Opportunities

Opportunities are potential value-creating situations identified during intelligence gathering. They represent areas where a customer's business pain, strategic priority, or operational gap aligns with your solution capabilities.

Who this is for

End User Admin Executive

Prerequisites

• A ValuePact account with enrichment data
• Signals or source documents ingested for the account
• A configured value pack with use cases and capabilities

Overview

Opportunities emerge from the intersection of account intelligence and your product ontology. The platform uses Layer 4 agentic workflows to generate, score, and rank opportunities so you focus on the highest-potential value conversations.

Identification

Opportunities are identified from three sources:

1. Signal extraction — AI analyzes ingested documents, earnings calls, and news to detect business pains and strategic initiatives.
2. Hypothesis generation — The platform maps detected signals to your capabilities and proposes value hypotheses.
3. Whitespace analysis — A Layer 4 workflow compares the account's stated needs to your solution coverage and flags gaps.

Each opportunity includes:

• Title — a concise value statement
• Description — the business context and proposed solution
• Linked signals — the intelligence that supports the opportunity
• Linked evidence — documents or excerpts that ground the claim
• Confidence score — 0.0 to 1.0, derived from signal strength and source quality
• Value driver — the category of value (revenue, cost, risk, capital)

Qualification

After identification, opportunities move through qualification:

Stage	Criteria	Exit action
Draft	Auto-generated by AI	Review and validate signals
Qualified	Signals are relevant and timely	Link to a value hypothesis
Prioritized	High confidence and high potential value	Add to the value model
Rejected	Low relevance or outdated	Archive with reason

To qualify an opportunity:

1. Open the account's Intelligence workspace.
2. Click the Value Hypotheses tab.
3. Review the opportunity's linked signals and evidence.
4. Click Validate if the signals support the claim, or Reject with a note.
5. Validated opportunities are promoted to the value model.

Scoring

The platform scores each opportunity on two axes:

• Confidence — strength of evidence and signal quality
• Value potential — estimated annual benefit based on formula defaults

The score matrix places opportunities into quadrants:

	High value potential	Low value potential
High confidence	Prioritize first	Quick wins
Low confidence	Investigate further	Deprioritize

Prioritization

Prioritized opportunities feed the driver tree in the value model. You can reorder them by:

• Estimated impact
• Confidence score
• Customer readiness
• Strategic alignment

The top opportunities become the foundation for ROI calculations and business cases.

Opportunity lifecycle

IDENTIFIED → QUALIFIED → PRIORITIZED → CONVERTED → ARCHIVED
    ↓            ↓             ↓
  REJECTED    STALLED      DEPRIORITIZED

• Identified — Auto-generated by signal extraction or whitespace analysis
• Qualified — Reviewed and confirmed relevant by a user
• Prioritized — Added to the value model and assigned a rank
• Converted — Linked to a value driver and included in a business case
• Archived — No longer relevant or superseded by a newer opportunity
• Rejected — Explicitly dismissed with a reason
• Stalled — Awaiting customer input or external event
• Deprioritized — Valid but lower priority than competing opportunities

Opportunity status is displayed in the Intelligence workspace and filtered in pipeline reports.

Permissions required

Role	Permission	Scope
Admin	Configure opportunity scoring rules	Organization
User	View and qualify opportunities	Assigned accounts
User	Generate hypotheses	Assigned accounts
Executive	View pipeline of opportunities across accounts	Organization

Required opportunities:write to validate or reject; opportunities:read to view.

Limits and guardrails

Limit A maximum of 50 active opportunities per account. Archive old ones to make room.

Limit Hypothesis generation is limited to 20 hypotheses per request.

Limit Opportunities with confidence below 0.5 are hidden from the default view but remain searchable.

Troubleshooting

Issue: No opportunities generated for an account

Cause: The account lacks ingested signals, or the value pack does not map to the account's industry. Resolution: Run Enrichment in the Intelligence workspace, or verify the account industry and value pack in Account Settings.

Issue: Opportunity confidence score seems too high

Cause: A single strong signal may inflate confidence if corroboration is missing. Resolution: Inspect the opportunity's evidence sources. If only one source exists, add independent evidence or manually lower the confidence in Edit Opportunity.

Issue: Validated opportunity does not appear in the value model

Cause: The opportunity was validated but not explicitly linked to a value driver. Resolution: Open the opportunity, click Link to Driver, select the relevant driver, and save.

Issue: Opportunity pipeline shows stale opportunities from last quarter

Cause: Opportunities are not auto-archived when signals age out. Resolution: Set an auto-archive policy in Administration > Configuration > Opportunities, or manually archive outdated opportunities.

Related pages

• Value Metrics
• ROI Calculations
• Stakeholders
• Projects

Escalation path

For missing opportunities or scoring anomalies, contact your value engineering lead. For platform-level hypothesis generation failures, open a support ticket with the account ID and request ID.