Abstract:
An opportunity management, tracking, and reporting system provides a consistent and accessible view of global business opportunities. The opportunity system manages multiple types of opportunities and tracks the opportunities as they evolve through their lifecycles. The opportunity system facilitates the full exploration and development of business opportunities, particularly those that emerge from proactive sales activities even as very preliminary opportunities. Consequently, the opportunity system helps to promote the successful development of opportunities into revenue streams.

Description:
BACKGROUND  
       [0001]     1. Technical Field  
         [0002]     This invention relates to processing systems for managing, tracking, and reporting on business opportunities. In particular, this invention relates to a unified database architecture for managing, tracking, and reporting pro-active business opportunities as well as reactive business opportunities.  
         [0003]     2. Background Information  
         [0004]     The modern global marketplace is not an environment in which a service provider can wait for business to arrive on its own accord. Nevertheless, in the past some service providers focused a great deal on reactive opportunities stemming from potential client initiated contact with the service provider. In addition, service providers often focused on opportunities based on existing or prior services provided to a client.  
         [0005]     Of course, service providers do proactively sell their services. When the service provider reaches a significant size, the service provider may employ hundreds of individuals assigned to any number of sales teams. The sales teams may be responsible for extensive geographical territories in the United States, Europe, Asia or anywhere else in the world, and may be responsible for working with any number of existing clients, new clients, and potential clients.  
         [0006]     Regardless of how many individuals or teams were active, a common problem was present. In particular, although all working for the same service provider, the individuals and teams often operated independently. Accordingly, the individuals and teams employed disparate sales reporting, tracking, and management approaches. These approaches resulted in a multitude of sales data file formats, file organizations, and file content, stored on geographically dispersed computer systems and prepared by a wide range of applications of varying compatibility, such as Microsoft Word, Microsoft Excel (trademarks of Microsoft Corporation), Word Perfect (a trademark of Corel Corporation), Lotus Notes (a trademark of IBM Corporation), and other applications.  
         [0007]     In this environment, upper level decision makers had the daunting task of reconciling the sales information. Before the decision makers could provide high level guidance or directives, they first had to find a way to understand the sales information originating with the many sales individuals and sales teams. To that end, the sales teams consumed extremely valuable and limited resources to convert, restate, or otherwise recast their sales data into forms that were at least recognizable by the decision makers.  
         [0008]     Even after this expenditure of resources, the decision makers typically gained only a narrow view of sales performance, limited to each team. The wider view of reactive and proactive sales activities, over all the sales individuals and sales teams, remained a mystery. As a result, the sales efforts, particularly the proactive sales efforts, were not fully explored, promoted, and developed, leading to fewer sales and less revenue for the service organization.  
         [0009]     Furthermore, as a client opportunity develops, the opportunity may evolve into a substantial profit opportunity with real potential, or the opportunity may become particularly important to the service organization in some other way. At this stage, ordinary members of a sales team should not be permitted to modify the opportunity records stored in a computer database. Instead, only primary decision makers should be able to update the opportunity records as the opportunity develops further. Nevertheless, it is not feasible to lock the members of the sales team out of the opportunity record since the sales team will require knowledge of the developing opportunity in order to perform their job. Accordingly, there is a technical problem to be solved of how to keep secure database records, data files, or other data sources relating to developed opportunities while nevertheless providing members of a sales team with the required level of access.  
         [0010]     There is a need for addressing the problems noted above and others previously experienced.  
       SUMMARY AND ADVANTAGES  
       [0011]     An opportunity management, tracking, and reporting system (opportunity system) provides a unified portal into global business opportunities. The opportunity system may gather and process established opportunities as well as preliminary opportunities under one reporting paradigm. The opportunity system facilitates the full exploration and development of business opportunities through their entire lifecycles. Consequently, the opportunity system helps to ensure that opportunities, particularly emerging opportunities, do not languish undeveloped, and are properly tracked and accounted for as part of a global sales strategy.  
         [0012]     According to one aspect of the invention an opportunity system is provided which includes an opportunity database, a memory, and a processor. The opportunity database includes opportunity records distinguished between pre-qualified opportunities, qualified opportunities, or other types of opportunities. In one embodiment, for example, one or more progress stage fields may denote the degree of development of an opportunity, and may establish a separation between pre-qualified opportunities and qualified opportunities. The opportunities may progress through any number of stages during their lifecycle.  
         [0013]     The memory includes an import program which receives pre-qualified opportunities through a communication interface. The import program may then store the pre-qualified opportunities in the opportunity database. The import program obtains the pre-qualified opportunities from a pre-qualified opportunity repository, such as an independent secure database.  
         [0014]     The memory also includes an opportunity search program. The search program facilitates viewing the opportunities according to multiple different search parameters, such as opportunity type, responsible operating group, responsible industry or offering, or any other search parameter. To that end, the search program accepts the opportunity search parameters, initiates an opportunity search in the opportunity database, and obtains the search results. The search program provides the search results to an opportunity reporting interface.  
         [0015]     The processor populates the reporting interface with the search results. The reporting interface may vary widely depending on the desired implementation. In one embodiment, for example, the reporting interface may include a stage selection interface, a search result interface, and a supplemental opportunity search interface.  
         [0016]     The stage selection interface provides the search results organized by their stage of development. The search result interface presents the detailed opportunity data retrieved from the opportunity database. The supplemental opportunity search interface provides a convenient search mechanism for additional searching.  
         [0017]     According to another aspect of the invention, a database security system allows newly created data assets to develop without the need for access to a secure database which stores fully qualified assets. The security system includes a communication interface connected with the secure database. An asset development system in the security system provides an environment in which newly created data assets continue to develop and evolve.  
         [0018]     The development system includes a working database which stores the newly created and developing data assets with an associated progress stage field. The development system also includes a memory which stores a data asset definition program and an export program. The data asset definition program accepts asset data which defines a developing data asset, establishes a developing data asset record based on the asset data, and updates over time the progress stage field in the working database. The export program analyzes the progress stage, determines when the developing data asset has advanced or evolved into a newly qualified data asset, and initiates communication of the newly qualified data asset through the communication interface for incorporation into the secure database. A processor executes the opportunity definition program and the export program.  
