Kudos on cleaning up that deal structure!
Here’s a framework we’ve (RevPartners) implemented for partners in similar situations:
1. Create a "Previous Deal Value" Reference
Use custom properties or calculated fields to store the prior deal’s total value (ACV/TCV).
At renewal creation, automate copying this value over via workflows or Ops Hub to anchor your comparison.
2. Leverage Line Item Comparison
HubSpot’s line item history isn’t perfect for tracking change over time, so we recommend:
Standardizing SKUs and pricing models.
Using a combination of custom properties + reporting to flag changes in quantity, pricing, or add-ons.
3. Automate Uplift Calculation
Use calculated properties to subtract "Previous Deal Value" from "Current Deal Value."
You can then trigger workflows to notify finance or sales ops when uplift is confirmed and ready for commission processing.
4. Version Control & Auditability
Build a renewal playbook: Every renewal deal should reference the original deal ID for traceability.
Consider a "Renewal Type" property to distinguish between like-for-like renewals vs. upsells, expansions, or re-negotiations.
Pro Tip:
If uplift tracking becomes too complex in HubSpot alone, we recommend using PandaDoc for CPQ needs (but that depends on scale.)
Manual workarounds might work today, but automation and clear processes will save you as volume grows.
If you'd like to see how we've standardized uplift tracking across SaaS GTM engines, happy to chat. This kind of RevOps optimization is where we live!
