What is the Referral Opportunities pipeline?
The Referral Opportunities pipeline tracks warm introductions from certified partners — leads your partners send you, introductions between people or companies in your network, and referral-based deals you are working with a partner.
The pipeline header subtitle in the product reads: "Warm introductions from certified partners."
Use this pipeline when:
A partner is sending you a referral or introduction.
You want to track referral-based deals from first contact through close.
You need visibility into how much revenue your partner ecosystem is driving.
Your organization wants separate pipelines for different sub-brands or referral sources — those can be created as additional pipelines of the Referral Opportunities type.
Getting to the Referral Opportunities pipeline
In the sidebar on the left, click Pipelines to expand the menu.
Select Referral Opportunities.
You will see all your referral records organized by stage.
Default stages and Win %
Referrals move through these stages. Win % represents the default likelihood that a record in that stage will reach Closed Won. Admins can change stage labels and Win % values in Settings → Pipeline Customizations.
Stage | Default Win % | What it means |
New Referral | 10% | Partner sent us the lead. |
Qualified | 20% | Vetted and accepted (good fit). |
Engaged | 40% | Active sales process. |
Proposal Sent | 60% | Formal proposal or contract stage. |
Closed Won | 100% | Customer acquired. Partner gets commission. |
Closed Lost | — | Lost or disqualified. |
Customization note: Your organization may have renamed or reordered these stages, changed Win % values, or added additional stages. Check Settings → Pipeline Customizations → Referral Opportunities to see the stages configured for your org.
Stage header information
Each stage header in the Kanban view shows:
The stage name.
The Count of records currently in the stage.
The default Win % for the stage.
Creating a new referral
Click Create Referral in the top right of the pipeline. A wizard will walk you through adding the relevant people, companies, and referral details.
New referrals land in the New Referral stage (or the first stage of your pipeline if your org has customized the stage order).
For a step-by-step walkthrough, see How to Create a Referral in Introzy.
Moving referrals through stages
As a referral progresses, update its stage.
Kanban view: drag the referral card to the appropriate stage column.
Table view: click the referral and update the stage dropdown.
Common transitions:
New Referral → Qualified: once you have vetted and accepted the lead as a good fit.
Qualified → Engaged: once an active sales process is underway.
Engaged → Proposal Sent: once a formal proposal or contract is in flight.
Proposal Sent → Closed Won: when the customer signs.
Any stage → Closed Lost: when the referral is lost or disqualified.
Finding what you need
Search
Search for referrals by name, contact, or any field on the record.
Filter
Click Filter to narrow your view by stage, owner, date, or other record fields.
Common filters:
Active referrals only — excludes Closed Won and Closed Lost.
My referrals — referrals where you are the owner.
By partner — all referrals that came from a specific partner.
Sort
Click Sort to arrange referrals by name, created date, or updated date.
Saved views
Save filter and sort combinations for quick access.
Set up your filters and sorting.
Click New view.
Enter a name (for example, "My Active Referrals" or "Q2 Partner Pipeline").
Kanban vs. Table view
Kanban view (default): records appear as cards arranged in columns by stage. Drag and drop to change stage.
Table view: records appear in a spreadsheet-style list. Use this for sorting, filtering, and bulk triage.
Switch between views using the toggle in the pipeline toolbar.
Tips for success
Keep referrals moving. Records stuck in New Referral or Qualified for too long suggest a bottleneck in early vetting.
Use the description and notes fields to record context that helps the next person who picks up the record.
Update stages promptly. Kanban counts and Win % forecasts are only as accurate as the stage data.
Use Closed Lost with a reason. Over time, those reasons become a feedback loop for your partner enablement.
FAQ
Q: What's the difference between the Referral Opportunities pipeline and the Partner Network pipeline? A: The Referral Opportunities pipeline tracks individual referrals and introductions. The Partner Network pipeline tracks the partners themselves — the reseller, affiliate, or consultant relationships that send you those referrals.
Q: Can I create another Referral Opportunities-type pipeline? A: Yes. Admins can create additional pipelines of the Referral Opportunities type in Settings → Pipeline Customizations → New Pipeline. In the Type dropdown, choose Referral Opps. This is useful for sub-brands, separate lines of business, or isolated referral sources.
Q: Can I rename Referral Opportunities to something else? A: Yes. Admins can update the pipeline's name and description via the Edit Pipeline button in Settings → Pipeline Customizations.
Q: Can I delete the Referral Opportunities pipeline? A: No. Default pipelines cannot be deleted. You can rename or delete stages inside the pipeline.
Q: Can stage Win % values be edited? A: Yes. Admins can edit each stage's label, color, Win %, and description in Settings → Pipeline Customizations.
Q: What happens when I move a referral to Closed Won? A: The referral is recorded as successfully converted. It remains in the pipeline for historical reporting and can be filtered out of active views.
Q: Can I move a referral to another pipeline? A: Yes. Cross-pipeline moves are supported. Open the record and use the move option to transfer it to another pipeline.
Q: Why do I see different stages than the ones listed above? A: Your admin has customized the pipeline. Check Settings → Pipeline Customizations → Referral Opportunities to see the current configuration for your organization.