FAQ Guide

• Document everything — even minor feedback, as it can inform future decisions.

• Pass to Product — send to Ani Harris (Slack) or ani.harris@forcemanagement.com.

• If the feedback is an existing OM issue, include Joseph Garrigan (joseph.garrigan@forcemanagement.com) so they can troubleshoot and identify severity.

• Follow through — Product will document as a bug, idea, and/or VoC insight that informs the roadmap.

When speaking with the client regarding feedback:

• Acknowledge & appreciate — make the customer feel valued.

• Clarify the why — understand their underlying goal, not just the request itself.

• Explore alternatives — check if existing solutions can already help.

• Close the loop — keep the customer informed about what's next.

Technically, yes, OM can be installed and used in SFDC Classic environments. The experience is not entirely the same however, as some OM features are "Lightning Actions" only. Differences:

1. The Relationship Mapper cannot be used in Classic.

2. Account Planner cannot be used in Classic.

3. The help text that appears when hovering over the "i" button on the Qualifier/Value Card fields is not visible in Classic.

4. The "Champion" and "Competition" fields do not auto-sync between the MEDDPICC Qualifier and the Value Card like they do in Lightning.

All other features/components/functionality are the same. We do not prioritize feature requests for Classic environments.

No. Only clients who purchased both methodologies will see the "Copy From" button.

No, though it's not entirely necessary. OM does not have a separate login outside of SFDC, so any SSO a client may use would be to log into SFDC as a whole, not OM specifically. We do not offer SSO as part of OM's package.

Opportunity Manager for Enterprise (Any Variant)

• Audience: Enterprise (Core) customers.

• This is the unlisted version of OM, which includes OM for MEDDICC and/or OM for CoM (if applicable), Relationship Mapper, and Account Planner (in Q3).

• Price: $144/license for Enterprise.

• Includes Standard Implementation Services (as identified in SoW) — no extra charge for implementation fees.

• Renewing customers (all variants) will renew to Opportunity Manager for Enterprise at $144/license.

• Includes unlimited Read Only Access for people with SFDC licenses.

Yes, only System Admins can physically download OM.

No. They can be set as a "Designated Administrator" in Salesforce, which allows them to use and edit the OM Configuration tab (e.g., assigning OM licenses):

• Navigate to "Setup"

• In the Quick Find box, search for "Delegated Administration"

• Click "New"

• Enter a name in the "Delegated Group Name" box (the Developer Name auto-populates)

• Click "Save"

• On the new page, add the delegated admin(s) under "Delegated Administrators" and click "Save"

• Under "User Administration," input "Admin" and click "Save"

• Under "Assignable Permission Sets," input "Opportunity Manager Admin" and click "Save"

1. If the client admin has placed OM's components on a separate tab, users without an OM license will still see the tab because it was built using Salesforce tabs, not Opportunity Manager.

2. Users without an OM license will not see the Value Card and/or MEDDPICC Qualifier.

3. Users without an OM license will see the Guided Assessment components, but with a message telling them they don't have access.

4. Users will see the Quick Links component and can click on the included links.

5. Known issue: users without an OM license are currently able to view and edit any Relationship Mapper — a fix is expected.

Go to the Opportunity Manager Configuration Tab — license usage stats appear at the top.

FM provides a license key during initial install that contains all licenses. If more licenses are purchased, a new key is provided. To apply the new key, navigate to the Opportunity Configuration tab, click edit about halfway down the page, delete the existing key, replace it with the new one, and click save.

Read-only licenses allow users to view, not edit, Reps' Opportunity Manager entries & assessments. They are unlimited, and all OM clients after January 2024 automatically have read-only licenses as part of their contract. Before that date, read-only licenses were purchased separately with a separate SOW line item.

A Champion or Economic Buyer must be entered before adding text to the testing and validated field, since that field is for Reps to explain how they know the selected person is their Champion/EB. The app errors because it can't validate a non-existing person.

This person was not assigned a license from the "Manage Members" tab.

Someone from the client org likely deleted the scheduled job in SFDC that verifies the license. Fix: have the client go to the configuration tab and click "Schedule License Verification."

