Editorial draft available to read. Factual and language review is pending. Examples are illustrative.
Decision and method
Connect opportunity, order and revenue record through identifiers rather than customer names alone. Define what each amount represents: expected, contracted, invoiced or collected. A won opportunity should not automatically become observed revenue without an agreed reporting rule and a supporting record that can be inspected.
Illustrative example
Illustrative example: a EUR 10,000 opportunity produces two records of EUR 6,000 and EUR 4,000. A report can show the full contracted amount and separately show amounts recorded at each phase. If a refund appears, retain its reference rather than silently rewriting the opportunity.
Acceptance check
Review a split transaction, a cancelled one and a record without a link. Totals must be traceable to their underlying records, while differences remain in a reconciliation queue. The reporting owner should approve the indicator definition before it is used to compare salespeople or acquisition channels.
Key takeaways
- Reconcile states and identifiers before describing a commercial opportunity amount as observed revenue.