Products, and where a deal's value comes from

This business sells 5 things, and they are not products in the way a shop has products — nobody buys a Home Loan for a fixed price. What the catalogue holds is the shape of each kind of case.

Those prices are typical case sizes, not prices. Somebody borrowing against property is a fundamentally different customer from somebody taking a personal loan — different documents, different lenders, a different advisor, and twenty times the money. The catalogue is where that difference is written down.

The product appears in the enquiry's name — every one of them reads like “Home Loan — somebody”, because the workflow that raised it wrote the name that way. But the link between the record and the catalogue entry is empty on all of them.

That is worth knowing before a client asks for revenue by product. It can be answered by reading the names, which works until somebody types a name differently. Linking the records properly is a small piece of setup, and it is the kind of gap to find during a demo rather than during a board meeting.

Somebody asked for it. The value on an enquiry is the amount the applicant said they wanted, captured when the enquiry was raised and edited by an advisor as the case firms up. It is not derived from anything, which is exactly why it is trustworthy as a signal of size — and why the automations use it.

This is the connection worth carrying into Module 3, and you can check it there yourself: