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, and shows it to you before anything is saved. Approve it as it stands, or open the editor to rename, reorder, add, or delete stages and tune probabilities first, then approve. Inside the editor, Use defaults falls back to the Laureo standard. Stages must number between 2 and 20, names must be unique, and probabilities run from 0 to 100.

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.

Saving your pipeline keeps your existing deals on the board: Laureo maps them onto the stages you confirm, so the Deal Board stays populated. If you don't have permission to edit pipelines, you'll see the pipeline your team already set up as read-only and can simply continue.

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 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 editor supports adding, removing, renaming, and reordering stages.