         [0019]     Another aspect of the invention provides a method for searching a database which provides a technical solution to the data security problem previously identified. This aspect includes storing first category files in a first database and storing second category files in a second database. The second database may be a high security database with far more limited access than the first database. The method creates duplicate read-only copies of the second category files in the first database. Accordingly, the method may then perform a search of both the first category files and the duplicate copies of the second category files in the first database.  
         [0020]     This aspect shields the second category files from alteration, while permitting full searches across both the second category files and the first category files. In one implementation, the first category files are pre-qualified opportunity data files and the second category files are qualified opportunity data files. Thus, this aspect maintains data records relating to developed or qualified opportunities on a separate, secure database (e.g., the second database) which permits full read/write access to only selected individuals. At the same time, this aspect provides limited access copies (e.g., read-only copies) of the qualified data records on a main database (e.g., the first database) which may then provide a complete picture of the entire set of pre-qualified and qualified opportunities.  
         [0021]     Other systems, methods, features and advantages of the invention will be, or will become, apparent to one with skill in the art upon examination of the following figures and detailed description. It is intended that all such additional systems, methods, features and advantages be included within this description, be within the scope of the invention, and be protected by the following claims. 
     
    
     BRIEF DESCRIPTION OF THE DRAWINGS  
       [0022]      FIG. 1  illustrates an opportunity management, tracking, and reporting system.  
         [0023]      FIG. 2  shows an opportunity database which may be employed in the opportunity system shown in  FIG. 1 .  
         [0024]      FIG. 3  shows an initial opportunity search user interface.  
         [0025]      FIG. 4  illustrates an opportunity reporting user interface showing pipeline opportunities.  
         [0026]      FIG. 5  illustrates an opportunity reporting user interface showing opportunity details.  
         [0027]      FIG. 6  depicts an opportunity reporting user interface showing campaign progress stages.  
         [0028]      FIG. 7  shows an opportunity definition user interface for establishing a new opportunity in the opportunity system.  
         [0029]      FIG. 8  shows acts which may be taken by an import program running in the opportunity system shown in  FIG. 1 .  
         [0030]      FIG. 9  shows acts which may be taken by an export program running in the opportunity system shown in  FIG. 1 .  
         [0031]      FIG. 10  shows acts which may be taken by an opportunity search program running in the opportunity system shown in  FIG. 1 .  
         [0032]      FIG. 11  shows acts which may be taken by an opportunity definition program running in the opportunity system shown in  FIG. 1 .  
         [0033]      FIG. 12  shows an updating interface for providing a status update for opportunities assigned to campaign leads.  
         [0034]      FIG. 13  shows a campaign status report interface.  
         [0035]      FIG. 14  shows a sales status report interface. 
     
    
     DETAILED DESCRIPTION  
       [0036]     The elements illustrated in the Figures interoperate as explained in more detail below. Before setting forth the detailed explanation, however, it is noted that all of the discussion below, regardless of the particular implementation being described, is exemplary in nature, rather than limiting. For example, although selected aspects, features, or components of the implementations are shown stored in program, data, or multipurpose system memories, all or part of systems and methods consistent with the technology may be stored on or read from other machine-readable media, for example, secondary storage devices such as hard disks, floppy disks, and CD-ROMs; electromagnetic signals; or other forms of machine readable media either currently known or later developed.  
         [0037]     Furthermore, although this specification describes specific components of processing systems, in general, systems, methods, and articles of manufacture consistent with the technology may include additional or different components. For example, a processor may be implemented as a microprocessor, microcontroller, application specific integrated circuit (ASIC), discrete logic, or a combination of other types of circuits acting as explained above. Databases, tables, and other data structures may be separately stored and managed, incorporated into a single memory or database, split across multiple databases or memories, or generally logically and physically organized in many different ways. The programs discussed below may be parts of a single program, separate programs, or distributed across several memories and processors.  
         [0038]      FIG. 1  shows an opportunity management, tracking, and reporting system (opportunity system)  100 . The system  100  includes a processor  102 , a memory  104 , user interface definitions  106 , and an opportunity database  122 . In addition, a communication interface  108  is present.  
         [0039]     The memory  104  holds an opportunity import program  110 , an opportunity definition program  112 , and an opportunity search program  114 . The memory  104  also stores an opportunity reporting program  116 , export program  118 , and user profiles  120 . The user profiles  120  include permission data which controls the type of access permitted to records in the opportunity database  122  based on a username or other identifier.  
         [0040]     The communication interface  108  responds to an assigned communication address  124  to bi-directionally connect the system  100  to the internal or external networks  126 . The communication interface  108  may include a network interface card or other communication circuitry which connects the system  100  to networks  126 . In turn, the networks  126  connect to one or more reviewing systems  128 , and/or secure databases  130 .  
         [0041]     Alternatively, the secure databases  130  may also be stored and managed inside the system  100 . The secure databases  130  may operate as a repository for qualified opportunities. The secure databases  130  may strictly limit read, write, or modify access to the qualified opportunity data in the secure databases  130 . For example, only a select set of individuals on a client team may have read and/or write access into the secure database  130 . On the other hand, campaign team individuals have read and/or write access only to the opportunity database  122 .  
         [0042]     Depending on the implementation, a campaign team (which may not have access to the secure database  130 ) reviews pre-qualified opportunities. The campaign team may determine which pre-qualified opportunities have advanced to the point where a client team (which does have access to the secure database  130 ) should investigate adding the opportunity to the secure database  130 . In other implementations, the export program  118  may automatically deliver newly qualified opportunities to the secure database  130 , or to a client team with access to the secure database  130 .  
         [0043]     The networks  126  may adhere to any desired network topology or technology. For example, the networks  126  may be Ethernet networks and the communication address  124  may be a network address. The network address  124  may be a packet switched network identifier such as a Transmission Control Protocol/Internet Protocol (TCP/IP) address (optionally including port numbers), or any other communication protocol address. Generally, the networks  126  may represent a transport mechanism or interconnection of multiple transport mechanisms for data exchange between the system  100  and the remote systems  128  and secure databases  130 .  
         [0044]     The reviewing systems  128  may represent local or remote entities (e.g., desktop or portable computers, personal data assistants, cell phones, or other entities) which connect to the system  100 . To that end, the user interface definitions  106  include portal interface components  132 . The system uses the interface components  132  to display, at the reviewing system  128 , a portal login screen as part of a reviewing system user interface  134 .  
         [0045]     Similarly, the user interface definitions  106  also include opportunity reporting interface components  136 . The reporting interface components  136  may define one or more opportunity reporting user interface screens for display at the remote system  128  on the reviewing system user interface  134 . The portal interface components  132  and/or reporting interface components  136  may include HTML or other markup language instructions, active server page components, Java™ applets, text, visual elements, interactive components (e.g., drop down lists), or any other component of a portal user interface display. Alternatively or additionally, the system  100  may include a local display  148  which displays a local user interface  150  for presenting the portal login screen and reporting interface screens to a local user. The reporting interface screens and their components are explained in more detail below.  
         [0046]     The reviewing systems  128  provide local or remote access by sales individuals, sales teams, administrators, management executives, or other individuals to a consistent tracking and reporting interface for the opportunities in the opportunity database  122 . For example, when the system  100  tracks sales opportunities, the opportunity database  122  may provide a globally consistent view of not only fully qualified or established opportunities, but also pre-qualified opportunities, and any other opportunity at any stage of its progress. The opportunity database  122  may also store and report activity and campaign information for the opportunities.  
         [0047]     Accordingly, the opportunity database  122  defines tables which hold records for opportunity information, opportunity activities, and campaign activities. In the example shown in  FIG. 1 , the opportunity database  122  defines tables which store qualified opportunity records  140  and pre-qualified opportunity records  142 . The qualified opportunity records  140  may include opportunity data for qualified opportunities imported from the secure database  130 . The pre-qualified opportunity records store opportunity data for target opportunities defined in the system  100 .  
         [0048]     The opportunity database  122  also defines a table which stores activity log records  144 . The activity log records  144  capture specific developments in an opportunity and are linked to a qualified opportunity record  140  or a pre-qualified opportunity record  142  using opportunity identifiers as a primary key. Similarly, the opportunity database  122  defines a table which stores opportunity campaign records  146 . The opportunity campaign records  146  include entries for the opportunity progress stage, campaign lead, and other campaign data. The campaign records  146  are also linked through a primary key to qualified opportunity records  140  or a pre-qualified opportunity record  142 .  
         [0049]     An opportunity may advance through any number of progress stages. To qualify for each stage, an opportunity may need to meet one or more pre-defined criteria. Furthermore, at any progress stage, an opportunity may be considered to fall in a general category of opportunity. The progress stages thereby divide opportunities between the categories, and each category may span one or more progress stages.  
         [0050]     In the examples discussed below, an opportunity moves through seven progress steps or stages. Newly defined ‘Target’ opportunities may start at progress stage 0. To qualify for stage 1, the opportunity may, for example, need to be confirmed or validated with an internal authority such as an account executive. To move to stage 2, the opportunity may, for example, need to have in place an execution strategy, such as a ‘win strategy’ for successfully selling the opportunity to the client. Stage 3 may require the opportunity to have been presented at a client meeting.  
         [0051]     Once an opportunity has reached stage 3, the opportunity is generally well defined and continues to look viable. To move to stage 4, the individual responsible for the opportunity may, for example, need to return to the potential client to validate the client interest in the opportunity. Advancing to stage 5 may require the responsible individual to refine the scope of the opportunity to more specifically define the opportunity in response to the client requirements. Finally, at stage 6, the opportunity may need to have been sold to the client or withdrawn (whether permanently or temporarily).  
         [0052]     An opportunity at any of stages 0-3 may be considered to be in the category of a ‘Pre-qualified Opportunity’ or ‘Target Opportunity’. At any of stages 4-6, the opportunity may be considered to be in the category of a ‘Qualified Opportunity’, and may be entered into the secure database  130  as explained in more detail below. Subsequently, the opportunity record in the opportunity database  122  may be updated with the secure database ID assigned to the opportunity.  
         [0053]     The progress stages may further subdivide any opportunity category. For example, a stage 4 qualified opportunity may be considered to be in the ‘Under Construction’ sub-category in the secure database  130 . At stage 5, the qualified category opportunity may be considered to be in a ‘Prospective’ opportunity sub-category. Finally, at stage 6, the qualified category opportunity may fall into a ‘Pipeline’ opportunity category. Any other stages, categories, sub-categories, or qualifications for each stage, category, or sub-category may be defined and implemented, however.  
         [0054]     More generally, the database  122  may store data assets of any type in the database records. The data assets may represent mechanical designs for parts or systems of parts, data structures under design, schematics, VLSI layouts, or other circuitry designs, blueprints or other plans for buildings, roads, or other structures, or any other type of data asset. The system  100  then permits the data assets to evolve over time from, for example, a newly established and developing data asset to a fully evolved and approved data asset.  
         [0055]     The data assets evolve in the system  100  without the need to access, modify, or view the data assets in the more secure database  130 . However, when the developing data assets have reached maturity (e.g., are in final form, at a final development stage, or have been completed and approved), the system  100  may initiate transfer of the matured data assets to the secure database  130  as described below.  
         [0056]      FIG. 2  shows one implementation of the opportunity database  122  and the records  140 - 146 . The qualified opportunity records  140  include fields which characterize qualified opportunities imported from the secure database  130 . As examples, the qualified opportunity records  140  may include an opportunity name field  200 , a client name field  202 , a marketing group field  204 , and/or any other fields which provide information about qualified opportunities.  
         [0057]     The qualified opportunity records  140  may be made read-only. Their presence in the database  122  allows them to be searched and allows the system  100  to provide a complete picture of all opportunities being pursued. At the same time, their read-only nature prevents the qualified opportunity records  140  from being modified in the system  100 . The secure database  130  thereby maintains write/delete/modify access control over the qualified opportunities.  
         [0058]     In addition, the qualified opportunity records  140  may include a secured database ID field  206 . The ID field  206  may include a unique identifier for the qualified opportunity represented by the opportunity record. The secure database  130  may generate the unique identifier, and the system  100  may import the identifier for use in the qualified opportunity records  140 . For example, the system  100  may use the ID field  206  as a primary key linking activity log records  144  and campaign information records  146  to a qualified opportunity record.  
         [0059]     Similarly, the pre-qualified opportunity records  142  include fields which characterize pre-qualified opportunities. As examples, the opportunity records  142  include an opportunity name field  208 , a client name field  210 , and a work type (e.g., ‘consulting’, or ‘outsourcing’) field  212 . Additionally, the pre-qualified opportunity records  142  may also include a pre-qualified opportunity ID field  214 .  
         [0060]     The ID field  214  may include a unique identifier for the pre-qualified opportunity represented by the pre-qualified opportunity record. The system  100  may generate the unique identifier and store the unique identifier in the pre-qualified opportunity record at the time the pre-qualified opportunity record is established. The system  100  may use the pre-qualified opportunity ID field  214  as a primary key linking activity log records  144  and campaign information records  146  to a pre-qualified opportunity record.  
         [0061]     Activity log records  144  are also present in the opportunity database  122 . In one implementation, the activity log records include an opportunity ID  216  and an activity entry  218 . The activity log records  144  may store any data which captures activity on an opportunity. The opportunity ID  216  links each activity log record  144  back to a pre-qualified opportunity record  142  or qualified opportunity record  140 . The activity entry  218  may be a text, image, or other data field which captures information relating to the activity. For example, a text activity entry may provide a written description of any activity, such as a description of a client meeting, discussion, planning session, conference call, or any other type of activity.  
         [0062]     The campaign information records  146  store data related to the process of taking or selling the opportunity to a client (i.e., the opportunity campaign). To that end, the campaign information records  146  may include an opportunity ID field  220 , a campaign lead field  222 , and a start date field  224 . The opportunity ID field links the record back to a pre-qualified or qualified opportunity record. The campaign lead field  222  may store the name of an individual responsible for the opportunity campaign, while the start date field  224  may store a date on which the campaign began.  
         [0063]     The campaign information records  146  may also store data which establishes how far an opportunity has evolved or progressed. In the example shown in  FIG. 2 , each opportunity may exist at one of seven different stages. For example, newly created target opportunities may start at a progress stage of 0. Fully qualified pipeline opportunities may exist at a progress stage of 6. Accordingly, the campaign information records  146  include a stage completion field, a stage completion date field, or any other implementation of a progress stage field.  FIG. 2  shows two examples: a stage 1 complete field  226  associated with a stage 1 completion date field  228 , and a stage 6 complete field  230  associated with a stage 6 completion date field  232 . The campaign information records  146  may define more, fewer, or different progress stage fields.  
         [0064]     When an opportunity completes a particular stage, the system  100  may set the completion fields  226  and  230  to indicate that the stage has been completed. The completion fields  226  and  230  thereby act as Boolean indicators of whether the opportunity has reached any given stage. In addition, the system  100  sets the completion date fields  228  and  232  to the date on which the opportunity completed the associated stage. The system  100  thereby tracks the evolution of an opportunity through its life.  
         [0065]      FIG. 2  also shows evolved opportunity records  234 . When a pre-qualified opportunity advances to become a qualified opportunity, the system  100  may create an evolved opportunity record to track the successful development of that pre-qualified opportunity. The evolved opportunity records  234  may store all or only a portion of the data maintained in the pre-qualified opportunity records  142 . The evolved opportunity records  234  may further include an identifier field  236  which stores the secured database identifier assigned to the opportunity by the secured database  130 .  
         [0066]      FIG. 3  shows an initial opportunity search interface  300 . The search interface  300  includes a search parameter interface  302  and a search initiation selector  304 . The search parameter interface  302  includes identifiers for search parameters and parameter selectors.  
         [0067]     In the example shown in  FIG. 3 , the opportunity search interface  300  includes the Operating Unit search parameter identifier  306 , the Market Group search parameter identifier  308 , and the Industry search parameter identifier  310 . The search interface  300  also includes the Offering search parameter identifier  312 , the Local Campaign Lead search parameter identifier  314 , and the Opportunity Type search parameter identifier  316 . Each identifier  306 - 316  is paired with a parameter selector. In  FIG. 3 , the parameter selectors are drop down lists  318 ,  320 ,  322 ,  324 ,  326 , and  328 . The system  100  may provide more, fewer, and/or different search parameters and/or parameter selectors.  
         [0068]     The Operating Unit search parameter and associated drop down list  318  may provide a selection between geographically assigned business operating units. Examples of such areas are ‘North America’, ‘Europe’, and ‘Asia’. Any other geographic areas may be used.  
         [0069]     The Market Group search parameter and associated drop down list  320  may provide a selection among geographic marketing areas within the Operating Unit. Examples of such areas are ‘West’, ‘North’, and ‘Mid-Atlantic’. Any other geographic areas may be used.  
         [0070]     The Industry search parameter and associated drop down list  322  may provide a selection among types of business. Examples of types of business are ‘Banking’, ‘Capital Markets’, and ‘Insurance’. Any other business types may be used.  
         [0071]     The Offering search parameter and associated drop down list  324  may provide a selection among marketable products or services. Examples of types of offerings are ‘HR Transformation Services’, ‘Business Process Outsourcing’, and ‘Regulatory Management’. Any other offerings may be used.  
         [0072]     The Campaign Lead parameter and associated drop down list  326  may provide a selection among individuals who are responsible for driving, managing, or overseeing sales campaigns. The system  100  may populate the campaign lead drop down list  326  on a per offering and/or per operating unit basis, or based on any other of the search parameters.  
         [0073]     The Opportunity Type parameter and associated drop down list  328  may provide a selection among pre-defined types of opportunities. As one example, the opportunity types may include ‘Active’ opportunities, e.g., opportunities which are still being promoted to a client. As another example, the opportunity types may include ‘Inactive’ opportunities, which apply to opportunities which are no longer being offered or promoted. The opportunity types may further include ‘Won’ (e.g., sold to the client), ‘Lost’ (e.g., refused by the client), or ‘Withdrawn’ (e.g., temporarily inactive) opportunities.  
         [0074]     The system  100  generates the search interface  300  (e.g., using HTML and active server pages) on the reviewing system user interface  134  and/or local user interface  150 . The system  100  generates the search interface  300  after an individual has provided a valid login ID and password to the system  100 . The system  100  accesses the user profiles  120  to determine, based on the login ID, the access level available to the individual. The access level may permit the individual to view all, none, or any subset of the opportunities in the opportunity database  122 .  
         [0075]     The access level determines which opportunities are available for review by the individual. Based on the access level, the system  100  populates the opportunity search parameter interface  302  with search criteria which provide the appropriate level of access. For example, the user profile may constrain an individual to be able to search only for opportunities in the North America operating group. Continuing the example, the user profile may further restrict the marketing group choices to ‘West’ and ‘South’ within the ‘North America’ operating group.  
         [0076]     After the individual has selected the search parameters of interest, the individual may activate the search initiation selector  304 . In response, the system  100  initiates a search for opportunities in the opportunity database  122  that meet the selected search parameters. The system  100  responds by building a view of the search results in an opportunity reporting interface displayed on the reviewing system user interface  134  and/or local user interface  150 .  
         [0077]     The search interface  300  may also provide links to other functionality in the system  100 .  FIG. 3  shows that the search interface  300  includes a ‘Home’ link  330 , an ‘Add Target’ link  332 , a ‘Campaign Status Report’ link  334 , and a ‘Sales Report Manager’ link  336  which are explained in more detail below. More, fewer, or different links may be provided.  
         [0078]     The ‘Home’ link  300  may redirect the individual to a home page for the system  100 . The home page may be a login page which accepts a username and password. The ‘Add Target’ link  332  may direct the individual to a screen or series of screens through which the individual may define a new opportunity which the system  100  will track. The ‘Campaign Status Report’ link  334  may redirect the individual to campaign status reporting screens which the system  100  may employ to provide consistent reporting on the progress of any or all of the opportunities in the opportunity database  122 . The Sales Report Manager’ link  336  may redirect the individual to a reporting screen or screens which the system  100  may employ to consistently report sales data arising from selected opportunities in the opportunity database  122 .  
         [0079]      FIG. 4  shows an opportunity reporting user interface  400 . The system  100  populates the interface  400  with the search results from the opportunity search. The opportunity reporting user interface  400  includes a supplemental opportunity search interface  402 , a search result reporting interface  404 , and a stage selection interface including review selection tabs  406 : the ‘Pipeline’ selector tab  408 , the ‘Prospective’ selector tab  410 , the ‘Under Construction’ selector tab  412 , the ‘Target’ selector tab  414 , and the ‘Withdrawn’ selector tab  416 . The system  100  responds to each of the selector tabs  408 - 416  by displaying data from the search result corresponding to the chosen selector.  
         [0080]     In the example shown in  FIG. 4 , the reporting interface  404  shows data from a search for ‘Discretionary’ offerings of ‘Active’ opportunities in the ‘North’ operating unit. The Pipeline tab  408  is chosen, and the system  100  displays search result data for pipeline opportunities returned in the search. Under the Pipeline tab, the reporting interface  404  may include an operating unit entry  418 , a client name entry  420 , and an opportunity name entry  422  for each search result.  
         [0081]     In addition, the reporting interface  404  may report metrics using, for example, the total value metric entry  424  and the win percentage metric entry  426 . The total value may represent the dollar value of the opportunity (e.g., the value of a complete outsourcing engagement). The win percentage may represent the degree of progress may toward winning the opportunity (e.g., the progress toward signing a contract with the client for the outsourcing engagement). Additional, fewer, or different entries and metrics may be employed, calculated, and displayed.  
         [0082]     The reporting interface  404  may present the pipeline search results in a summary manner or in a more detailed manner. The expand buttons and the hide buttons may be used to switch between the two views. In the example shown in  FIG. 4 , the ‘ACME investments’ search result is shown in a summary manner, while the ‘Greyhelm Systems’ search result is displayed in a more detailed manner. The additional detail may include any information beyond what is shown in the summary form. As shown in  FIG. 4 , the detailed display includes marketing group information, industry, and opportunity partner information. In addition, the detailed display includes offering, local campaign lead, and progress stage (‘Step 6: Pipeline’) information. The weighted value (i.e., the total value multiplied by the win percentage) is also present in the detailed view.  
         [0083]     The reporting interface  400  responds to the activation of the selector tabs  408 - 416  to display similar information for other opportunities in the search results. With regard to the ‘Prospective’ selector tab  410 , the reporting interface  400  may display any available information in the search results for Prospective opportunities. As noted above, the Prospective opportunities may be less far along in their development stage than the Pipeline opportunities, and may not have a total value, start, or end dates. In the example explained above with regard to  FIG. 2 , the prospective opportunities may be associated with a progress stage at step 5.  
         [0084]     Similarly, the reporting interface  400  responds to the activation of the ‘Under Construction’ selector tab  412  to display any available information in the search results for opportunities in the ‘under construction’ sub-category. As noted above, the ‘under construction’ opportunities may be qualified opportunities at progress stage 4.  
         [0085]     The activation of the ‘Target’ selector tab  414  causes the reporting interface  400  to display any information available in the search results for pre-qualified opportunities. As noted above, pre-qualified opportunities may be opportunities for which a client has not yet shown interest. Instead, the pre-qualified opportunities may represent pro-active sales efforts tracked and reported by the system  100 . Pre-qualified opportunities are not stored in the secure database  130 , but are maintained locally in the system  100 . In the example given above with respect to  FIG. 2 , the pre-qualified opportunities may be associated with progress stages of 0, 1, 2, or 3.  
         [0086]     The reporting interface  400  responds to the ‘Withdrawn’ selector tab  416  by displaying opportunities that were targets at one time, but that were terminated. The withdrawn opportunities may have started as pre-qualified opportunities, but did not develop far enough to reach ‘under construction’, ‘prospective’, or ‘pipeline’ stage. Regardless, the system  100  may maintain the record of each withdrawn opportunity, and may report and track such opportunities. Furthermore, withdrawn opportunities may emerge from their withdrawn status to become active opportunities in the future.  
