here you can see list of all your tasks
related to this opportunity.

set reminders for this task.
Mark Complete by clicking this button, you will

set the status of this task as completed.

selected task.

selected task.
4. Opportunity Control Panel 4.2. Activities 4.2.2. Tasks
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4.2.3. APPOINTMENTS
You can schedule an appointment for your opportunity. In the team version you are able to invite your colleagues and comment the progress in order to successfully start a meeting.
DESCRIPTION
Schedule Appointment by clicking the button,

you can schedule appointment for this opportunity.
Search bar type in searched word to find

an appointment containing it. Please note that
you have to empty the search bar to see all
appointments again.
Appointment list here you can see list of all

your appointments related to this opportunity.

set reminder for this appointment.

selected appointment.

4. Opportunity Control Panel 4.2. Activities 4.2.3. Appointments
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4.2.4. COMMUNICATIONS
pipeliner enables you to start discussions among your team members. This will help you to post topics and share your thoughts within your team.
DESCRIPTION
Post Topic by clicking the button, you can post

topics for this opportunity.

a topic containing it. Please note that you have
to empty the search bar to see all topics again.
Topics list here you can see list of all your

topics related to this opportunity.

set reminder on this topic.

selected topic.
4. Opportunity Control Panel 4.2. Activities 4.2.4. Communications
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4.3. Account
The account panel contains the account related details such as its description, relationship history, strategy and/or business driver. Additionally, you can set up the
opportunity as a project and link other opportunities to it in order to bes coordinate resources and activities.
OVERVIEW
DESCRIPTION
4. Opportunity Control Panel 4.3. Account
Account & key contact insert the account and

key contact of this account.
Overview insert the description of this

account.
Relationship history insert the history

of relationship/cooperatio n of this account.
Strategy insert the strategy of this account.
Industry driver insert the industry driver

of this account.
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ACCOUNT OPPORTUNITIES
Here, you can see the list of all opportunities, which are linked to the one account.
DESCRIPTION
Create opportunity click to create a new

opportunity related to this account.
Open opportunity click to open a selected

opportunity related to this account.

opportunity containing it. Please note that you
have to empty search bar to see all opportunities
again.
Pie chart you can see the status of all opportunities related to this account in this pie chart.
Sum row check the total value of all opportunities in the sum row.
4. Opportunity Control Panel 4.3. Account
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4.4. Buying Center

The buying center panel enables you to show the employee network/relationship within an organization and how it relates to the opportunity. The organization diagram
should contain the most important decision makers and members of an organization who can influence the success or failure of the opportunity.
OVERVIEW
DESCRIPTION
1
Tools panel by clicking on one of three tool

buttons, you can maintain your organization chart.
Select tool
Drawing influence line tool
Delete tool
Address book by clicking the address book,

you will enroll the list of contacts.
Buying Center is based on the relationship

between members and the opportunity.
Scroll bar
Influence link you can define the influence relationship between other cards and visually assign
together two cards on the organization chart.
Buying center chart
1
5
8
9
10
4. Opportunity Control Panel 4.4. Buying Center
10
Zooming the chart
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4.4.1. WORKING WITH CONTACT CARD

The buying center is based on the hierarchy between the opportunity and others members related to this opportunity. At the top of the hierarchy is the opportunity, which the system
automatically puts into the top of the chart. The opportunity is displayed on its opportunity card and members of the chart on their contact cards.
DESCRIPTION
4
3
6
5
Opportunity Card
Contact Card
Change contact by clicking on the address

book button, you can change cards contact.
Delete contact card by clicking on delete

button, you can delete the selected contact card.
Edit PPM by clicking on the iron-wheel button,

you can edit PPM details.
Assign a new card you can assign the new

contact card either to the opportunity card or to
the contact card by clicking on the plus button on
their cards. The system will automatically add
the new empty contact card.
NOTES & TIPS
TIP: You can add infinity number of contact cards

to your buying center.
NOTE: You have to click on the select tool in tools
panel if you want to be able to build the center!
4. Opportunity Control Panel 4.4. Buying Center 4.4.1. Working with contact card
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4.4.2. CONTACTS PERSONAL CHARACTERISTIC

You can edit the Pain & Personality Map (PPM) for every contact card in your buying center by clicking on the
edit button. The system will open its PPM window.
ICONS DESCRIPTION
EDIT BUTTON
By clicking Edit button you can open and then
edit contacts personal characteristics.
DESCRIPTION
1
Working with cards contact you can add,

select, change or remove cards contact.
Competence check the competence from

the list. Please note that you have to create
the competence first. Click on the plus/minus
button to add/remove competence or click on
the edit button to rename it.
Edit button
Use scroll bar to see other PPM options:

Contacts & Impact add a member of your
team and its impact related to this contact.
Obstacles insert the obstacles that can be
related to this contact.
Opportunity relevance define your own
relevance list and relate each contact to it.
Comments insert any comments related
to this contact.
2
4
NOTES & TIPS
NOTE: You have to click on the select tool in tools

panel if you want to edit PPM.
4. Opportunity Control Panel 4.4. Buying Center 4.4.2. Contacts personal characteristic
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5. Leads
Leads generally represent opportunities with a high probability of becoming a customer, but they are not yet lucky enough
to be a part of your pipeline.
CHAPTER CONTENT:
5. Leads
66
5.1.1. Lead Sharing
67
5.1.2. Qualifiyng the lead to opportunity
69
5.1.3. Closing the lost lead
70
72
5.2.1. Team Lead Management Window
73
5.2.2. Team Lead Management Options
74
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Leads generally represent opportunities with a high probability of becoming a customer, but they are not yet lucky enough to be a part of your pipeline. Until they
become a part of your pipeline, they reside in your Lead List as a Lead. Once theyre qualified to enter your pipeline, simply drag them into a sales step with your mouse.
OVERVIEW
DESCRIPTION
1
1
Toggle Leads/Acquisitions panel
Leads list by clicking on its label, you can open

lead list.
Create new Lead by clicking on the LEAD, you

can create new lead.
NOTES & TIPS
WARNING: Leads cannot be demoted from

Opportunity back to Lead.
5. Leads
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The Leads panel enables you to setup lead related details. Since a value is not required for a lead, it does not contribute to the target. Leads should represent only those
opportunities, which have a high probability to become a part of your sales cycle.
OVERVIEW
DESCRIPTION
1
History log by clicking HISTORY LOG button,

the system will open its panel.
Lead name insert the name of a lead.
Lead ranking select lead ranking.
Lead account & contact you can insert

to the lead related account and contact.
5. Leads 5.1. Lead Management
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5.1.1. LEAD SHARING

LEAD OWNER & SALES UNIT
Every lead can have only one owner and only the owner of the lead can change its ownership.
ASSIGN NEW OWNERSHIP OF THE LEAD IN TEAM MODE
DESCRIPTION
2
1

of the lead.
Select new owner select the new owner

of the lead.
NOTES & TIPS
NOTE: If you assign the lead to the new owner,

first you and afterwards the new owner have
to synchronize in order to finish whole operation
of transfering ownership.
5. Leads 5.1. Lead Management 5.1.1. Lead Sharing
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LEAD SALES TEAM

The sales team is a group of team pipeline users with whom you share your lead. Please note that all sales team members assigned to this lead can see this lead on their pipeline
and can read the lead details written to the action panel, as well as use the messaging system to communicate amongst themselves. Sales team members can also work on this lead
based on user rights. On the other hand, a sales team reviewer can only read the lead details.
DESCRIPTION
5. Leads 5.1. Lead Management 5.1.1. Lead Sharing

and choose with whom you would like to work
on this lead.
Watchers enter the name of your team

member and choose with whom you would like
to share this lead.
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5.1.2. QUALIFIYNG THE LEAD TO OPPORTUNITY

You can upgrade a lead to an opportunity by dragging and dropping it to any sales step (except the last one). A Lead Qualification dialogue box will prompt you with the information to provide.
DESCRIPTION
1
Opportunity value insert the opportunity

value.
Close date insert closing date of the

opportunity.
Account insert the account name.
Contact use scrollbar to view contact name

input and then insert the contact name.
Save click on the save button to proceed.
Close click on the close button to aboard

qualification of the lead.
4
2
5. Leads 5.1. Lead Management 5.1.2. Qualifiyng the lead to opportunity
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5.1.3. CLOSING THE LOST LEAD

You can move a lost lead to the archive by clicking the archive button in the lead extract window..
Step 1: By clicking archive button, you move the lead to archive.
DESCRIPTION
1
Move to archive
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Step 2: The system will prompt you to fill the reason for closing.
DESCRIPTION
1
Reason choose and select the reason of lead

closing.
Additional Information describe the reason

of closing in more details.

your sales team that the lead has been closed
as lost.
Close by clicking this button the lead will be

checked as lost in the pipeline and moved to the
archive
NOTES & TIPS
TIP: You can define your custom list of reason

of closing.
3
4
5. Leads 5.1. Lead Management 5.1.3. Closing the lost lead
NOTE: You can still anytime reactivate the lead

back to the pipeline.
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Team Lead Management is a special pipeliner feature where you can find your team leads - i.e. leads you can freely take to your lead panel to work on.
ICONS DESCRIPTION
TEAM LEAD MANAGEMENT

By clicking on the TEAM LEAD MANAGEMENT
button you will open Team Lead Management.
DESCRIPTION
1
Team Lead Management
5. Leads 5.2. Team Lead Management
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5.2.1. TEAM LEAD MANAGEMENT WINDOW

Team Lead Management is a perfect place where you can find new leads for your sales process. Please take in mind that all these leads are imported from your team pipeline
lead panel.
DESCRIPTION
5
4
6
1
1
2
Take a lead by clicking this button, you will

take selected lead to your leads list.
Change lead owner you can change leads

owner only if you are sales manager or when you
are the owner.
Release lead by clicking this button, you will

release your lead.
Options by clicking the option button, the system will enroll options left.
Close by clicking this button, you will close TLM.
Leads view click to see leads in a different level

of card details.
Leads here you see your lead list.
5. Leads 5.2. Team Lead Management 5.2.1. Team Lead Management Window
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5.2.2. TEAM LEAD MANAGEMENT OPTIONS

Define your leads view settings and use the filter to browse through all leads in your Team Lead Management.
With Filter Settings you can quickly zoom-in on any set of leads for easy execution of your sales strategy. Filter, sort and arrange your leads by sales rep, territory, team or any other
reporting criteria you choose.
DESCRIPTION
1
Options if you want to open options list then

click on the Options button.
Filter by time in queue choose the time frame

for the leads you want to see on your screen.
5. Leads 5.2. Team Lead Management 5.2.2. Team Lead Management Options
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6. Acquisitions
Aquisitions generally represent opportunities which have a high probability of entering your sales pipeline. Acquisitions
can have their own phases, independent of the sales steps in the sales pipeline. Clicking on the Acquisitions button opens
the Acquisitions List.
CHAPTER CONTENT:
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OVERVIEW
DESCRIPTION
1
1
Toggle Leads/Acquisitions panel
Acquisitions list by clicking on its label, you

can open acquisition list.
Create new Acquisition by double-clicking on

the panel field, you can create new acquisitions.
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The Acquisition panel enables you to gather leads into the group, which represents one account. Moreover, you can create the phases of lead strategy for these groups.
Furthermore, you can qualify each acquisition lead to an opportunity.
OVERVIEW
DESCRIPTION
Acquisition name insert the name

of the acquisition.
Insert the comment by double clicking

on the field, you can insert result of this.
Opportunity by clicking on this button, you can

open its opportunity panel.
Add contact by clicking on this button, you can

add contact from address book.
Remove contact by clicking on this button,

you can remove selected contact.
Create phase by clicking on this button,

you can create a new phase.
Remove phase by clicking on the button,

you can remove selected phase.
Edit phase by clicking on this button,

you can edit selected phase.
Qualify lead by clicking on this button, you can

qualify selected lead to an opportunity.
10
Cancel by clicking the CANCEL button, you will

close the window and save your changes.
10
6. Acquisitions 6.1. Acquisition Detail
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ADD NEW OR EDIT PHASE
ICONS DESCRIPTION
ADD PHASE
If you want to add new phase for acquisition
then click on the add phase icon and
the system will open its related window.
EDIT PHASE
If you want edit the phase then click on
the edit phase icon and the system will open
edit phase window, which works the same
way as the window for new phase.
1
2
DESCRIPTION
3
6. Acquisitions 6.2. Working with Acquisitions Phases
Phase name insert the name of a phase.
Phase start/end date insert the start/end

date of a phase either manually or by clicking on
the calendar.
Set reminder select one of the options and set

a reminder for this phase or select the date from
the calendar button.
Save click on the SAVE button to proceed.

the window.
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You can create the opportunity from every acquisition contact in the list.
ICONS DESCRIPTION
CREATE OPPORTUNITY
If you want to create the opportunity from
acquisition contact then click on the create
opportunity icon and the system will open
its related window.
1
2
DESCRIPTION
1
Opportunity name insert the name

of the opportunity.
Opportunity value insert the opportunity

value.
Close date insert closing date

of the opportunity.
Account insert the account name.
Save click on the SAVE button to proceed.

the window.
NOTES & TIPS
NOTE: Only one opportunity can be created for

one contact in acquisition list.
6. Acquisitions 6.3. Qualifying the Acquisition Contact into the Opportunity
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7. Opportunity Documents
You can attach documents and templates to each individual step within a pipeline. If desired, you can require that certain
documents be completed prior to advancing an opportunity to the next sales step in the pipeline.
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The documents contain important information which is typical for the actions performed before opportunity can be moved to next sales step.
OVERVIEW
DESCRIPTION
2
3
1
Attached document
Document attachment type
Document which contains some details

for selected opportunity.
Document templates
Documents area
Selected Opportunity
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If you want to open a document window, you have to first select the opportunity and then click on that document. The document window enables you to fill in document
templates and the information in it.
DESCRIPTION
2
1
Insert image
Text editor
Document template
Save by clicking the SAVE button, documents

changes will be saved.
Save to PDF format by clicking the PRINT

button, you can make a print version of your document content. Please note that the system will
save the reports to PDF format.
Cancel clicking the CANCEL button closes the

document window.
NOTES & TIPS
NOTE: All opportunities in your pipeline have

their own documents. The changes made in one
opportunity document do not affect documents
of others opportunities.
7. Opportunity Documents 7.1. Working with Documents
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pipeliner enables you easily attached documents to your opportunities. Please note that you have to select the opportunity first in order to attach a document to it.
You can have up to 15 documents attached to one opportunity (including predefined documents) with the maximum limit data size of one document set to 30 MB.
DOCUMENTS IN SALES STEPS
DESCRIPTION
3
Opportunity Click on the opportunity and move

your mouse over the document area. The system
displays four new buttons which you can click to
access other functions, like printing, archiving,
attaching documents, etc.
Document area
Plus button
NOTES & TIPS
TIP: You can attach documents to your opportunity also by dragging and dropping them into
specific sales step!
7. Opportunity Documents 7.2. Attaching Document to the Opportunity
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USING OPPORTUNITY EXTRACT

