Chapter 1: The Basics of Renewal Architecture
Chapter 3: Mid Term Contract Changes
This chapter covers tracking Revenue Movement across renewal Opportunities. By comparing contract values between the original and renewed Opportunities, renewals can be categorized as upsells, downsells, flat renewals, or churn. This helps teams understand revenue impact, identify trends, and build key reports like Contracted ARR Changes and Net Revenue Retention (NRR).
To report on revenue movement during renewals, three key fields have been added to the Opportunity object: Revenue Movement ARR, Revenue Movement Type and ARR Up For Renewal. These fields track whether a renewal resulted in an upsell, downsell, flat renewal, or churn by comparing the current renewal to the original contract.
Before diving into the details, the updated Entity Relationship Diagram (ERD) shows how these new fields fit into the Opportunity object:
Figure 9: Opportunity With Revenue Movement Fields
With the Revenue Movement ARR, Revenue Movement Type and ARR Up For Renewal fields, the data model is now fully set up to track revenue changes across renewals. These fields allow measurement of upsells, downsells, flat renewals, and churn, giving a clear view of how each renewal affects overall revenue.
With the data model in place, the next step is the Reporting section to analyze these revenue changes in more detail.
YouTube Series Embed: