Option for Deal value to sync with discounted Quote values

When negotiating a deal, dropping a custom discount on-the-fly can often be what ultimately tips a lead to a customer. In turn, that discount changes the value of a deal...or at least, it should!

 

The trouble is, right now it doesn't.

 

Custom discounts aren't automatically reflected in the deal value and it's not an option. So in order to keep deals up to date, every time a new discounted quote is produced, a rep has to remember to head back to the deal and update the value manually.

 

That might be ok once. But doing that multiple times, on multiple deals is setting reps up to fail. What's more, it seems kinda crazy, particularly when product level (i.e. a discounted version of the product) discounts are reflected in the deal value. 

 

So it's not that the value doesn't update. It's that discounts are disregarded despite unqeustionably impacting the value of a deal. How is this intended behaviour?

 

Sure, we could go in and build out 5%, 10%, 15%, 20% discounted versions of each of our products, but where do we stop? It seems like it would be incredibly confusing and result in an unnecessarily bloated product library, while making the in-quote discounting essentially arbitrary.

 

The inconsistency adds confusion for reps, extra steps toward managing deals in the pipeline, and will likely result in inaccuracies when it comes to reporting—meaning extra time double checking the values on all deals.

 

It seems like it would be easily rectified. I suggest either making it standard behaviour for a deal value to sync with the most recent/accepted quote including discounts, or to at least have some option for that behaviour to exist.

HubSpot updates
6 Replies
New Contributor

I agree with this suggestion, this is absolutely necessary to reflect the right amount in the deal. Otherwise it means we have to ban the use of the discount at quote level.

Occasional Contributor

Agreed.  This is a crazy no brainer to be missing.

Occasional Contributor

This seems like a crazy oversight, I can't believe that the way the deal value is calculated now is the intended behavior. Even if you make the argument that the deal value isn't created by the quote (which does correctly calculate products plus fees minus discounts) and that the value of the deal derives from the products page of the deal, that is still unsatisfactory because the products page has language in at at the bottom referencing "sub-total" and "fees" meaning that it should take those fees and discounts added in the quote into account. But it doesn't and no one at HS has been able to explain why this makes sense. 

Regular Contributor

Yes, agreed, this is problematic and thanks for raising it.

 

Having come up against the issue too, I thought it through and understood why a discounted total doesn't up-date as we would like it too and - instead - uses the subtotal... 

 

The 'total' value may include local taxes and so, for deal value, it's important to record the net rather than the gross value.  So, it seems the best way to resolve this would be to have 3 values associated with the propsal;

 

1. Net Value (Currently 'Subtotal')

2. Net Value after discounts (Currently does not exist) - The deal value should then be calculated from this.  If discounts are zero, the 'net value after discounts' will be the same as 'net value'

3. Total Value (Currently 'Total') - This value would be the net value after discounts + any relevant taxes

 

I hope HubSpot make this amendment!

 

Thanks

Alan

Regular Contributor | Gold Partner

That's well thought out @AlanR. Absolutely agree, taxes shouldn't be included in the deal value, but should reflect the Net Value after discounts.

 

As it stands, the deal value is simply innaccurate for anyone using discounts and quotes, and in turn it doesn't offer a true reflection of a pipeline. The knock on effect on areas such as reporting is quite staggering, too. I'm surprised this isn't being looked at by the HubSpot team.

Occasional Contributor

@AlanR I don't see "Total" and "Subtotal" as options.  My choices seem to be some synthesis of annual or recurring value:

QuillSecurity_0-1605714050304.png

 

I wish I had "Total" since I'm not particularly concerned with taxes.  Even that doesn't seem to be an option right now.

 

"Staggering" is the correct term.  This polutes the revenue reporting and makes it easy to mismanage the entire company.