Attach documents to an opportunity by clicking the Attach Document slide-out button which appears when moving the mouse over the pop-up info field. Simply browse
your files for the document and verify. Done!
Click on the ATTACH DOCUMENT icon. Now you can select the document your would like to attach.
DESCRIPTION
1
Attach Document
7. Opportunity Documents 7.2. Attaching Document to the Opportunity
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8. Address Book
The address book is the right place to gather all your contacts and accounts in order to maintain their details and special
information. One of the advantages of the pipeliner address book is the ability to import and export contacts and accounts as vCards or csv files.
CHAPTER CONTENT:
8. Address Book
87
8.2. Contacts
88
8.2.1. Working with Contacts
88
8.2.2. Contact Sharing
89
8.3. Accounts
91
8.3.1. Creating New Account
91
8.3.2. Account Sharing
92
94
8.4.1. Importing Contacts and Account as VCF
94
8.4.2. Importing Contacts and Account as CSV
95
99
8.5.1. Exporting Contacts and Account as VCF
99
8.5.2. Exporting Contacts and Account as CSV/XLSX
100
101
8.6.2. Options
103
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Pipeliner has a special address book which includes all accounts and contacts associated with your business. Moreover you can see also your team public contacts
in your address book.
ICONS DESCRIPTION
ADDRESS BOOK
By clicking on the ADDRESS BOOK button you
will open Address Book window.
DESCRIPTION
1
Address Book
8. Address Book
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pipeliner enables you to administrate all contacts and accounts in the Address Book. These are managed by the users and can be public or private. Contacts can
be used for the organizational diagrams in the Buying Center.
DESCRIPTION
1
5
6
Add New Account or Contact add a new

account or contact by clicking the PLUS button.
Remove Account or Contact delete the

selected account, or contact by clicking the
REMOVE button.
Import Accounts & ContactsVCF file import

any accounts/contacts using a VCF or CSV file.
Export Accounts & Contacts export a batch

of accounts or contacts from pipeliner address
book by clicking this icon.
Options
Address book view click to see a different

level of card details in Address Book items.
Alphabetic list select the letter or number to

filter address book items upon it. Select ALL to see
all items.
NOTES & TIPS
TIP: The contacts or accounts details window

appears when you select either the contact
or account in the Address Book list.
8. Address Book 8.1. Address Book Window
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8.2. Contacts
8.2.1. WORKING WITH CONTACTS
You can add infinite number of contacts to your address book.
DESCRIPTION
1
Create New Contact by clicking on the NEW

ITEM button you can add new contact to your address book.
Insert the picture by clicking on the BROWSE

button, you can insert picture to the ocntact.
Remove picture by clicking on the REMOVE

button, you can remove picture from the contact.
Select position select one of the possible positions or insert new position manually.
8. Address Book 8.2. Contacts 8.2.1. Working with Contacts
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8.2.2. CONTACT SHARING

CONTACT OWNER & SALES UNIT
Every contact can have only one owner and only the owner of the contact can change its ownership.
ASSIGN NEW OWNERSHIP OF THE CONTACT IN TEAM MODE
DESCRIPTION
1

of the contact.
Select new owner select the new owner of the

contact.
NOTES & TIPS
NOTE: If you assign the contact to the new owner, first you and afterwards the new owner have
1
2
8. Address Book 8.2. Contacts 8.2.2. Contact Sharing
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CONTACT SALES TEAM

The sales team is a group of team pipeline users with whom you share your contact. Please note that all sales team members assigned to this contact can see this contact in their
pipeline and can read contact details written to the Action Panel, as well as use the messaging system to communicate amongst themselves. Sales team members can also work
on this contact based on user rights. On the other hand, sales team reviewers can only read the contact details.
DESCRIPTION
8. Address Book 8.2. Contacts 8.2.2. Contact Sharing
Editors enter the surname of your team member and choose with whom you would like to work
on this contact.
this contact.
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8.3. Accounts
8.3.1. CREATING NEW ACCOUNT
You can add infinite number of accounts to your address book.
DESCRIPTION
1
Create New Account by clicking on the NEW

ITEM button you can add new account to your
address book.
Account homepage by entering the account

home page URL into this field you can open its
homepage directly via pipeliner.
Account industry select one of the account

industy to relate this account to it.
Add account class select one of the account

classes to classify new account according to it.
Add account type select one of the account

types to typify new account new account according to it.
2
3
8. Address Book 8.3. Accounts 8.3.1. Creating New Account
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8.3.2. ACCOUNT SHARING

ACCOUNT OWNER & SALES UNIT
Every account can have only one owner. The ownership of the account differs in single and team mode. Whilst in single mode the owner field is a free input box, in team mode the
ownership has to be assigned to somebody from the organization. Please note that only the owner of the account can change its ownership.
ASSIGN NEW OWNERSHIP OF THE ACCOUNT IN TEAM MODE
DESCRIPTION
1

of the account.
Select new owner select the new owner of the

account.
NOTES & TIPS
NOTE: If you assign the account to the new owner, first you and afterwards the new owner have
8. Address Book 8.2. Contacts 8.3.2. Account Sharing
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ACCOUNT SALES TEAM

The sales team is a group of team pipeline users with whom you share your contact. Please note that all sales team members assigned to this contact can see this contact in their
pipeline and can read contact details written to the Action Panel, as well as use the messaging system to communicate amongst themselves. Sales team members can also work
on this contact based on user rights. On the other hand, sales team reviewers can only read the contact details.
DESCRIPTION
8. Address Book 8.2. Contacts 8.3.2. Account Sharing

and choose with whom you would like to work on
this account.
this account.
93
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8.4.1. IMPORTING CONTACTS AND ACCOUNT AS VCF
The Address Book can easily import electronic business cards vCards. The main advantage of importing vCards is the ability to add new contacts or accounts to your pipeliner
address book with already filled-in details directly through Outlook with just a click.
DESCRIPTION
1
Import VCF by clicking on the IMPORT VCF

button you can import electronic business card.
VCard name you can easily recognize vCard

by its typical icon.
Open click on the OPEN button to import electronic business card.
Cancel click on the CANCEL button to close the

window.
8. Address Book 8.4. Importing Contacts and Accounts 8.4.1. Importing Contacts and Account as VCF
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8.4.2. IMPORTING CONTACTS AND ACCOUNT AS CSV

To begin importing accounts or contacts click on the CSV Import button. pipeliner will open a special Import Wizard, which will guide you through the steps of the importing process.
DESCRIPTION
1
CSV Import button
8. Address Book 8.4. Importing Contacts and Accounts 8.4.2. Importing Contacts and Account as CSV
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STEP 1: SELECTING FILE

Click on the browse button, than select CSV file and define its configuration.
DESCRIPTION
2
3
CSV file click on the BROWSE button and select

your CSV file.
Select the type of the data which you would

like to import.
Chartset encoding select the way that a computer interprets and then displays a file as text.
Separator select the way how two different

columns are separated in CSV file e.g. with coma.
i.g. computer will distinguish two columns according to it.
Enclosure select the way how are words

separated in CSV file e.g. quote. i.e. computer will
according to it distinguish two different words.
Columns contain headers check this option if columns contain headers for data with one
column.
Upload click on the UPLOAD button ot proceed

with importing process.
Close click on the CLOSE button to cancel importing process and close the window.
4
5
6
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STEP 2: IMPORT MAPPING

Here you link all your CSV file columns with pipeliner fields. Drag one of the columns from the column list and drop it on the field to which you wish to create a link.
DESCRIPTION
1
Pipeliner fields here you can see all pipeliner

fields which you can link together with your CSV
file.
Column list here your can see all your imported

columns.
Link your columns with pipeliner fields.
Back click on the BACK button to configure CSV

file once again.
Import click on the IMPORT button to proceed

with import process.
Close click on the CLOSE button to cancel importing process and lcose the window.
3
2
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STEP 3: DATA VERIFICATION

After successful import mapping, the system will open a CSV Import panel with all the imported data. This panel is only a temporary panel i.e. you have to accept all the accounts
or contacts you really want before closing it. Please note that all accepted items will be moved to your address book.
DESCRIPTION
5
6
1
Discard & re-upload by clicking this button,

you will start a new import process.
Accept by clicking this button, you will save

an account/contacts to your address book.
Accept All by clicking this button, you will save

all accounts/contacts to your address book.
Reject by clicking this button, you will remove

selected account/contact from your temporary
CSV Import panel.
Options by clicking the OPTIONS button, the

system will enroll pipeliner options list.
Close by clicking this button, you will close CSV

import panel.
Edit item by clicking the account or contact,

the sytem will open its detail window where
you can edit all its related information before
accepting it.
NOTES & TIPS
WARNING: Note that after clicking DISCARD &

