Overview of Multiple Business Units in Leads and Opportunities

Using multiple business units (BUs) in leads and opportunities lets you offer different versions of the UIs and target downstream processes based on the context of BU. You can control what's shown in the lists of values and present certain attributes based on BU.

Here's a summary of the benefits:

• Using multiple BUs in leads and opportunities lets users associate leads and opportunities and related attributes with a specific BU.
• Depending on setup, users in one BU can't view leads and opportunities from another BU if they don't have the appropriate access.
• Using lookup types, you can present different drop-down lists for leads and opportunities in different BUs.
• For opportunities, you can set the win/loss and competitor attributes by BU.
• For leads, your qualification templates can be striped by BU.
• Use different work assignment styles according to BU.
• You can set profile options for both leads and opportunities and stripe them by BU.
• Set BU attributes to be visible in search fields.
• Report on data by BU.

Multiple Business Units in Leads and Opportunities Use Case

Let's say your company has two divisions, each with three BUs for the geographical areas where they do business: North America, Europe, and Asia. The sales processes between the three business units is different. You can tailor the leads and opportunity pages based on the different BUs.

For example, when a lead is created in the North America BU, salespeople have a finite set of values to select from in the Lead Reject Reason drop-down list. In contrast, salespeople who work in the Europe BU have different reasons for rejecting a lead and must use values that are specific to their business unit.

For opportunities, you can, for example, base certain attributes, such as, when closing an opportunity, the user is required to enter a win/loss reason. This segmentation would apply both at the opportunity and revenue item levels.