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Sales · CRM & pipeline
Every deal on one board, before it is a quote.
Capture a lead, log the calls and meetings against it, convert it into a customer and an opportunity in one step, and move the deal across a pipeline whose stages and probabilities you set. The board totals each stage and weights the forecast — per currency, never added together.
Pipeline · the six stages a new workspace starts withDrag a card to move it
New10%
2 deals
Clinic stock systemKES 180,000
Depot scannersKES 95,000
Qualified25%
1 deal
School canteen POSKES 240,000
Proposal50%
1 deal
Branch roll-out, 4 sitesKES 600,000
Negotiation75%
1 deal
Warehouse fit-outUSD 4,000
Won100%
1 deal
Pharmacy chain, phase 1KES 320,000
Lost0%
1 deal
Hotel group pilotKES 150,000Chose to stay on spreadsheets
Your stagesrename, reorder, set each probability and mark which column means won or lost
1 stepfrom lead to customer and opportunity, once — a converted lead cannot convert twice
Per currencystage totals and the weighted forecast kept apart by currency, never converted
Web + mobileleads, deals, stage moves, activities and conversion in the app as well
Why it sits in front of sales
The quote is the middle of the story. The CRM is the beginning.
Most of what a sales team does happens before anything is priced: the enquiry from a referral, the first call, the site visit, the follow-up nobody wrote down. When that lives in a notebook or a separate CRM, the customer record in your ERP starts on the day of the first invoice and the history before it is somewhere else.
AWRA’s CRM is the layer in front of quotes. A lead becomes a real customer record — the same one your invoices, statements and customer portal use — and the opportunity carries the deal until it is won, when the quote is raised for that customer from the opportunity’s own page.
A lead, from first contact
Someone who might buy, with an owner and a history.
A lead carries a name, company, email, phone, an estimated value and currency, notes, an owner and where it came from — website, referral, event, cold call, email campaign, social media, partner or other. Its status tells you where it stands.
Status
New
Just captured. Logging a call, email or meeting against it moves it to Contacted on its own.
Status
Contacted
Someone has spoken to them. The activity log shows who, when and what was said.
Status
Qualified
A real buyer with a need you can meet — ready to become a customer and a deal.
Outcome
Converted
Turned into a customer, and optionally an opportunity. The lead keeps links to both.
Outcome
Disqualified
Not a fit. Kept for the record and out of the working list until you filter for it.
The lead list hides converted and disqualified leads by default, and filters by status, source and owner, with a search across name, company, email and phone.
Conversion
One action turns a lead into a customer and a deal.
Convert creates a new customer from the lead’s details, or links one you already have. Tick the box and it opens an opportunity for that customer in the same step — all in one transaction, so a half-converted lead cannot exist.
The lead
Qualified · owner: WanjiruNamePeter Otieno
CompanyLakeside Pharmacies
SourceReferral
Estimated valueKES 320,000
What conversion creates
Customer and opportunity, linked back to the leadCustomer: Lakeside Pharmacies, contact Peter Otieno, with the lead’s email, phone, currency and notes. If you pick an existing customer instead and it is a prospect, it becomes active.
Opportunity: titled after the company unless you name it, at the lead’s estimated value unless you change it, in the first open stage unless you choose another, and owned by the lead’s owner.
Worked example
The weighted forecast: every open deal at its own probability.
A deal’s weighted value is its amount times its probability. The probability comes from its stage, unless you set one on the deal itself — a proposal you know is a near-certainty does not have to wait for the next column. Only open deals count towards the forecast.
Open pipeline · Wanjiru’s dealsBoard filtered by owner
| Deal | Stage | Amount | Probability | Weighted |
|---|---|---|---|---|
| Clinic stock system | New | KES 180,000 | 10% | KES 18,000 |
| School canteen POS | Qualified | KES 240,000 | 25% | KES 60,000 |
| Branch roll-out, 4 sites | Proposal | KES 600,000 | 80% Set on deal | KES 480,000 |
| Warehouse fit-out | Negotiation | USD 4,000 | 75% | USD 3,000 |
| Weighted forecast | KES 558,000 + USD 3,000 shown apart | |||
The KES and USD figures are never converted and added. The board shows the largest currency as the headline and names the rest beside it, the same rule every multi-currency total in AWRA follows.
A won stage closes the deal
Dropping a card on a won column marks it won and stamps the close date. It stays on the board for 90 days after it closes, then drops off the board and stays in the opportunity list.
A lost stage asks why
Moving a deal to a lost column needs a reason — the board prompts for one when you drop it there — and the reason stays on the deal.
An open stage reopens it
Dragging a closed deal back to an open column reopens it and clears the close date and lost reason, so a deal that comes back to life is not counted as lost.
The board guards its own shape
At least one open stage must remain, a stage with deals in it cannot be removed until they are moved, and a pipeline keeps at least two stages.
Activity log
Calls, emails, meetings, notes and tasks — on the lead or the deal.