RE-UPLOAD or CLOSE button, all your un-accepted
items will be discarded!
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8.5.1. EXPORTING CONTACTS AND ACCOUNT AS VCF
Click on the export VCF button and select the path where you would like to save (export) the contact or account to VCF format and then click SAVE.
DESCRIPTION
1
Export VCF by clicking on the EXPORT VCF

button you can export contact or account to VCF
format.
pipeliner file name you can select already

existing file ot overwrite it or you can type a new
file name.
Save click on the SAVE button to export contact

or account to VCF format.
Cancel click on the CANCEL button to close the

window.
3
2
8. Address Book 8.5. Exporting Contacts and Accounts 8.5.1. Exporting Contacts and Account as VCF
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8.5.2. EXPORTING CONTACTS AND ACCOUNT AS CSV/XLSX

Export your contacts and accounts according to your preference - in CSV or XLSX data file.
DESCRIPTION
1
Export your contacts and accounts as a

XLSX file.
Export your contacts and accounts as a CSV

file.
Choose which part of the address book you

would like to export.
Chart-set encoding select how a computer

interprets and then displays a file as text.
Separator select how two different columns are

separated in CSV file e.g. with coma. i.e. computer
will distinguish the two columns according to the
separator.
Enclosure select how are words separated in

CSV file e.g. quote. i.e. computer will distinguish
two different words from each other according to
the separator.
1
2
8. Address Book 8.5. Exporting Contacts and Accounts 8.5.2. Exporting Contacts and Account as CSV/XLSX
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If you want to open the Address Book options, click on the Address Book OPTIONS button in the right top corner of pipeliner window.
8.6.1. PROFILE
DESCRIPTION
2
Select profile pipeliner options will display

contents according to your individual profile
configuration. Simply select one of your saved
profiles and exit.
Edit profile You can alter all settings to a selected profile by clicking on the OPTIONS icon.
NOTES & TIPS
NOTE: Please note that you can apply saved

profiles to the following pipeliner features: Sales
Pipeline, Pipeline Archive, Timeline and all Reports.
The Address Book and Team Leads have their own
profiles.
8. Address Book 8.6. Options and Profile 8.6.1. Profile
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PROFILE OPTIONS
All changes you make within the pipeliner options are automatically applied to the selected profile. However, you need to save those settings to the selected profile in order to fully
access them later on.
DESCRIPTION
2
Select profile upon selecting one of your saved

profiles, pipeliner will automatically display your
pipeline according to the selected profile configuration settings.
Rename profile rename a profile by clicking

the RENAME button.
Delete profile delete a selected profile by clicking on the DELETE button.
8. Address Book 8.6. Options and Profile 8.6.1. Profile
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8.6.2. OPTIONS
SALES ROLE VIEW SETTINGS
Define which accounts and contacts you would like to see in your address book based on your sales role in the company. You can assign each user a sales role in the pipeliner team
environment Customer Portal.
DESCRIPTION
1
Accounts and contacts visibility by checking

any of this box your address book will be filled with
the accounts/contacts according to it.
Toggle accounts and contacts in address

book Toggle between accounts and contacts
in the address book by checking this options.
NOTES & TIPS
NOTE: You can customize your own sales role

within pipeliner configurator. Please note that you
need to have administration rights to do this.
8. Address Book 8.6. Options and Profile 8.6.2. Options
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VIEW SETTINGS
The address book view settings enable you to group, entitle and arrange accounts/contacts in your address book according to your needs.
DESCRIPTION
3
1
Sort sort opportunities in the pipeline by selecting one of the criteria and clicking on the SORT
button.
Reversed sorting check to sort opportunities

reversed.
Display select one of the possibilities to display

accounts and contacts within the address book.
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FILTER SETTINGS
Filter settings enable you to filter accounts/contacts in your address book according to their details and your needs.
DESCRIPTION
1
Filter by account name insert an account

name to filter for any account containing that
name, or click on the drop-down menu button to
view all available accounts and select the desired
one.
Filter by position you can filter contacts in two

ways: by either using pre-defined positions (see
below), or by inserting the position name manually.
Filter by account class or type select one

of the options to sort the items in the address
book accordingly.
2
1
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9. p-connect Communication
p-connect is a central place for all reminders, tasks, appointments and topics which are set in your pipeline. Moreover,
you can sort and filter all the activities made in the pipeline. Additionally, you can edit, delete, share and comment on any
kind of activity. Please note that p-connect enables you to view all activities within your team environment. However, you
can only set user-defined activities.
CHAPTER CONTENT:
108
9.2. Reminders
109
9.2.1. Setting up reminder
110
9.2.2. Working with Reminder Card
111
9.3. Tasks
112
9.3.1. Creating Task
113
9.3.2. Working with Task Card
114
9.4. Appointments
115
9.4.1. Scheduling Appointements
116
9.4.2. Working with Appointments Card
117
9.5. Topics
118
9.5.1. Posting Topic
119
9.5.2. Working with Topic Card
120
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pipeliner automatically synchronizes your opportunity details, tasks, activities and assignments to your pipeline.
ICONS DESCRIPTION
P-CONNECT
By clicking on the P-CONNECT button you will
open p-connect window.
DESCRIPTION
1
p-connect
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By clicking on the P-CONNECT button you will open p-connect window.
2
DESCRIPTION
8
7
2
3
11
4
10
12
9. p-connect Communication 9.1. p-connect Overview
Reminder by selecting the reminder tab, you

are able to create, see and work with all your
reminders.
Task by selecting the task tab, you are able to
create, see and work with all your tasks.
Appointment by selecting the appointment tab,
you are able to create, see and work with all your
appointments.
Topics by selecting the topics tab, you are able
to create, see and work with all your topics.
p-connect by clicking its icon, you can see all

your activities at once.
Create Activity
Options
Search bar
Date ribbon
10
Timeline
11
One Activity card
12
Add by clicking ADD button, you can create any

type of activity you would like to.
13
Close by clicking CLOSE button, you will close

p-connect.
13
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9.2. Reminders
p-connect is a central place for all reminders which are set in your pipeline. Thus, it enables you to sort them all by due date. Additionally, you can edit or delete already
existing reminders. Please note that p-connect enables you to view all reminders. You can only set user-defined reminders.
DESCRIPTION
1
Active Reminders this number informs you

about how many reminders are active i.e. reached
their remind time.
Set Reminder by clicking set reminder, you can

create a new reminder.
Options by clicking the OPTION button,

the system will enroll p-connect options list.

reminder containing it. Please note that you have
to empty search bar to see all reminders items
again.
Reminder Card by pointing on one of

the reminder cards, the other functions will
show up.
Add by clicking ADD button, you can create

a new reminder.

p-connect.
9. p-connect Communication 9.2. Reminders
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9.2.1. SETTING UP REMINDER

By clicking on the SET REMINDER button, you will be able to set a new reminder.
DESCRIPTION
Subject insert the subject of a reminder.
Date set a reminder date by selecting from

the list or by choosing custom date from
the calendar.
Link to select an opportunity from the drop

down menu to link this reminder to it.
Save by clicking SAVE button, you will set new

reminder.
Cancel by clicking CANCEL button, you will

close the window.
NOTES & TIPS
TIP: You can change a reminder date whenever

you want.
9. p-connect Communication 9.2. Reminders 9.2.1. Setting up reminder
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9.2.2. WORKING WITH REMINDER CARD

Each reminder has its own reminder card where you are able to change its settings.
DESCRIPTION
1
Link to this reminder is linked to this opportunity and by clicking on its name, you are able to
open it.
Dismiss by clicking the DISMISS button, you

will dismiss this particular reminder.
Snooze by clicking the SNOOZE button, you can

snooze reminder for 15 minutes.
Edit by clicking EDIT button, you can edit

reminder settings.
Delete by clicking DELETE icon, you can delete

one reminder.
9. p-connect Communication 9.2. Reminders 9.2.2. Working with Reminder Card
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9.3. Tasks
The Task Area is a central place for all tasks which are set in your pipeline. Additionally, you can edit or delete already existing tasks. Please note, that p-connect enables
you to share tasks with your colleagues.
DESCRIPTION
1
2
Overdue Tasks this number informs you about

how many tasks you have overdue.
Create Task by clicking create task, you can

create new task.

