We are a software company that sell license and also services. So far we used the following fields on an opportunity:
-Standard amount field
-Custom fields: lincense, services, maintenance
The problem is, that those fields are not really used well and reporting is hard. E.g. for all the dashboards widgets etc. its almost all the time only the amount or expected revenue field that we are able to select and display on an axis for example etc. and not the other fields (even though availble and used in the report).
Main problem is, that we want to have a clear seperation between opportunities that consist out of services only and those that are license only. But currently often the AE is putting the total deal size value in the amount field so we have a mix up and don't see what's the services quota vs. license etc.
Therefore we would like to have a best practice, how we should manage this problem.
1.)Should we start working with price books and products and add our metrics (e.g. services) as products to an opportunity? How would we do that?
2.)Or should we create for each metric a new opportunity. Meaning we would open up an opportunity for services and one for lincense etc.?
3.)Or should we add or better specify the custom fields and include all within one opportunity? disadvantage here would be that the AEs need to calculate manually and put in the number in the fields and also we are not sure if we can do in the end the desired reporting out of those fields etc.
Goal is that we have in the end below metrics and be able to report on them. Especially keep apart the services part from the license part in reporting and forecasting.
"ARR" == Recurring Annual Software License Revenue
"Bookings" == License Software Revenue of a term licence agreement
"RFY" == License Software Revenue Recognised in CURRENT Fiscal Year
"Services" == Statement of Work (services bookings)
It would help us a lot to be able to record those metrics in an most efficient way and be able to do all sorts of reporting&forecasting on it.
Thanks a lot for your support.
4 respostas
Here is a good place to get started:
https://trailhead.salesforce.com/en/modules/sales_admin_products_quotes_contracts/units/sales_admin_products_quotes_contracts_unit_1
Since most companies sell things at a rate (hourly for services, amount for products), its good to start with a standard price and work up or down, then your accountants and business people can plan (set a price to run projectsion) and the sales team can modify to reflect market value (need to discount a high margin product to get people in the door).
If you need something more flexible, like doing a project that could require a lot of scope and time is break it down into chunks ( Dev time for site (20-50 hours), Back end (30-49 hours)) then you can include those pieces as part ofthe total.
