Opportunity Manager®: Knowledge & Support
Opportunity Manager®: Knowledge & Support
Breadcrumbs

History of Release Notes

Initial internal Opportunity Manager launch — Q4 2020

NEW METHODOLOGY AUTOMATION ON SFDC — Force Management's "Opportunity Manager" App

What does it include?

  • Full integration of Command of the Message and/or MEDDPICC (all variants)

  • Highlights the connectivity between CoM and MEDDPICC to drive application

  • Built-in "guided assessment" to help sellers assess their active opportunities

  • Quick links for accessing engagement related documents

  • Connectivity to Command Center for on-going learning and development

  • Customizable alerts and notifications to prompt sellers on key activities

  • Reports and dashboards provide visibility into utilization and engagement KPIs

Why are we excited about it?

  • Addresses one of the most common requests from customers — a "turnkey" solution for integrating methodologies into SFDC

  • Improves onboarding, adoption, application, and impact of methodologies

  • Ensures consistent application of the methodology across the sales organization

  • Provides visibility into adoption and application — helping prove ROI

  • Provides insights on adoption, engagement, and areas for improvement

  • Connectivity with Command Center improves onboarding and reinforcement

Q1 2021

OM: New Features

  • Guided Assessment Completion & History — sellers no longer required to complete the entire assessment in one session; can update individual components as they progress; assessment remembers previous answers.

  • Proof Point Data Model — organizations can provide pre-defined Proof Points for inclusion in OM; sellers can still add their own.

  • User "Permission" Set — easier access for individual users if the admin installs the managed package for "Admins Only" (not the recommended approach).

Q2 2021

  • Added "Manager Reviewed" functionality (v1.11)

  • Added capability to pull major, minor, and patch level details (v1.11.3)

  • In progress: Lead Record, Political Relationship Map

Q3 2021

  • Lead Object Functionality — OM is now available for the Lead Object; BDRs/SDRs can start collecting deal information at the lead stage, which transfers on conversion to Opportunity.

  • Adding New Contacts — can now be added from within OM when defining Economic Buyers and Champions.

  • Adding Competitor's Champion — sellers can define who is acting as a Champion for an identified competitor.

Q4 2021

  • Manager Coaching & Feedback — new functionality for managers to provide feedback, coaching, and next steps after reviewing a Guided Assessment.

  • Custom MEDDPICC Ordering — Admins can define the order of MEDDPICC components.

  • Assessment Weighting — Admins can define how each Assessment category is weighted when a score is calculated.

  • Read-Only Licenses — introduced to give non-sales/non-customer-facing roles view-only visibility.

No major release in Q1 2022.

Q2 2022

  • NEW Relationship Mapper — visual representation of a customer's political landscape; helps sellers identify and leverage organizational hierarchy and political influences.

  • NEW Assessment History — sellers and managers can view and compare assessment scores throughout the sales campaign.

  • NEW Opportunity Contact Roles Sync — syncs Champions and Economic Buyers for companies using "Contact Roles" in Salesforce.

No major release in Q3 2022 or Q4 2022.

Q1 2023

  • Security Assessment update — all APIs above 50+

  • NEW reporting capability from the Relationship Mapper

Q2 2023

  • Short form Value Card — optional, toggled via the OM Configuration Tab; includes only Value Drivers, Before/After scenarios, Required Capabilities, and Metrics.

Q3 2023

  • Contact drop-down search now includes related account contacts, not just direct account contacts, when selecting a Champion/EB.

  • Placeholder ("TBD") contacts can now be added within the Relationship Mapper hierarchy.

  • Renewal reminders — a 3-second notification appears at the top of the Configuration tab 90 days from subscription end date.

  • Low license count notification — similar 3-second notification when fewer than 3 licenses remain.

Q4 2023

  • Primary Competitor Indicator — new checkbox in "Competitors" to flag the primary competitor.

  • Hover-Over Key within the Relationship Mapper — explains acronyms/colored circles on contact cards.

  • Political Relationship Notes within the Relationship Mapper — Reps can take notes on political relationships via the relationship pop-up.

  • "OM Performance" Snapshot Report Dashboard — new second dashboard tracking activity trends at a chosen frequency, to drive long-term adoption.

Q2 2024

  • NEW | Relationship Mapper Scrollable Contact List: Reps can select existing account or related-account contacts from a pre-populated, scrollable list.

  • NEW | Create New Contact: Reps can select "+ New Contact" from the scrollable list to create a new contact, saved at the account level, enforcing required Salesforce fields.

  • NEW | Logical Selections: Added logic to prevent contradictory selections (e.g., a contact can't be both "Champion" and "Blocker" at once).

  • BUG FIXES: Improved hierarchy connection lines; resolved unsaved-changes pop-up inconsistency; revised contact color-coding (red for blockers, green for champions, etc.)

Q1 2025

UPDATED | Account Planner: Aligned with Force Management's Command of the Plan methodology, bringing account planning disciplines to Salesforce:

  • Ability to configure 0, 1, or 2 tables (instructions in admin guide) — Opportunity Whitespace (monetary amounts, auto-summed) and Competitive Whitespace (free text, no auto-summation)

  • Can now add existing SFDC opportunities directly to a Whitespace table and/or create a new opportunity from one

  • Description informational text can now be configured (instructions in admin guide)

  • Free text fields in Economic Landscape, Supplemental Information, and Account Strategy & Plan updated to Rich Text fields, allowing formatting

UPDATED | Relationship Mapper: Users can now select "+ New Contact" from the scrollable contact list; new contact is saved at account level, enforcing required Salesforce fields.

UPDATED | Printing: Added a "print all" button, allowing you to print the Value Card/MEDDPICC Qualifier, most recent Guided Assessment with manager feedback, and your Relationship Map.

BUG FIXES:

  • + New Contact Button: Resolved the button not showing up in Champion and Economic Buyer fields.

  • Relationship Mapper Hierarchy Line Glitch: Fixed a glitch where a hierarchical line appeared incorrectly when a contact was deleted and replaced.

  • Blocker Color Issue: A contact's card now turns red if "Blocker/Competitor" is selected in either the "Influence in the Buying Process" drop-down or "Current Relationship" status.

  • Assessment Score to Update by Date: The most recent/overall assessment score now equals the "Last Assessment Score" and reflects the date of the last assessment, eliminating an "average" score.

This page was migrated from the Notion "History of Release Notes" page.