Search bar type in searched word to find a task

containing it. Please note that you have to empty
search bar to see all tasks items again.
Task Card this is one task card. Pointing on one

task card, the other functions will show up.
Add by clicking ADD button, you can create new

task.

p-connect.
4
3
9. p-connect Communication 9.3. Tasks
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9.3.1. CREATING TASK

Click on the CREATE TASK button to create new task.
DESCRIPTION
Subject insert the subject of a task.
Link to select an opportunity from the drop

down menu to link this task to it.
Due set a due date to the task.
Reminder set a reminder date by selecting

from the list or by choosing custom date from
the calendar.
Share with start typing the surname of your

team members and choose with whom you would
like to share this task.
Set priority select from the dropdown menu

the priority of your task.
Set status select from the dropdown menu

the actual status of your task.
Delegate task delegate the task to your team

member.
Save by clicking SAVE button, you will create

new task.
6
7
9. p-connect Communication 9.3. Tasks 9.3.1. Creating Task
10
10

close the window.
113
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9.3.2. WORKING WITH TASK CARD

Each task has its own task card where you are able to change its settings.
DESCRIPTION
1
Link to this task is linked to this opportunity

and by clicking on its name, you are able to open
it.
Number of comments here you can see

number of comments.
Set Reminder click on the icon in order to set

a reminder on this task.
Mark Complete click on the icon in order to

mark this task as completed.
Edit click on the icon in order to edit selected

task.
View Details click on the icon in order to see

more details about selected task.
Delete click on the icon in order to delete

selected task.
1
2
3
9. p-connect Communication 9.3. Tasks 9.3.2. Working with Task Card
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9.4. Appointments
pipeliner enables you to schedule an appointment for all members of your team. You are able to invite anybody within your organisation to join a meeting.
DESCRIPTION
Active Appointments this number informs you

about how many appointments you have
scheduled for today.
Schedule Appointments by clicking schedule

appointment, you can schedule new appointment.

Search bar type in searched word to find an

appointment containing it. Please note that you
have to empty search bar to see all appointments
items again.
Appointment Card by pointing on one appointment card, the other functions will show up.

appointment.

p-connect.
4
3
9. p-connect Communication 9.4. Appointments
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9.4.1. SCHEDULING APPOINTEMENTS

Click on the SCHEDULE APPOINTMENT button to schedule a new appointment.
DESCRIPTION
2
3
4
Subject insert the subject of a appointment.
Link to select an opportunity from drop down

menu to link this appointment to it.
Activity Type select any activity for scheduled

appointment.
Date set a date period for an appointment.
Location set a location for an appointment.

the calendar.

team memebers and choose with whom you would
like to share this link.
Save by clicking SAVE button, you will schedule

new appointment.

close the window.
5
6
9. p-connect Communication 9.4. Appointments 9.4.1. Scheduling Appointements
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9.4.2. WORKING WITH APPOINTMENTS CARD

Each task has its own task card where you are able to change its settings.
DESCRIPTION
Link to this appointment is linked to this opportunity and by clicking on its name, you are able
to open it.

number of comments.

a reminder on this appointment.
Edit click on the icon in order to edit selected

appointment.

more details about selected appointment.
Delete click on the icon in order to delete

2
3
9. p-connect Communication 9.4. Appointments 9.4.2. Working with Appointments Card
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9.5. Topics
Share topics and discuss them with all the members of your team simply by posting a comment and clicking on ADD.
DESCRIPTION
New Topic this number informs you about how

many new topics you have.
Post Topic by clicking POST TOPIC, you can

post new topic into the discussion.


a topic containing it. Please note that you have to
empty search bar to see all topics items again.
Topic Card by pointing on one topic card,

the other functions will show up.

topic.

p-connect.
4
3
9. p-connect Communication 9.5. Topics
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9.5.1. POSTING TOPIC

By clicking on the POST TOPIC button, you will be able to post a new topic.
DESCRIPTION
Subject insert the subject of new topic.
Link to select an opportunity from drop down

menu to link this topic to it.

the calendar.

team members and choose which whom you
would like to share this topic.
Save by clicking SAVE button, you will post new

topic into the discussion.

close the window.
9. p-connect Communication 9.5. Topics 9.5.1. Posting Topic
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9.5.2. WORKING WITH TOPIC CARD

Each topic has its own task card where you are able to change its settings.
DESCRIPTION
1

number of comments.

a reminder on this topic.
Stop following

more details about selected topic.
Link to this topic is linked to this opportunity

and by clicking on its name, you are able to
open it.
5
1
2
9. p-connect Communication 9.5. Topics 9.5.2. Working with Topic Card
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10. Timeline
pipeliner enables you to see your all (not archived) opportunities through the Dynamic Timeline. A colored dot represents
every opportunity and all of them are displayed on the timeline according to their closing dates.
CHAPTER CONTENT:
10. Timeline
123
121
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Pipeliner enables you to see your all (not archived) opportunities through the Dynamic Timeline. A colored dot represents every opportunity and all of them are displayed
on the timeline according to their closing dates.
ICONS DESCRIPTION
TIMELINE VIEW
By clicking on the TIMELINE view button
you will open Timeline view for closing dates
window.
DESCRIPTION
1
Timeline View
10. Timeline
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Click & Drag the timeline right or left to the time you choose.
Please note that archived opportunities are not displayed on the timeline!
DESCRIPTION
6
1
Opportunities on timeline
Opportunities list here you can see a list of all

opportunities in your timeline including additional
information.
Move closing date by clicking this button, you

can move the closing date of a selected opportunity.
Move to the archive by clicking this button,

you can move selected opportunity to the archive.
Edit opportunity by clicking the EDIT button, the opportunity action panel will be opened.
Please note that the timeline window will close.
Options
2
3
NOTES & TIPS
TIP: The white line shows todays date and the

white dots represent opportunities with a closing
date after todays date. Red dots represent opportunities that have already passed their closing
date. Orange dot represent a selected opportunity.
10. Timeline 10.1. Working with Timeline
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11. Reports
Reports help managers to get an overview of team efficiency and view the actual status of their opportunities. Managers
use this pipeliner option to generate management reports and view dashboards which reveal the most relevant opportunity related information in a visual form.
CHAPTER CONTENT:
11. Reports
126
11.1.1. Dashboards Overview
127
11.1.2. Maximized Dashboard chart
128
11.1.3. Dashboard Chart Types
129
11.1.4. Dashboard Options
132
133
11.2.1. History Log Overview
134
11.2.2. History Log Options
135
136
11.3.1. Management Reports Overview
137
11.3.2. Management Reports Options
138
11.3.3. Management Reports Export
139
140
11.4.1. Hit-Rate Manager Overview
141
11.4.2. Hit-Rate Manager Performance Charts
142
11.4.3. Hit-Rate Manager Options
143
124
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Version 4.0
Knowing who is in your sales pipeline is important, knowing how far along in your sales process they are is essential to managing your opportunities effectively. pipeliner
provides you with all the information you need for accurate forecasting, planning and execution of your sales strategy.
ICONS DESCRIPTION
REPORTS
By clicking on the REPORTS button you will
open Reports window.
DESCRIPTION
1
Reports
Reports submenu contains:

Business Intelligence Dashboards
Opportunity History Log
Management Reports
Hit-Rate Manager
11. Reports
125
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The Dashboard consists of visual reports showing the most significant opportunity related information and the health of your pipeline. Furthermore, the dashboard gives
you a visual overview of either your personal efficiency or assigned team efficiency by including their opportunities in the view.
ICONS DESCRIPTION
DASHBOARD
By clicking on the DASHBOARD button you
will open Dashboard window.
DESCRIPTION
1
Dashboard
11. Reports 11.1. Business Intelligence Dashboards
126
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11.1.1. DASHBOARDS OVERVIEW

