Setup

Pipelines (funnels by sale type)

Create different funnels by sale type, each with its own stages and probabilities.

Different sale types usually have different processes. In Settings → Pipelines you create a funnel for each situation (e.g. "New sales", "Renewals"), each with its own stages.

How it works

Each pipeline serves one or more Sale types. The pipeline with no type assigned becomes the default.
Each stage has a name and a probability (%), used in the weighted value and in the forecast.
On the Opportunity Board, choose the pipeline at the top: the columns become its stages and only the opportunities of its sale types appear.

💡 There is already a "Default" pipeline with the initial stages. Edit it or create new ones. When you drag a card on the Board, the stage and probability are updated according to the pipeline.

Move an opportunity to another funnel

When you create an opportunity from the Board, it starts in the first stage of whichever funnel is open at the top. To move an existing opportunity to another funnel, open the opportunity and use the "Move to another funnel" button: pick the target funnel and the starting stage, then confirm. The target funnel's rules still apply (stage-required fields, gates, approvals and automations). If something is missing, the system shows exactly what to fix; correct it and move again.

Funnels on the Dashboard

The "Total Pipeline" and "Weighted Pipeline" blocks on the Dashboard show a funnel per pipeline (with the pipeline name when there is more than one), considering only the opportunities of each one's sale type.

Required fields per stage (progressive requirement)

On each pipeline stage you can mark fields that become required upon reaching it, cumulatively (the requirements of previous stages also apply).

In the stage editor (Settings → Pipelines), fields inherited from earlier stages appear already checked and locked, labeled "inherited". You only add the new ones per stage; the counter shows the effective total and how many are inherited.

Example: If "Negotiation" requires "Competitors", moving an opportunity to Negotiation (on the Board or in the form) without filling in Competitors makes the system warn you which fields are missing and blocks the move.

💡 This ensures data quality along the funnel. Validation happens when setting/changing the stage; editing other fields without touching the stage is not blocked.

WIP limit per stage

For each stage you can set a "WIP limit", the recommended maximum number of opportunities in that stage at once (0 = no limit). On the Board, the column counter shows "current / limit" and turns red when it exceeds the limit, signaling a bottleneck. It is a visual warning; it does not block moving cards.

💡 WIP limits help the team avoid piling up stalled deals in a stage (e.g. many proposals without follow-up). Set them in Settings → Pipelines, next to each stage's probability.

💡 To create a funnel similar to an existing one, use "Duplicate" in the pipelines list: it copies the stages (labels, probabilities, required fields and WIP limits). The copy starts with no sale types assigned, so set them before using it.

Open this article inside the system →