Hey - Here are a few ways I’d think about setting things up if you’re trying to use HubSpot as your source of truth for tracking new business, renewal, and expansion revenue across the customer lifecycle.
1. Breaking out renewal revenue into it’s own pipeline from initial sale
This allows you to break out renewal deals into different stages based on the time to renewal vs the intent based stages you like have in your new business pipeline. This makes it much easier to quickly visualize how many renewals you will need to handle in specific periods but also automate deals moving through much of the pipeline to improve reporting and trigger specific time based actions or playbooks.
I made this video walkthrough of how I’ve been thinking about it with a step-by-step of the property and workflow setup.
https://www.youtube.com/watch?v=XLHorKVEB_k
2. Define the pipeline you’ll use to manage expansions and extend the default HubSpot “Deal Type” property to allow more specific definitions of your closed revenue
Once you have your renewal pipeline mapped out, determining where you want to track renewals and adding pipeline tags based on the “Deal Type” property is super helpful to visually identify revenue types.
3. Finally with these first 2 pieces in place you can start reporting on your revenue breakdowns in a more accurate and predictable way as I walk through in this video.
Hope this is helpful, let me know if you have any questions at all and for reference all the steps from the videos are broken out in this guide on managing the renewals process from Arrows.