This special feature of pipeliner enables efficient reporting, which can be viewed at a glance. The key figures describing the success of individual sales reps, entire departments or
countries are visualized in the dashboard and available at the press of a button in 3-D format.
DESCRIPTION
4
1
2
Rename dashboard tab by double clicking on

the chart tab name, you can rename it.
Select chart by clicking this button, the system

will enroll the list of all possible chart types, where
you can freely choose one of them.
Open chart by clicking this button, you can

open and maximize the chart box to see more
details.
Close dashboard by clicking this button, you

can close dashboard.
11. Reports 11.1. Business Intelligence Dashboards 11.1.1. Dashboards Overview
127
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11.1.2. MAXIMIZED DASHBOARD CHART

Easily change your visual chart size to see all the charts information in detail. Moreover, you can easily rotate and zoom-into charts to view more details.
DESCRIPTION
1
2
Open new dashboard tab by clicking the

PLUS button, you can add a new dashboard tab.
Close dashboard tab by clicking the CLOSE

button, you can close one dashboard tab.
Select chart choose and drag & drop one of

the chart from the list.
Switch chart here you can switch between

charts within one dashboard tab.
NOTES & TIPS

3
TIP: You can rotate the chart using a click & drag
system and zoom-into the chart using the mouse
wheel.
11. Reports 11.1. Business Intelligence Dashboards 11.1.2. Maximized Dashboard chart
128
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11.1.3. DASHBOARD CHART TYPES

GAUGE CHARTS These charts show actual real-time efficiency of your business. You can select one of the three main charts which show you the up-to-date data of your weighted,
un-weighted and real value of your sale.
PREVIEW
CHART T YPE
EXPL ANATION
Real target
Shows actual revenue of your won opportunities.
Weighted target
Shows probable future revenue of your open opportunities based on their probability of closure.
Un-weighted target
Shows you probable future revenue of your open opportunities apart of their probability of closure.
Ranked target
Shows probable future revenue of your open opportunities based on their probability of closure and
ranking.
PIPELINE CHARTS Pipeline chart shows you the real-time sales step value according to the opportunity contribution.
PREVIEW
CHART T YPE
EXPL ANATION
Pipeline
Pipeline shows value of opportunity contribution for each sales step.
11. Reports 11.1. Business Intelligence Dashboards 11.1.3. Dashboard Chart Types
129
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COLUMNS CHARTS These charts show the most relevant information about your sales opportunities.
PREVIEW
CHART T YPE
EXPL ANATION
Upcoming opportunities
closing dates
Displays up to 5 opportunities according to their value and upcoming closing date.
Ranking in pipeline
Displays percentage division of opportunities in each sales step according to their ranking type.
Count by ranking in pipeline
Displays number of opportunities in each sales step according to their ranking type.
Values by ranking in pipeline
Displays value of opportunities in each sales step according to their ranking type.
Account class opportunities

(Total Value)
Displays value of opportunities in each sales step according to their account class.
Account class
Number of opportunities
Displays number of opportunities in each sales step according to their account class.
PIE CHARTS Pie chart shows you the proportion of the opportunity types according to the filter setting.
PREVIEW
CHART T YPE
EXPL ANATION
Comparison opportunity status
Displays the ratio of the number of opportunities according to their status.
Comparison account class (%)
Displays the ratio of the different account classes.
Comparison account class

(Total Value)
Displays the values of each different account class.
130
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BAR CHARTS Use these charts to compare your relevant opportunities values according to their status.
PREVIEW
CHART T YPE
EXPL ANATION
Top won opportunities
Displays up to 5 won opportunities according to their value.
Top lost opportunities
Displays up to 5 lost opportunities according to their value.
Last won opportunities
Displays up to 5 won opportunities according to their date of closure.
Last lost opportunities
Displays up to 5 lost opportunities according to their date of closure.
Top accounts by won opportunities
Displays up to 5 top accounts according to total value and amounts of won opportunities.
Top account by lost opportunities
Displays up to 5 top accounts according to total value and amounts of lost opportunities.
Top account by open opportunities
Displays up to 5 top accounts according to total value and amounts of open opportunities.
131
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11.1.4. DASHBOARD OPTIONS

The dashboard calculates all visual reports according to the settings of pipeliner options.
DESCRIPTION
1
Options by clicking the OPTION button, the

On/Off button by clicking the on button, you

can activate or deactivate filter settings.
NOTES & TIPS
NOTE: Please do not forget to activate filters by

clicking the ON button. Otherwise the filter will not
work.
11. Reports 11.1. Business Intelligence Dashboards 11.1.4. Dashboard Options
132
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Recover any and all changes to every opportunity or lead by consulting the History Log, which automatically saves all changes to files.
ICONS DESCRIPTION
HISTORY LOG
By clicking on the HISTORY LOG button you
will open history log window.
DESCRIPTION
1
History Log
11. Reports 11.2. Opportunity History Log
133
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11.2.1. HISTORY LOG OVERVIEW

This function logs, in detail, all of the activities that occurred around the opportunity. A log is a time stamp that is saved in the background of the application and can be triggered
per click-of-a-button within each opportunity.
DESCRIPTION
4
5
11. Reports 11.2. Opportunity History Log 11.2.1. History Log Overview
Print History Report into PDF file
Log type Select a full history log or opportunity,

or lead- related log.
Opportunity name
Options
Close Close the window by clicking the CLOSE

button.
134
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Version 4.0
11.2.2. HISTORY LOG OPTIONS

Here you can work with the General Options settings as well as special Opportunity View settings
DESCRIPTION
1
Options Click the OPTIONS button to start the

pipeliner Options list.
Sort by Sort all changes according to your

needs.
Status Select which opportunity changes you

would like to view.
Activity Select the activity which you would like

to view.
2
3
11. Reports 11.2. Opportunity History Log 11.2.2. History Log Options
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The main advantage of this section is the pipeliner options feature which enables you to customize reports and group the opportunities upon it. Additionally, you can filter
and sort the opportunities in the report as well.
ICONS DESCRIPTION
MANAGEMENT REPORTS
By clicking on the MANAGEMENT REPORTS
button you will open Management Reports
window.
DESCRIPTION
1
Management Reports
11. Reports 11.3. Management Reports
136
HANDBOOK
Version 4.0
11.3.1. MANAGEMENT REPORTS OVERVIEW

In addition to the quick overview in the dashboard, the management reports offer detailed reports in list form. These reports enable in-depth comparisons, evaluations and statistics,
and can be imported into Excel for further processing.
DESCRIPTION
3
2
5
6
Print Report to PDF file
Export Report into CSV or XLSX file
Options
Close by clicking the CLOSE button, you will

close the window.
Report type the name of the report type is

based on your selection.
Group
Report summary
Actual Target Summary
NOTES & TIPS

8
11. Reports 11.3. Management Reports 11.3.1. Management Reports Overview
NOTE: The columns names and their position in

report groups are fixed. However, you can still
define the columns visibility through the options.
137
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Version 4.0
11.3.2. MANAGEMENT REPORTS OPTIONS

This function helps you to focus on specific opportunities of your interest and organize opportunities into specific report groups. Moreover, you can sort and filter the opportunities
based on your defined conditions.
DESCRIPTION
1
1
2
3

Sort opportunities by sort opportunities

in the report by selecting one of the criteria.
Report by select the criteria by which you

would like to generate your report.
Status select the status of the reported opportunities.
Display Columns select the columns that you

will see in your report.
NOTES & TIPS
11. Reports 11.3. Management Reports 11.3.2. Management Reports Options
NOTE: Please do not fogret to activate filter by

clicking the ON button. Otherwise the filter will not
work at all.
138
HANDBOOK
Version 4.0
11.3.3. MANAGEMENT REPORTS EXPORT

You can export your management reports into a.csv or.xlsx file.
DESCRIPTION
1
Export Report into CSV file
Export Report into XLSX file
Save click to SAVE the report.
Cancel click to CANCEL the saving process.
2
1
11. Reports 11.3. Management Reports 11.3.3. Management Reports Export
139
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Version 4.0

Create a sales rep activity report or sales unit activity report related to the account class and account type. The Hit-Rate Manager enables you to set a specific date
range, select a sales unit or specific sales rep in order to generate its performance report.
ICONS DESCRIPTION
HIT-RATE MANAGER
By clicking on the HIT-RATE MANAGER button
you will open Hit-Rate Manager window.
DESCRIPTION
1
Hit-Rate Manager
11. Reports 11.4. Hit-Rate Manager
140
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Version 4.0
11.4.1. HIT-RATE MANAGER OVERVIEW