This occurs after a client admin deletes every Quick Link and presses save within the Opportunity Manager Configuration tab. Fix by running this Apex code via Developer Console → Debug → Open Execute Anonymous Window:

FMOppMgr__AppDocuments__c d1 = new FMOppMgr__AppDocuments__c(
    Name = 'Default 1', FMOppMgr__In_Command_Center__c = false, FMOppMgr__Section_Header__c='Default Header',
    FMOppMgr__Order__c = 1, FMOppMgr__Section_Order__c = 1, FMOppMgr__URL__c = 'https://www.forcemanagement.com'
);
insert d1;

Paste the code and click "Execute."

Most likely the dashboard didn't stop — the client just hasn't located the scrollbars. The graphs build horizontally over time, so eventually a lot of data accumulates. The scrollbar only appears when hovering over the correct part of each graph.

Some, but not all, of the "i" help text can be edited. OM was designed to not allow editing of section headers (where the "i" help text lives), but does allow editing of the "i" help text for fields. Some section headers are also fields, which allows them to be edited.

CoM — editable: Required Capabilities (FMOppMgr__COM_Required_Capabilities__c), Metrics (FMOppMgr__COM_Metrics__c), How We Do It (FMOppMgr__COM_How_We_Do_It__c), and the fields within Pain Points (Before Scenarios, Negative Consequences) and Objectives/Outcomes (After Scenarios, Positive Business Outcomes). Not editable: Value Drivers, Champion, Pain Points header, Objectives/Outcomes header, Competitors, Defensible Differentiators.

MEDDPICC — editable: Metrics (FMOppMgr__MED_Metrics__c), Decision Process, Funding Identified, Decision Criteria, Paper Process, Identify Pain. Not editable: Economic Buyer, Champion, Competition.

No.

Yes — from the Opportunity Manager Configuration Tab, click "Customize App" then "Reorder MEDDPICC Elements," rearrange the field order, and click save.

Only possible using a report type that combines the "Opportunity" object with the custom object where the drop-down lives. The Proof Points report type is pre-built; others need to be built via setup/custom report types:

• Value Drivers: Opportunities with Opportunity Value Drivers

• Proof Points: Opportunities with Opportunity Proof Points

• Differentiators: Opportunities with Opportunity Differentiators

• Competition: Opportunities with Opportunity Competitors

19 of the 21 total fields. "Champion" (within Competitors) and "Primary Competitor" do not pull into the report, though they can still be reported on separately.

Red = score below 50%. Orange = 50–79%. Green = 80–100%.

There's no single concrete answer — deal stage, size, and threshold all affect what counts as good. For example, 30% during Discovery is fine, but 30% during Proposal is a weaker score.

The client will no longer see Opportunity Manager's components, but data is not lost. Once the new key is applied, all previous data returns exactly as it was.

Field data remains available in an SFDC report until the client manually deletes OM's fields from Salesforce. Their admin can map OM's data into other Salesforce fields before deleting.

Possibly, as an exception, for clients who are almost certainly going to sign but not before their current subscription expires. Reach out to Mike Atkinson for approval.

No.

No, there is no limit.

All users with an OM license can view and use the Mapper. It's made accessible by the Salesforce Admin adding the "Open Relationship Mapper" button to the page layout users are using OM on. To restrict access to specific OM-licensed users only, a separate page layout would need to exist that only those people have access to.

FM does not have an in-house coder/developer. We contracted the 3rd-party company OpFocus to build and maintain Opportunity Manager. OpFocus builds all new features, fixes all bugs, and provides OM's download links. We work with one main developer at OpFocus.

Because we have limited contracted hours with OpFocus, communication is streamlined through a few designated internal people: Joseph Garrigan and Product (Morgan, Ani, Paul).

No — this should never be offered to clients. The designated internal people get all required info from the developer and communicate back appropriately.

There is one trigger, living on the Opportunity object. It only looks at fields and objects within OM and doesn't integrate with anything outside of it. It supports: populating supporting fields needed for reporting dashboards; copying lead data to the opportunity object if the optional lead manager feature is enabled; and the bi-directional contact role sync if that optional feature is enabled.

No. OM is a managed package — the entire package installs up front, and the license key determines what's visible to the client.