RevOps Insights: Optimizing Uplift Calculation in SaaS Sales
Hey all — looking for some advice or ideas! I’ve recently stepped into a RevOps role at a SaaS company where the historical sales process has been... less than ideal. Previously, using Hubspot, we were creating a separate deal for every individual component a customer purchased — for example:
One deal for their core subscription
A second deal for an additional user
A third deal for another user
A fourth deal for an add-on
This naturally created a ton of friction and errors, especially at renewal time or when trying to get a clear view of customer value. I've since overhauled the process so that each contract has one deal and we use line items to reflect the products/add-ons associated with that deal. Much cleaner now. Now my issue is around uplift. Our sales comp is based on uplift — so if a customer originally paid $1,000 and renews at $1,200, the uplift is $200, and commission is paid on that. Now that we’ve moved to a consolidated line-item approach:
What’s the best way to calculate uplift in this structure?
Has anyone built a reliable method (using Hubspot) to compare the previous deal's value to the new one on a like-for-like basis?
And more broadly — is there a smarter way to structure this so it’s easier to manage over time?
Any advice, frameworks, or gotchas would be massively appreciated!
