Hey everyone, how are you booking these types of deals in your SFDC or Hubspot instant? Trying to understand if you split into multiple opportunities or somehow track on one Jan 2025 New 3 Year Deal: $100K Year 1, $125K Year 2 and $175K Year 3 Come Jan 2026 your team has actually done an expansion for $50K more in Year 2 and $100K more in Year 3 but also extended to Year 4 How would you record this in CRM to show source of truth Part of me says to "correct Deal 1" at have that just show 1 year deal and then show a "renewal" in Year 2 for another 3 years Alternatively can keep Deal 1 and show Expansion opp for Year 2 and another for Year 3 and show a "very early renewal" for Year 4 Revenue side has it correct but we're having reporting issues in CRM if we book as 1 New Opp and 1 Expansion opp because it double counts the dates and TCV
Is the deal paid up front, or annual billing?
Annual billing
Can have three fields for year 1, year 2 and year 3 price, and current amount can be a calculated field based on those 3
Alternatively can think of a subscription management tool like chargebee
Yuck 😉
So, since it's annual billing, you'll create one deal for Year 1, a Renewal for Year 2, and another renewal for Year 3. Year 2 and Year 3 simply get moved to "won" when the date comes up, but the total revenue (TCV) cannot be retired from Year 1 quota. You will need to adjust the deal amount for each deal to reflect the contract value for that year. Any expansions are typically created as expansion deals, and should not cause issues with the main contract-bound deals
^ seen that setup - don't recommend it, gets too complex for no good reason.
How would you then show closed-won revenue for future years in an annual-billing situation within say, HubSpot?
If I sell a $1.5M contract that is worth $500k/year, with revenue being collected on Sep 10 2025, 2026 and 2027, I cannot account for that in pipeline and revenue reporting without individual deals.
True, forecasting is an issue, and you can't tell upcoming revenue collection for the year in the CRM. However, I feel all that can be kept outside of the CRM. Just because the CRM has a gantt chart and gives you forecasting doesn't mean they're worth using. I've found it way easier to do all that separately.
I...am stunned by that response.
Why..? are you against using a sheet or airtable or something else?
You're suggesting that core revenue data, key to board, executive, and GTM success, be kept out of the system that is built to produce a source of truth for both GTM activity AND reporting?
Not really. The data will be there in Hubspot in fields on the deal. I'm just saying the gantt view and forecasting to be done inside the CRM creates more complexity rather than creating solutions. You end up with 3x deals, multiple pipes, and unnecessary data.
Nothing I've suggested is complex.