         [0087]     The reporting interface  400  allows the user to drill down into each opportunity to view additional opportunity detail.  FIG. 5  shows one example of an opportunity reporting interface  500  for reporting opportunity information detail. The system  100  displays the reporting interface  500  when the user clicks on an opportunity in the reporting interface  400 . In the example shown in  FIG. 5 , the reporting interface  500  shows detailed information for the ‘ACME investments’ stock reporting system pipeline opportunity.  
         [0088]     The interface  500  includes a detail reporting interface  502  which presents the detailed opportunity information, a ‘Back’ navigation button  504 , and a ‘Save Changes’ button  506 . The system  100  responds to the ‘Back’ navigation button  504  to return the user to the opportunity reporting user interface  400 . The ‘Save Changes’ button  506  initiates an opportunity database  122  update based on the additions, deletions, or updates to information in the opportunity detail interface  500 .  
         [0089]     In addition, the interface  500  includes detail selection tabs: the ‘Opportunity Information’ tab  508 , the ‘Financials’ tab  510 , the ‘Campaign Data’ tab  512 , the ‘Campaign Steps’ tab  514 , and the ‘Activity/Comments’ tab  516 . The system  100  responds to each tab  508 - 516  by presenting detailed opportunity information consistent with the selected tab. In one implementation, the reporting interface  500  responds to selection of the ‘Opportunity Information’ tab  508  by presenting core opportunity details, such as the opportunity name, client name, operating unit, marking group, industry, responsible partner, contact, opportunity identifier, and other core details. The opportunity information tab  508  may also display ‘Service Stack’ information which conveys the manner in which an opportunity will be delivered to a client. As examples, the ‘Service Stack’ information may associate opportunity delivery with Application Outsourcing, Business Processing Outsourcing, IT Transformation services, or other delivery mechanisms. The ‘Service Stack’ information may further convey the nature of the delivery, such as taking cost out of a client organization, or adding value into the client organization.  
         [0090]     The reporting interface  500  responds to selection of the ‘Financials’ tab  510  by displaying detailed financial data for the opportunity. For example, the reporting interface  500  may display opportunity total value or revenue (e.g., consulting and outsourcing net revenue), win percentages for the opportunity, weighted value, and start and end dates for the opportunity.  
         [0091]     Under ‘Campaign Data’, the reporting interface  500  displays detailed information concerning the overall direction of the opportunity. As examples, the reporting interface  500  may report the campaign lead (i.e., the individual who is primarily responsible for the global direction and management of the opportunity), the opportunity owner (i.e., the individual who is primarily responsible for actively developing the opportunity), and the start date (i.e., the date on which the opportunity began). Additionally, the reporting interface  500  may display the dialogue level (i.e., an identifier of which client individual has been contacted or has discussed the opportunity, such as the CFO, COO, CEO, VP, or other individual), the name of the client individual, and the priority for the opportunity.  
         [0092]     The ‘Activity/Comments’ tab  516  provides access to a data entry field (e.g., a text, image attachment, sound file attachment, or other data entry field) in which the user may enter comments about the opportunity. The system  100  saves each comment in the database  122 . The system  100  thereby maintains the comments as a historical record of activity for the opportunity.  
         [0093]     The ‘Campaign Steps’ tab  514  causes the system  100  to display the progress stage interface  600  shown in  FIG. 6 . In the example shown in  FIG. 6 , six steps are defined, although more, fewer, or different steps may be employed. The progress stage interface  600  presents a set of progress stage selectors  604 ,  606 ,  608 ,  610 ,  612 , and  614  for the opportunity. The user may click on the appropriate selector to set the correct progress stage for the opportunity. Thus, the system  100  tracks the evolution of the opportunity as it evolves from a pre-qualified opportunity to a fully qualified opportunity. The system  100  updates the progress stage completion and completion date fields in the campaign records  146  according to the progress stage selection.  
         [0094]     As noted above, opportunities which evolve to a pre-selected progress stage (e.g., stage 4) may be considered qualified opportunities. At that point, a client team (or other entity with full access to the secure database  130 ) may enter the newly qualified opportunity into the secure database  130 . In one implementation, a campaign team (which may not have access to the secure database  130 ) may review opportunities to determine which opportunities have sufficient progress to warrant a recommendation to a client team to add the opportunity to the secure database  130 . In other implementations, the export program  118  may automatically deliver newly qualified opportunity data (e.g., including the opportunity information, financial information, and campaign data information) to the secure database  130 , or to a client team with access to the secure database  130 .  
         [0095]     The secure database  130  creates a unique identifier for each qualified opportunity in the secure database  130 . After establishing the qualified opportunity in the secure database  130 , the secure database  130  may communicate the unique identifier to the system  100 . In one implementation, the client team communicates the unique identifier to the campaign team. The campaign team may then add the unique secure database identifier in the ID field  616  provided in the interface  600 . Alternatively, the system  100  may automate adding the unique ID.  
         [0096]     The system  100  tracks the pre-qualified opportunities that evolve into qualified opportunities. In one implementation, the system  100  may migrate the data for a newly qualified opportunity into a new evolved opportunity record  234 . For example, the system  100  may copy the data in the pre-qualified opportunity record  142  for that opportunity into the new evolved opportunity record. The system  100  may also add the secure database identifier assigned to the now qualified opportunity.  
         [0097]     The system  100  also provides functionality for defining new target opportunities. For example, in response to activation of the ‘Add Target’ link  332 , the system  100  may display one or more opportunity definition interfaces. The interfaces provide data input fields which allow the campaign team to select or enter opportunity information, financial information, campaign data, campaign steps, and comments as described above in connection with  FIG. 5 . The opportunity definition interfaces may accept any other data, however.  
         [0098]     The system  100  may spread the entry of new target data over one or more interfaces and/or interface screens.  FIG. 7  shows one example of an opportunity definition interface  700 . The interface  700  includes an input interface  702  which includes characteristic identifiers and characteristic inputs. The characteristic identifiers provide an indication of the target opportunity characteristic being set.  
