Customized Probability Computation on Opportunities (NETMAP Model)

A sales-driven organization wanted to replace NetSuite’s default opportunity probability with their proprietary NETMAP model.

The NETMAP model uses six components: Need, Expectation, Time, Money, Authority, and Preference. Each with:

• Its own weight
• A set of questions and possible answers scored 1 to 3
• Corresponding percentage conversion rates

The client needed:

• A way for users to update weights, questions, and scoring values over time
• Automated calculation of probability when an opportunity is created or updated
• A clear, visual matrix showing the scoring breakdown directly on the opportunity record

We implemented a flexible, fully editable NETMAP model in NetSuite:

1. Custom Records for Model Configuration
   • Created custom records for NETMAP components and the overall model.
   • Allowed administrators to edit weights, questions, answers, and scoring rules without scripting changes.
2. Automated Probability Computation via User Event Script
   • On creation/edit of an opportunity:
     • Dynamically generates questions and scoring options based on the active NETMAP model.
     • Calculates probability using component weights and scores.
     • Updates the probability field on the opportunity record automatically.
3. Matrix View on Opportunity Record
   • Implemented an inline HTML field to display the scoring breakdown in a matrix format.
   • Shows previous answers and computation history for transparency.

• Efficiency: Automated probability calculation across ~2000 opportunities per month since Q1 2024.
• Flexibility: Sales leadership can modify scoring models without technical support.
• Clarity: Users can visually review the scoring matrix for every opportunity, improving forecasting accuracy.
• Adoption: Fully integrated into the client’s sales process, replacing manual probability estimations.