The Hit-Rate Manager is an activity-based sales management tool. All activities are measured and compared within a specific time frame. This can be used for individual users or
entire teams.
DESCRIPTION
2
3
Print Report into PDF file
Options
Close by clicking the CLOSE button, you will

close the window.
Date here you can see the date-range specified

for the created performance report.
Sales Units here you can see a list of all sales

units included in this report.
Account information here you can see all

activities related to the account.
Sales Unit Name here you can see one sales

unit name.
Activity here is the list of all activities which

have been done within one sales unit.
4
5
6
7
8
11. Reports 11.4. Hit-Rate Manager 11.4.1. Hit-Rate Manager Overview
141
HANDBOOK
Version 4.0
11.4.2. HIT-RATE MANAGER PERFORMANCE CHARTS

The Hit-Rate manager gives you the ability to also visualize all performance activities in four main chart types: Count of activities according to account class; Count of activities
according to account type; Comparison of account class; Comparison of account types.
DESCRIPTION
1
Performance charts here you can see all

performance charts related to all activities made
by one company.
11. Reports 11.4. Hit-Rate Manager 11.4.2. Hit-Rate Manager Performance Charts
142
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Version 4.0
11.4.3. HIT-RATE MANAGER OPTIONS

Here you can work with the general options settings as well as special opportunity view settings.
DESCRIPTION
1
2
Report by sales unit/opportunity/account

choose by which option you would like to report
all activities.
View Charts check this option if you would like

to view summary charts related to the sales unit
or sales rep.
Period select the date range for a specific

performance report.
11. Reports 11.4. Hit-Rate Manager 11.4.3. Hit-Rate Manager Options
143
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Version 4.0
12. Archive
pipeliner Archive is a special pipeline area where you can maintain all closed opportunities. Namely, it gathers all opportunities, which have been defined as either lost or won. All opportunities in the archive are read-only. However, with
a single click you can re-activate any opportunity in the archive anytime, thereby moving it back to your pipeline to be
worked on again.
CHAPTER CONTENT:
12. Archive
146
147
148
144
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ICONS DESCRIPTION
ARCHIVE
By clicking on the ARCHIVE button you will
open opportunity archive, where you can see
and maintain all closed opportunities.
DESCRIPTION
1
Help
12. Archive
145
HANDBOOK
Version 4.0

Save closed opportunities in the archive, reactivate theme any time and fully reintegrate them back into the pipeline as a further opportunity.
DESCRIPTION
1
Search bar
Options
The Opportunity Extract by pointing on the

opportunity, the opportunity extract will pop up.
Here you can find basic information about the opportunity and work with it.
Pipeline By clicking on the PIPELINE icon you

will leave the archive.
Sales steps percentage of propability
Number of closed opportunities in the sales

step The 1/14 means that in archive are 14
archived opportunities and 1 of them is considered
as being won. Additionally, 7,14% shows your percentage of successfully closed opportunities.
NOTES & TIPS

5
NOTE: Opportunities in the Archive are read-only.
12. Archive 12.1. Archive Overview
146
HANDBOOK
Version 4.0

The extract window enables you to easily work with actually pointed opportunity through its pipeline icons. Through these icons you can reach the most important features related to this one opportunity.
DESCRIPTION
1
Opportunity basic information
Control panel by clicking on the icon, you can

open its control panel.
Toggle visibility of the opportunity by clicking on the icon, you can hide or show opportunity
in the archive.
Trash by clicking on the icon, you can delete th

e opportunity forever.
Reminder by clicking on the icon, you can set

reminder to this opportunity.
Re-activate the opportunity by clicking on

the icon, you can move the opportunity back to
pipeline.
Print by clicking on the icon, you can print all information related to this opportunity as a PDF file.
Copy opportunity to pipeline by clicking on

the icon, you can make a copy of the opportunity
to pipeline.
Add Note by clicking on the icon, you can create a note for this opportunity.
12. Archive 12.2. Archived Opportunity
147
HANDBOOK
Version 4.0

Once you have selected an opportunity for the archive you need to insert the reason why its being archived.
DESCRIPTION
Reason choose and select the reason of opportunity closing.
Additional Information describe the reason of

closing in more details.

your sales team that the opportunity has been
closed as lost.
12. Archive 12.3. Archive Reason
148
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Version 4.0
13. Settings
pipeliner settings benefit you with the option to get instant information about pipeliner as a product. Get an instant overview of pipeliner application and check for updates or even buy pipeliner.
CHAPTER CONTENT:
13. Settings
150
152
13.3. Print Center
154
13.3.1. Print Window Overview
155
13.3.2. Print Window Options
156
13.4. Data Import
157
13.4.1. Step1: Selecting file
158
13.4.2. Step 2: Import Mapping
159
13.4.3. Step 3: Data Verification
160
161
162
149
HANDBOOK
Version 4.0

The Pipeline Configurator enables you to freely edit names of sales steps/documents, percentage of probability and documents template. Please note that you can have
at least three sales steps up to seven. Every sales step could consist up to five sales documents.
MANAGING YOU PIPELINE
You can manage your team pipeline directly in your pipeliner application.
ICONS DESCRIPTION
CUSTOMER PORTAL
By clicking on the CUSTOMER PORTAL icon
you can manage your tam pippeline directly
in your pipeliner application.
DESCRIPTION
1
13. Settings 13.1. Sales Pipeline Configurator
Customer Portal
150
HANDBOOK
Version 4.0
DESCRIPTION
Users & Rights set-up the users and their

rights on the team pipeline.
Team Pipeline Configurator configure your

team pipeline.
Common lists configure industries, tasks,

meetings, products and account types.
Currencies set the base currency and exchange

rate.
Leads manage and import your leads.
1
4
3
13. Settings 13.1. Sales Pipeline Configurator
151
HANDBOOK
Version 4.0

The pipeliner application supports the users regional settings of numbers, currencies and dates automatically recognized from operating system setttings and later
changeable in pipeliner.
ICONS DESCRIPTION
LOCALIZATION SETTINGS
By clicking on the LOCALIZATION SETTINGS
button you will open Localization Settings
window.
DESCRIPTION
1
Localization Settings
13. Settings 13.2. Localization Settings
152
HANDBOOK
Version 4.0
DESCRIPTION
1
Current location please select your current

location.
Save click to SAVE the changes.
Close click to CLOSE this window
13. Settings 13.2. Localization Settings
153
HANDBOOK
Version 4.0
13.3. Print Center

Print your pipeline information into PDF format. Select your desired printing option in Print Report Settings. All checked settings will be printed into PDF format. Use the
print function to print out all information regarding the opportunity. From tasks to account information and organizational charts, the filter lets the user decide what to print.
ICONS DESCRIPTION
PRINT CENTER
By clicking on the PRINT CENTER button you
will open print report settings and then print
your pipeline information info PDF format.
DESCRIPTION
1
Print Center
13. Settings 13.3. Print Center
154
HANDBOOK
Version 4.0
13.3.1. PRINT WINDOW OVERVIEW

The print center enables you to freely customize your print report settings. The main advantage of the Print Center is its ability to print your pipeline screen to PDF so you can also see
your actual opportunities in a graphical display.
DESCRIPTION
Print only screenshots of pipeline or archive.
Print only text data.
Print screenshots & text data.
Check boxes check the option, which you want

to set for printing.
Print by clicking the PRINT button, the system

will print your selection to PDF file.
Cancel by clicking the CANCEL button you will

close the window.
NOTES & TIPS
TIP: For details of print settings options see the

table Print Settings options on the next page.
13. Settings 13.3. Print Center 13.3.1. Print Window Overview
155
HANDBOOK
Version 4.0
13.3.2. PRINT WINDOW OPTIONS

In three tables below you can see the various print settings options.
SCREEN SET TINGS
TEX T SET TING
PR INT OP TION
DESCR IP TION
Include pipeline screen
The system will print the screenshot of your pipeline into a PDF.
Include archive screen
The system will print the screenshot of your archive into a PDF.
PR INT OP TION
DESCR IP TION
Print opportunities (leads)
The system will print the opportunities (leads), their related

documents and action panels into a PDF.
Print documents related to its opportunities

