topic Re: Calculating NRR in 💬 RevOps Discussions

Calculating NRR

timo1 — Mon, 11 Sep 2023 23:53:43 GMT

Hey team,

I figured out how to dynamically track Net Revenue Retention / team members as a percentage via custom code.

The only problem is that to get it accurate at a company level, I need to divide the sum of all NRRs by the total amount of deals in our company CSM's portfolios.

Is there a way to create a dynamic property that adds up the total number of deals and can I store this as a value under each deal? Or store somewhere in hubspot that can be pulled by custom code?

Re: Calculating NRR

Mike_Eastwood — Tue, 12 Sep 2023 00:22:41 GMT

Hi @timo1

There's a default Company Property called Number of Associated Deals (num_associated_deals) that you can add to your calculation.

Have fun

Mike

Here to learn more about HubSpot and share my HubSpot Knowledge. I'm the founder of Webalite a HubSpot Partner Agency based in Wellington, New Zealand and the founder of Portal-iQ the world's first automated HubSpot Portal Audit that helps you work smarter with HubSpot.

Re: Calculating NRR

HPeake — Mon, 30 Oct 2023 19:51:04 GMT

Hi @timo1 any chance you could give a quick recap of how you calculated NRR / team member with custom code?

Re: Calculating NRR

timo1 — Mon, 30 Oct 2023 23:01:31 GMT

@HPeake It took some time but we got it working perfectly 👍

It starts with two inputs: the 'amount' of the deal and the 'individual' who is responsible for renewing it (normally the deal owner but it depends on your companies layout).
We created a data set of individuals, each with a name, ID, and a 'Target' value representing their retention goal for the year.
When a deal is enrolled, the code checks through the list of individuals. It matches the deal owner (we used company owner which made it way more difficult) to the 'individual' in the dataset. When it finds a match, it takes that individual's target value and stops searching.
If a match is found, it calculates how much the deal contributes to that individual's goal by dividing the deal's amount by the target value. This calculation is stored in the 'result' variable.
Once the code has calculated the result, I copy the value into a propety called NRR Decimal on the deal. e.g if the deal was worth 100 and my target was 10,000, this deal would count for 0.01 of my target or 1%.

After the codes run I craete a report adding up the sum of the NRR propertys and break it down by indivudal. It creates a report like the one below. We've sinced moved to using API's and Custom Objects but I set this up for Indivudals, states, countries and teams and it works a treat!

If you need a hand with setting something similiar up for your business I'm happy to help.

Heres our code:

exports.main = async (event, callback) => { const dealAmount = event.inputFields['amount']; const dealOwner_ID = event.inputFields['deal_owner_ID']; const teamData = [ { Name: "Person A", ID: "1", Target: "10000" }, { Name: "Person B", ID: "2", Target: "8000" }, { Name: "Person C", ID: "3", Target: "7000" }, { Name: "Person D", ID: "4", Target: "9000" } ]; let individualTarget = 0; let targetID = dealOwner_ID; for (const row of teamData) { if (row.ID === targetID) { console.log(person.Name + " Matched"); individualTarget = parseFloat(person.Target); break; } } if (individualTarget !== 0) { console.log(individualTarget); const nrr = dealAmount / individualTarget; console.log(contribution); callback({ outputFields: { nrrDecimal: nrr } }); return contribution; } else { console.log("No person with a target found"); } }

Re: Calculating NRR

Mike_Eastwood — Wed, 15 Nov 2023 06:20:15 GMT

Nice work @timo1 !

Re: Calculating NRR

HHana — Tue, 27 Aug 2024 20:45:59 GMT

I’m currently using HubSpot to calculate NRR and came across a method to track the total number of deals dynamically. Does anyone have experience using custom properties for this? I’m considering using it for my tool, Calculadora Alicia , but I’m curious if there are any better alternatives or tips for optimizing this process.

Re: Calculating NRR

HHana — Thu, 29 Aug 2024 18:20:09 GMT

Alicia calculadora helped me a lot.

Re: Calculating NRR

Polkadveri — Tue, 22 Apr 2025 14:01:16 GMT

I found that pulling expansion, contraction, and churn data from our CRM reports and separating them by customer really helped give a clean view. Then I just summed those up and ran the formula to get net revenue retention. I also like to compare it month over month to spot any early trends we might miss if we looked at only quarterly numbers. Keeps everything more transparent for our team.