Business Process Flow

Business Process Flow (BPF) turns your sales methodology into a guided, step-by-step process inside HARi. Every deal follows a defined path from first contact to closed-won.

What is a BPF?

A BPF is a visual stage bar at the top of a record page. It shows:

• All stages in the process (e.g., Qualification, Proposal, Negotiation, Closed)
• The current stage (highlighted)
• What fields must be filled before moving to the next stage

Think of it as a checklist that ensures your team follows best practices on every deal.

Setting up a BPF

Go to Settings > Business Process Flows > + New BPF.

1. Name the process (e.g., “B2B Sales Process”)
2. Link to an entity (typically Opportunity or Lead)
3. Define stages in order:
   • Stage name (e.g., “Discovery”)
   • Required fields for this stage (e.g., budget, decision maker, timeline)
   • Optional guidance text (tips for the rep)
4. Save — the BPF appears on all records of that entity

Stage validation

When a user clicks Next Stage, HARi checks that all required fields for the current stage are filled in. If anything is missing, a clear message tells the user exactly what they need to complete.

This ensures data quality at every step. No more deals stuck in “Proposal” without a quoted amount.

How users interact with BPF

Viewing stages

The stage bar is always visible at the top of the record. Click any stage to see what fields are required for that stage and what is already filled in.

Advancing stages

Click Next Stage to move forward. HARi validates required fields and advances the record if everything is complete.

Going back

Users can move a deal back to a previous stage if needed (e.g., deal went back to negotiation after a failed close attempt). No data is lost.

Combining BPF with workflows

BPF stage changes trigger workflow events. This is powerful for automation:

• When stage changes to “Proposal” then create a task “Send proposal” assigned to the deal owner
• When stage changes to “Negotiation” then notify the sales manager
• When stage changes to “Closed Won” then create an invoice from the opportunity
• When stage changes to “Closed Lost” then send a “Sorry to see you go” email

Multiple BPFs

You can create different BPFs for different sales processes:

• B2B Enterprise: Discovery > Qualification > Demo > Proposal > Negotiation > Closed
• B2B SME: Qualification > Proposal > Closed
• Inbound: Lead Received > Contacted > Qualified > Converted

Each entity can have one active BPF. Switch between BPFs by changing the configuration in Settings.

Best practices

1. Keep it simple — 4 to 6 stages is ideal. More than 7 creates friction.
2. Require only essential fields — ask for data when it becomes relevant, not all upfront.
3. Write guidance text — help new reps understand what “Qualification” means and what questions to ask.
4. Use workflows to automate follow-ups at each stage transition.