Print action panels related to its opportunities
Print activity panels related to its opportunities
ALL SET TING
DESCR IP TION
Here you can configure the screen and text settings.
13. Settings 13.3. Print Center 13.3.2. Print Window Options
156
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Version 4.0
13.4. Data Import

Anytime when you will receive a vast number of new potential clients i.e. leads gathered in some database such as excel or CSV file with pipeliner you can easily import
them to your pipeline. To start importing leads or opportunities you have to click on the IMPORT button first and then pipeliner will open its special import wizard, which
will guide you through a needful steps during the whole process of importing.
ICONS DESCRIPTION
IMPORT FILE
By clicking on the IMPORT FILE you will open
special import wizard, where you can import
leads or opportunities to your pipeline.
DESCRIPTION
1
Import File
13. Settings 13.4. Data Import
157
HANDBOOK
Version 4.0
13.4.1. STEP1: SELECTING FILE

Click on the BROWSE button, then select CSV file and define its configuration.
DESCRIPTION
1
CSV file browse and select for your CSV file.
Chartset encoding select the way how a

comptuter interprets and then displays a file as
text.
Separator select the way how two different

columns are separated in CSV file e.g. with coma,
i.g. computer will distinguish two columns according to it.
Enclosure select the way how are words

separated in CSV file e.g. quota, i.e. computer will
according to it distinguish thow different words.
Columns contain headers check this option

if columns contain headers for data within one
column.
Upload click on the UPLOAD button to proceed

1
2
13. Settings 13.4. Data Import 13.4.1. Step1: Selecting file
158
HANDBOOK
Version 4.0
13.4.2. STEP 2: IMPORT MAPPING

Here you link all your CSV file columns with pipeliner fields. Drag one of the columns from the column list and drop it on the field to which you wish to create a link.
DESCRIPTION
1
pipeliner fields here you can see all pipeliner

fields which you can link together with your CSV
file.
Column list here you can see all your imported

columns.
Link your columns with pipeliner fields.
Back click on the BACK button to configure CSV

file once again.
Import click on the IMPORT button to proceed

2
1
13. Settings 13.4. Data Import 13.4.2. Step 2: Import Mapping
159
HANDBOOK
Version 4.0
13.4.3. STEP 3: DATA VERIFICATION

After successful import mapping, the system will open a CSV Import panel with all the imported data. This panel is only a temporary panel i.e. you have to accept all the accounts or
contacts you really want before closing it. Please note that all accepted items will be moved to your address book.
DESCRIPTION
4
Discard & re-upload by clicking this button,

you will start a new import process.
Accept by clicking this button, you will move

this lead to your leads list.
Reject by clicking this button, you will remove

this lead from your lead import panel.

Close by clicking this button, you will close lead

import panel.
Edit lead window by clicking on a lead, the

system will open its detail window where you can
edit leads info before accepting it.
NOTES & TIPS
WARNING: Note that after clicking DISCARD &

RE-UPLOAD or CLOSE button all your un-accepted
items will be discarded!
13. Settings 13.4. Data Import 13.4.3. Step 3: Data Verification
160
HANDBOOK
Version 4.0

If you want to use the newest pipeliner features, please do not hesitate to check for updates through your pipeliner menu.
ICONS DESCRIPTION
CHECK FOR PIPELINER UPDATES

By clicking on the CHECK FOR PIPELINER
UPDATES button you will send on pipeliner
web site.
DESCRIPTION
1
Check for pipeliner updates
NOTES & TIPS
TIP: It is very useful to consistetly check for updates in order to get the newest pipeliner features.
NOTE: Please note that you must be connected to
the internet of you want check updates.
13. Settings 13.5. pipeliner Updates
161
HANDBOOK
Version 4.0

Here you can see all pipeliner product information. First of all you can get the information about the pipeliner as a product. Secondly you can check the pipeliner updates
or contact us from this screen. Even more, you can buy pipeliner licenses and get access to its special and unique features.
ICONS DESCRIPTION
ABOUT PIPELINER
By clicking on the ABOUT PIPELINER button
you will open About pipeliner window.
DESCRIPTION
1
About pipeliner
13. Settings 13.6. About pipeliner
162
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Version 4.0
pipeliner about screen enables you to reach the most important information about pipeliner. Click on the displayed buttons to learn more about the pipeliner updates,
purchase options or even contacts us if you have any questions.
OVERVIEW
DESCRIPTION
Check for updates by clicking this button, you

will be redirected to check the newest updates of
pipeliner on the web.
Contact us by clicking this button, you will be

redirected to a contact form where you can ask us
everything you would like to know related to buying the product.
GTAC and License agreement read our General Terms & Conditions related to the pipeliner
product.
Read more about pipeliner by clicking this

button, you will be redirected to the newest information about pipeliner on the web.
1
3
13. Settings 13.6. About pipeliner
163
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Version 4.0
14. Help Center

The help center enables you easily understand all pipeliner functions through the graphical explanations. Additionally,
the activation center is place, where you can activate your issued serial key.
CHAPTER CONTENT:
Help content
14. Help Center
166
164
HANDBOOK
Version 4.0
Do not hesitate to press the F1 button or pressin ? on the main menu within the pipeliner application and you will get an instant overview of the pipeliner manual.
ICONS DESCRIPTION
HELP
By clicking on the HELP button you will open
pipeliner help content window.
DESCRIPTION
1
Help
14. Help Center
165
HANDBOOK
Version 4.0
HELP CONTENT
The help content helps you to understand, how to work with pipeliner. Help content tree navigates you through all its functional parts.
DESCRIPTION
1
Search bar type in searched word to find it in

the help content.
Help content click here to see pipeliner help

content.
NOTES & TIPS
14. Help Center
TIP: If you need to use pipeliner Help in a special section (e.g. save pipeline), press F1 and the
system will open its related help content.
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PIPELINERS USER GUIDE | Version 4.

4.4. Buying Center

1.1. pipeliner Overview

1.2. Feed Pipeline (Add Opportunities)

5.1. Lead Management

1.3. Working with Basic Dynamic Target

5.2. Team Lead Management

1.4. Sale Process (Moving the Opportunity)

2. WORKING WITH SALES PIPELINE

6.1. Acquisition Detail

2.1. Sales Pipeline

6.2. Working with Acquisitions Phases

2.2. Sales Opportunity

6.3. Qualifying the Acquisition Contact into the Opportunity

2.3. Sales Dynamic Target

2.4. Notes Management

7.1. Working with Documents

7.2. Attaching Document to the Opportunity

3.1. Profile Settings

8.1. Address Book Window

3.2. Sales Role View Settings

3.3. View Settings

3.4. Filter Settings

8.4. Importing Contacts and Accounts

3.5. Target Setting

8.5. Exporting Contacts and Accounts

4. OPPORTUNITY CONTROL PANEL

8.6. Options and Profile

9.1. p-connect Overview

10.1. Working with Timeline

11.1. Business Intelligence Dashboards

11.2. Opportunity History Log

11.3. Management Reports

11.4. Hit-Rate Manager

12.1. Archive Overview

12.2. Archived Opportunity

12.3. Archive Reason

13.1. Sales Pipeline Configurator

13.2. Localization Settings

13.3. Print Center

13.4. Data Import

13.5. pipeliner Updates

13.6. About pipeliner

14. HELP CENTER

1.1. pipeliner Overview

1.2. Feed Pipeline (Add Opportunities)

1.2.2. Adding Opportunities

1.3. Working with Basic Dynamic Target

1.4. Sale Process (Moving the Opportunity)

1.1. pipeliner Overview

NOTES & TIPS

NOTE: pipeliner has three main features,

1. Getting Started 1.1. pipeliner Overview

1.2. Feed Pipeline (Add Opportunities)

Opportunities which do not contribute to

My Opportunities click this checkbox to view

Sales Teams Opportunities click this

Sales Units Opportunities click this