         [0099]     In the example shown in  FIG. 7 , the characteristic identifiers are an ‘Operating Unit’ identifier  704 , a ‘Select Client’ identifier  706 , and a ‘Type of Work’ identifier  708 . The identifiers further include an ‘Opportunity Name’ identifier  712 , an ‘Opportunity Potential’ identifier  714 , and an ‘Approximate Deal Size’ identifier  716 . The characteristic inputs include the drop down lists  718 ,  720 ,  722 ,  724 , and  726 , and the text input field  728 . The system  100  may populate the drop down lists or any other characteristic input with selections suitable for any given operating unit, client name, or other characteristic. The ‘Next’ button  730  may advance the opportunity definition interface to the next screen.  
         [0100]     In one implementation, the interface  700  is the second in a set of five opportunity definition interface screens. The system  100  may first display an interface screen which accepts a selection of an operating unit and a client name. These selections may drive the selections available in subsequent data selection fields, (e.g., drop down lists), such as those shown in  FIG. 7 .  
         [0101]     The third definition interface screen may include data entry fields for financial information. The financial information may include estimated opportunity value, win probability (e.g., high, medium, or low), start date, end date, or any other financial information. The fourth definition interface screen may include data entry fields for target opportunity campaign information. The campaign information may include the local campaign lead, the opportunity owner, the scheduled campaign start date, a highest level of executive dialog at the potential client, and any other information related to the campaign for the target opportunity. The fifth definition interface screen may include data entry fields which allow the campaign team to set the current campaign progress stage, as discussed above in connection with  FIG. 6 .  
         [0102]     Once the system  100  has captured the data characterizing a new target opportunity, the system  100  creates a record for the target opportunity in the opportunity database  122 . The system  100  tracks the development of the target opportunity through its lifetime. In addition, the system  100  provides consistent reporting of the target opportunities and qualified opportunities, as described in more detail further below.  
         [0103]      FIG. 8  shows the acts  800  that the import program  110  may take. The import program  110  may execute on a regular schedule (e.g., each hour, nightly, or weekly), when instructed by an operator of the system  100 , or in response to defined events. The import program  110  connects to the secure database  130  through the communication interface  108  (Act  802 ). Once connected, the import program  110  reads qualified opportunity records from the secure database  130  (Act  804 ). The import program extracts any desired data from the qualified opportunity records (Act  806 ), including opportunity information, financial information, campaign information, activity or comments, or any other desired data.  
         [0104]     For tracking and reporting purposes in the system  100 , the import program  110  may also add metrics to the extracted data (Act  808 ). For example, the import program  110  may add sales metrics, opportunity value metrics, or other metrics, optionally based on sales reports present in the qualified opportunity records. The import program  110  and system  100  then create a qualified opportunity record in the opportunity database  122  representing the imported opportunity (Act  810 ). The import program  110  may import any number of qualified opportunities from the secured database  130 .  
         [0105]     In addition to importing qualified opportunities, the system  100  also provides a source of newly qualified opportunities to the secure database  130 . In some implementations, the check for newly qualified opportunities may be performed manually by campaign teams and/or client teams. Furthermore, the decision to create a new qualified opportunity record in the secure database  130  also may be determined manually. In other implementations, the export program  118  may send newly qualified opportunity data directly to the secure database  130  or to a client team. The client team may decide whether to create a new qualified opportunity record in the secure database  130 .  
         [0106]      FIG. 9  shows one example of the acts  900  that the export program  118  may take. The export program  118  examines the campaign information records  146  to ascertain the progress stage of each pre-qualified opportunity (Act  902 ). The check may be performed on a periodic or non-periodic basis, as requested, or according to any other initiator. The stage completion fields in the campaign information records  146  indicate the progress stage for each opportunity. If a pre-qualified opportunity has not evolved into a qualified opportunity (Act  904 ), the export program examines the next record until each record has been checked (Act  906 ).  
         [0107]     The stage completion fields may indicate that a pre-qualified opportunity has evolved to a newly qualified opportunity. For example, the stage completion fields may indicate that an opportunity has reach stage 4. For such newly qualified opportunities, the export program  118  may retrieve the opportunity, campaign, and activity records for that opportunity (Act  908 ). The export program  118  may then communicate the retrieved data to the secure database  130  (Act  910 ), to a client team via email, a file transfer protocol, or any other communication method.  
         [0108]      FIG. 10  shows the acts  1000  which the opportunity search program  114  may take. The search program  114  accepts search parameters, such as an operating unit, marketing group, offering type, or other search parameters (Act  1002 ). The search program  114  then initiates a search of the opportunity database  122  (Act  1004 ) and obtains the search results (Act  1006 ).  
         [0109]     Once the search results are available, the search program  114  provides the search results to the opportunity reporting interface  400  (Act  1008 ). The system  100  populates the reporting interface  400  with the search results. As noted above, the interface  400  includes a supplemental search interface  402 . Accordingly, the search program  114  may determine whether a supplemental search request has been issued (Act  1010 ).  
         [0110]     For a supplemental search, the search program  114  accepts the supplemental search parameters (Act  1012 ). The search program  114  then initiates a search based on the supplemental parameters (Act  1014 ). Once the search program  114  obtains the search results, the search program  114  provides the search results to the opportunity reporting interface  400  (Act  1016 ).  
         [0111]      FIG. 11  shows the acts  1100  which the opportunity definition program  116  may take. Initially, the definition program  116  may accept an operating unit input (Act  1102 ). In response, the definition program  116  may retrieve client names already established for that operating unit and may populate a selector with the client names (Act  1104 ). The campaign team may select an existing client name, or may enter a new client name (Act  1106 ).  
         [0112]     The definition program  116  may accept any other target opportunity definition information. As examples, the campaign team may enter opportunity information, financial information, activity and/or comments, campaign data, or any other data for the opportunity (Act  1108 ). Additionally, the definition program  116  may accept or determine a progress stage for the new target opportunity (Act  1110 ).  
