How to manage deals with renewing + upsell revenue?

Smart CRM & Sales Hub CRM
1

Hi,

We recently upgraded to sales hub enterprise and want to start using the revenue reporting feature.

We are currently struggling to work out how best to manage renewal and upgrade deals:

Apparently, the best practice is that there should be a separate pipeline to handle renewal, upgrade and downgrade business deals.

We started mapping that out, as currently our existing renewal and upgrade deals sit within our main sales pipeline (new business).

One challenge we face is that if we move upgrade deals to another pipeline and take the example of a non-auto renewal deal that would also like an upgrade, we need to quote the customer the entire contract amount (original deal + upgrade), as otherwise it would be very cumbersome to create a quote for the original line items from the original deal and another quote for the upgrade line items from the upgrade deal.

If such a renewal+upgrade deal sits in a separate pipeline, we won’t be able to report on it within the revenue reporting feature, which can only report on all pipelines or one pipeline (we have many pipelines so cannot choose ‘all’). If we put these deals in the main sales pipeline, there will be double-counting.

Do you have any best practice advice on how to handle the upgrade,downgrade, renewal deal flow that you could share?

many thanks

2

Hi @TKerby ,

For the most part, the reports in the revenue reporting section can be recreated fairly easily with single object Deal reports in the custom reporting engine, which have much more flexible filters. These filters would include the ability to pick two or more pipelines for the report. This is the way I build these reports for most of my clients. You can then save the reports to a dashboard for easy reference.

3

We’ve built a Recipe to handle Renewals. A Recipe is a small process that you can install in your HubSpot portal. This doesn’t require any third-party tool.
Here’s a video of how it works:

louischausse_0-1709664022069.gif

Watch the video!

Renewal deals are created automatically for each closed-won deals with a known contract end date. Then, a task is generated with a reminder date XX days before that contract end date to notify the deal owner (or another user of your choice) that the renewal is coming soon.

Other settings and configurations are also available to suit your use case.

If you are interested, we can have a chat to setup this recipe on your HubSpot portal.

Learn more here

4

Bonjour @louischausse,
I hope that you are well!
Thanks a lot for sharing this with the Community!
Have a great day!
Best,
Bérangère