updated opportunity types

@francisaquino @pmachle updating the definitions of opportunity types per our conversations in pipeline calls.

We will have three types - new business, add-on and renewal.

Growth will be measured in all three. New business is 100% incremental. Add-on is 100% incremental. Renewals can go up down or stay the same.

Let me know if there are any questions. Will assign to @francisaquino to merge once we all give a thumbs up.

Once merged, we need to update the opportunity type fields in SFDC. I'd like to have this done so we can start clean in Q3.

assigned to @pmachle

changed assignee to @pmachle as @francisaquino does not have merge rights for this file source.

annucal should be annual

done. created a commit to correct annual. Ready to be merged @pmachle

added 1 commit

• 9d439c72 - corrected spelling error of annual

Compare with previous version

merged

mentioned in commit f84fadba

@francisaquino let's make sure our reports only reference these three types now, specifically anything in the pipeline analysis.

@ChadMalchow You got it. I'll start making the changes and we'll have an updated sheet with new stages and types for Q3.

we do need to keep the distinction of renewal and renewal growth

we will be looking at scheduled renewal ACV and acv on the renewal. Both are fields in SFDC. If more, than it is growth. If less, then churn. What we need to make sure we calculate accurately is any add-on to the account is added to the renewal. The add-on amount should be for what we recognized in that year and not the full acv. Example, account bought 100 seats of EES at $3900. 6 months in they purchased another 100 seats which we recognized $1950 of. At renewal, the scheduled renewal is $5850 and we renewed $7200, so growth of $1350.

If we do not do this, then at the add-on we need to recognize the full ACV of the add-on and pay the rep on that, even if mid-term. Whatever we choose we need to ensure the rep gets credit for the growth of the full ACV.

Agreed...we need to do the former. let's make sure @francisaquino and @wilsonlau are aligned on this.

@pmachle @ChadMalchow

Example, account bought 100 seats of EES at $3900. 6 months in they purchased another 100 seats which we recognized $1950 of. At renewal, the scheduled renewal is $5850 and we renewed $7200, so growth of $1350.

We do this today and have been doing this since earlier in the year.