Chapter 2

Salesforce Formula:

IF(
  RecordType.Name = 'Sales' && ISPICKVAL(StageName, 'Closed Won'),
   ARR__c,
  IF(
    RecordType.Name = 'Renewal' && ISPICKVAL(StageName, 'Closed Lost'),
    -ARR_Up_For_Renewal__c,
    IF(
      RecordType.Name = 'Renewal' && ISPICKVAL(StageName, 'Closed Won'),
      IF(
        ARR__c - ARR_Up_For_Renewal__c> 0,
        ARR__c - ARR_Up_For_Renewal__c,
        IF(
          ARR__c - ARR_Up_For_Renewal__c < 0,
          ARR__c - ARR_Up_For_Renewal__c,
          0
        )
      ),
      NULL
    )
  )
)

Explanation:

• For sales Opportunities, the ARR is used as the amount.
• For Churn (closed lost renewals), the formula returns a negative value equal to the ARR Up for Renewal, indicating revenue loss.
• For Closed Won renewals, the formula calculates the difference between the new ARR and the ARR Up For Renewal, to capture the revenue movement (positive for upsell, negative for downsell, and zero for flat renewals).

Chapter 3

Salesforce Formula:

IF(
  RecordType.Name = 'Sales' && ISPICKVAL(StageName, 'Closed Won'),
   ARR__c ,
  IF(
    RecordType.Name = 'Upsell' && ISPICKVAL(StageName, 'Closed Won'),
    ARR__c ,
    IF(
      RecordType.Name = 'Renewal' && ISPICKVAL(StageName, 'Closed Lost'),
      -ARR_Up_For_Renewal__c,
      IF(
        RecordType.Name = 'Renewal' && ISPICKVAL(StageName, 'Closed Won'),
        IF(
          ARR__c - ARR_Up_For_Renewal__c > 0,
          ARR__c - ARR_Up_For_Renewal__c,
          IF(
            ARR__c - ARR_Up_For_Renewal__c < 0,
            ARR__c - ARR_Up_For_Renewal__c,
            0
          )
        ),
        NULL
      )
    )
  )
)

Explanation:

• Same as above, but includes Closed Won Upsell Opportunities