Each entry records who logged it and when. A call, email, meeting or note is a record of something that happened; a task is something still to do, with a due date, and stays open until someone ticks it off.
Send revised pricing for 4 sitesTask · due Fri 16 Oct · Wanjiru
OpenSite visit at the Kisumu branchMeeting · Tue 13 Oct · Wanjiru
LoggedWants a quote for 40 scanners by FridayCall · Mon 12 Oct · Wanjiru
LoggedReferred by the Nakuru branch managerNote · Fri 9 Oct · Brian
Logged What you get
A CRM that hands over to the rest of the system.
Drag-and-drop board
One column per stage with its deal count, total and weighted total. Drag a card, or choose the stage from the card on a phone-sized screen.
Stages you define
Six to start with — New, Qualified, Proposal, Negotiation, Won, Lost — then rename, reorder, add, set probabilities and mark won or lost.
Owners and filters
Assign leads and deals to a person in your workspace, and filter the board by owner or search it by deal or customer name.
Quote from the deal
An opportunity with a customer offers Create quote, which opens a new quote for that customer for anyone allowed to raise quotes.
Two permissions
Viewing the CRM and changing it are separate, so a manager can read the pipeline without being able to move deals.
On mobile
Pipeline, leads and opportunities in the app: add and edit them, log activities, move a deal and convert a lead, under the same rules as the web.
What AWRA OpsHub does today
- Leads with name, company, email, phone, source, owner, estimated value, currency and notes, and five statuses from New to Converted.
- An activity log of calls, emails, meetings, notes and tasks on every lead and opportunity; logging contact moves a new lead to Contacted.
- Conversion in one step into a new customer or an existing one, optionally with an opportunity, and only ever once per lead.
- A pipeline board with drag-and-drop, per-stage counts and totals, a weighted forecast, an owner filter and a search.
- Stages you configure: names, order, probabilities and which columns mean won and lost.
- A probability per deal that overrides its stage’s when you set one.
- Won and lost handled by the stage, a reason required for a loss, and a deal reopened when it moves back to an open stage.
- Totals kept per currency, never converted or added together.
- Create quote from an opportunity that has a customer.
- Separate view and manage permissions, and the whole module in the mobile app apart from editing stages.
More we can add to your workspace
- Lead scoring, ranking leads by source, value and engagement.
- Email campaigns and follow-up sequences sent to leads from the CRM.
- A web form that creates leads from your own website on its own.
- Product lines on a deal, so an opportunity’s value is built from items and carried into the quote.
- A quote linked back to its opportunity, so issuing or accepting it moves the deal for you.
- Reminders for task activities that fall due, in the bell and by email.
- Lead import from a spreadsheet, with duplicate matching on email and phone.
- Pipeline reports over time: win rate by source, stage conversion and average days in stage.
Where we point you to a specialist
- We will not convert a forecast into one currency. A weighted total in shillings plus one in dollars is two numbers, and adding them at some rate would put a figure on the board that nobody agreed to.
- We will not let a deal be lost without a reason. The reason is the most useful thing a lost deal leaves behind, and the board asks for it at the moment it is known.
Product lines on a deal and a quote linked back to its opportunity are the two that most change how the pipeline and sales documents work together, and both build on the opportunity and quote records the module already keeps. Tell us how your team sells today and we will come back with a written spec, a timeline and a price.
Explore next
Where a won deal goes next.
CRM and pipeline
Frequently asked questions
Does AWRA have a CRM?
Yes. It has leads with a source, owner, status and activity log; conversion of a lead into a customer and an opportunity; and a pipeline board of opportunities by stage with totals and a weighted forecast. It works on the web and in the mobile app.
Can I change the pipeline stages?
Yes. A workspace starts with New, Qualified, Proposal, Negotiation, Won and Lost. You can rename, reorder and add stages, set each stage’s probability, and mark which stages mean won or lost. At least one open stage must remain, and a stage with deals in it has to be emptied before it is removed.
How is the weighted forecast calculated?
Each open deal’s amount is multiplied by its probability — the stage’s probability, or one set on the deal itself — and the results are added up per currency. Amounts in different currencies are kept apart and never converted.
What happens when I convert a lead?
AWRA creates a customer from the lead’s name, company, email, phone, currency and notes, or links an existing customer you choose and makes it active if it was a prospect. It can also open an opportunity for that customer at the lead’s estimated value. A lead can be converted only once.
What happens when a deal is won or lost?
Moving it to a won stage closes it as won; moving it to a lost stage closes it as lost and asks for the reason. Moving it back to an open stage reopens it. Closed deals stay on the board for 90 days. A won opportunity with a customer has a Create quote button that opens a quote for that customer.
Can I use the CRM on my phone?
Yes. The mobile app shows the pipeline, leads and opportunities, and lets you add and edit them, log activities, move a deal between stages and convert a lead, under the same rules and permissions as the web. Editing the stages themselves is done on the web.
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