         [0113]     Once the definition program  116  captures the characteristics of the new target opportunity, the system  100  creates a new pre-qualified opportunity record  142  in the opportunity database  122  (Act  1112 ). The campaign team may continue to enter as many additional target opportunities as desired (Act  1114 ). The system  100  tracks and reports on the target opportunities over their entire lifecycle.  
         [0114]     At any desired frequency (e.g., every month), the system  100  may request campaign updates for any of the opportunities. To that end, the system  100  may contact local campaign leads with a reminder to update their assigned opportunities. When the campaign lead logs into the system  100 , the system  100  may display an update interface  1200  such as that shown in  FIG. 12 . The update interface  1200  may include a campaign step selector  1202  for each opportunity and a ‘Save’ button  1204  which prompts the system  100  to save updates. The system  100  responds to the ‘Details’ button  1206  by providing additional detailed information for the corresponding opportunity, such as that described above with respect to  FIGS. 4, 5 , and  6 .  
         [0115]      FIG. 13  shows an example of a campaign status report interface  1300 . The system  100  may display the interface  1300  in response to activation of the ‘Campaign Status Report’ link  334 . In the example shown in  FIG. 13 , the status report interface  1300  includes a report selector  1302 , and a reporting window  1304 . The reporting window includes tab selectors: the ‘Campaign Activity’ selector tab  1306 , the ‘Campaign Steps’ selector tab  1308 , the ‘LCLs Activity’ selector tab  1310 , the ‘Campaign Stage Details’ selector tab  1312 , and the ‘Opps Without LCLs’ selector tab  1314 .  
         [0116]     Under the ‘Campaign Activity’ tab, the interface  1300  may display opportunity activity. For example, the interface  1300  may display month-by-month opportunity progress. The interface  1300  may also report the number of opportunities in the pipeline (or at any other progress stage) for the current month versus the prior month. Other reporting time frames (e.g., quarterly or yearly) may be employed.  
         [0117]     Under the ‘Campaign Steps’ tab, the interface  1300  may display a progress summary of the opportunities in the database  122 .  FIG. 13  shows an example of this display. The display includes stage identifiers  1316  for each possible progress stage, a description of the stage, and metrics  1318  associated with each stage. The metrics may include the number of target opportunities at each stage, the percentage change in opportunities at that stage (e.g., compared to one month ago), and the average number of weeks that an opportunity stays at the stage.  
         [0118]     The interface  1300  may also provide campaign result metrics  1320 . As shown in  FIG. 13 , the campaign result metrics  1320  may report the number of opportunities moved in the pipeline, the number of opportunities withdrawn (e.g., for lack of interest), or any other campaign result metric.  
         [0119]     The ‘LCLs Activity’ tab  1310  may report opportunity information summarized by local campaign lead (LCL). For example, the ‘LCLs Activity’ tab  1310  may report the number of opportunities for which each LCL is responsible. The tab  1310  may also report the number of opportunities each LCL has moved forward.  
         [0120]     The ‘Campaign Stage Details’ tab  1312  may report opportunity information summarized by progress stage. The display may include, on an opportunity by opportunity basis, the current progress stage of an opportunity and the number of weeks at the progress stage. In other words, the display may show each opportunity at stage  1 , the number of weeks at stage  1 ; each opportunity at stage  2 , the number of weeks at stage  2 ; and so on.  
         [0121]     Under the ‘Opps Without LCLs’ tab  1314 , the interface  1300  shows each opportunity which has not been assigned a LCL. The campaign teams may employ this display to identify opportunities which have no LCLs so that LCLs may be assigned.  
         [0122]     The report selector  1302  allows the campaign team to select the parameters which filter the opportunities displayed in the interface  1300 . In the example shown in  FIG. 13 , the report selector  1302  includes an operating unit drop down list  1322  and an offering drop down list  1324 . Additional, fewer, or different parameter selectors may be provided. In response to campaign team selections from any entry of the parameter selectors, the system  100  updates the interface  1300  with report information for matching opportunities.  
         [0123]     The system  100  distributes sales plan status reports on a periodic (e.g., monthly) basis, and may also provide real-time status updates, as well as access to archives of prior reports. In response to the ‘Sales Report Manager’ link  336 , the system  100  may display any prior or current sales plan status report selected by the campaign team.  FIG. 14  shows one example of a sales plan status report  1400 .  
         [0124]     The report  1400  may be arranged by any characteristics of the opportunities. In the example shown in  FIG. 14 , the status report  1400  is organized by operating unit  1402  and offering  1404 . The status report  1400  may display the overall sales targets  1406  and totals for each offering and each operating unit.  
         [0125]     At the grid intersections of the opportunity characteristics, the status  1400  may display a sales metric. In  FIG. 14 , the sales metric is a percentage of sales goal, based on current sales and target sales. For example, the operating unit  1 , for application outsourcing, is at 57% of goal. As another example, the operating unit  3 , for capital market solutions is at 203% of goal. The sales plan status report may display metrics, graphs, charts, reports, or any other type of sales reporting displays, including drill down links to additional detail for each component of the report.  
         [0126]     The opportunity system provides a globally accessible portal into a complete range of potential opportunities. The opportunity system facilitates the full exploration and development of business opportunities through their entire lifecycles. As a result, the opportunity system ensures that opportunities, particularly emerging opportunities, do not languish undeveloped, and are properly tracked and accounted for as part of a global sales strategy.  
         [0127]     Furthermore, the opportunity system provides a consistent reporting interface for the opportunities. The opportunity system thereby facilitates the understandability of opportunity progress, financial performance, and opportunity potential. A consistent reporting interface may be employed regardless of where an opportunity exists in its lifecycle.  
         [0128]     The opportunity system also provides enhanced database security. The opportunity database allows data assets to be established and to evolve, without requiring access to a secure database of fully developed data assets. Thus, the opportunity system provides a separate development environment in which data assets may mature without requiring access to the more secure database. As a data asset reaches maturity, the opportunity system may then initiate transfer of the matured data asset to an authorized maintainer of the more secure database.  
         [0129]     It is therefore intended that the foregoing detailed description be regarded as illustrative rather than limiting, and that it be understood that it is the following claims, including all equivalents, that are intended to define the spirit and scope of this invention.