Based on the industry and team size you picked in Step 1, Laureo proposes a starter pipeline tailored to how teams in your segment typically sell. You can keep it, edit the stage names and probabilities inline, or click Use defaults to fall back to the Laureo standard.

Whatever you confirm here becomes your default opportunity pipeline. Every new deal you create lands in the first stage of this pipeline unless you specify otherwise.

Each stage carries a probability percentage — the chance a deal in that stage will actually close. Probabilities power your weighted pipeline on the dashboard: a $50,000 deal at 50% counts as $25,000 toward your forecast.

Use the wizard's inline editor to tune probabilities to your team's actual close rates. Pipedrive-style teams often go 10% / 25% / 50% / 80% / 100% / 0%; HubSpot-style teams sometimes use 20% / 40% / 60% / 80% / 100% / 0%. Pick what reflects your reality.

Use defaults if you're new to CRM, have a short sales cycle, or want to start tracking deals immediately. You can always rename stages later from Admin → Pipelines.

Customize if your team already has a defined sales process with specific stage names (e.g., "Discovery," "Demo Scheduled," "POC," "Legal Review"), or if your close rates differ materially from the defaults. The wizard supports adding, removing, renaming, and reordering stages.