Option for Deal value to sync with discounted Quote values

FinallyMatt

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
10 Replies
Patrice1
Member

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.

QuillSecurity
Participant

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

jnormand
Participant

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. 

AlanR
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

FinallyMatt
Member | Platinum 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.

QuillSecurity
Participant

@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.

rwong
HubSpot Employee

Upvoting this idea on behalf of a customer!

 

It would be invaluable for quote-level discounts to be reflected and stored on the deal record. Also, in quote-based workflows, it'll be useful to have a quote property like "discount amount". Such a filter/property can help customers identify quotes with discounts and trigger off follow-up actions like "set property value in deal property xx when discount amount is known".

 

Use case: for users to export deals with the quote discount amount captured in a deal property too. 

 

 

JenBergren
Top Contributor | Platinum Partner

Some of our newer products have discounts if they are bundled together and this is causing inaccurate deal amounts compared to what the client is actually charged. This is causing a lot of confusion. I was sad to find this idea hadn't been solved yet!

AlanR
Contributor

Yes, this is continuing to cause a lot of headaches for us.

 

Our latest Sales Report picked up a big differential from the previous month, which - on investigation - illustrated that the incorrect vaue had been attributed to a number of deals at the "Closed WON" stage that had not been picked up by the sales person and thus skewed the sales figures and had us further ahead than we actually were. 

 

This is not only frustrating but also dangerous as a small business where cashflow is key and spending decisions are made based upon guaranteed revneue from sales performance.

Iryna98
Member

Completely agree with this idea! 
We are facing the same trouble right now with discounted deal and it does not make any sense! To update the deal value manually every single time? Well, let's say that our Reps have something more important to do. 
This definitely must be solved from your side, Hubspot 
Hope to get some reflection on this subject...