Chapter 2:

Salesforce Formula:

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

Explanation:

• If the Opportunity is a new sale, it’s categorized as New.
• If the renewal was lost, it’s categorized as Churn.
• For Closed Won renewals, the formula compares the current ARR to the ARR Up for Renewal to classify the renewal as either an Upsell, Downsell, or Flat Renewal based on whether the amount increased, decreased, or stayed the same.

Chapter 3:

Salesforce Formula:

IF(
  RecordType.Name = 'Sales' && ISPICKVAL(StageName, 'Closed Won'),
  'NEW',
  IF(
    RecordType.Name = 'Upsell' && ISPICKVAL(StageName, 'Closed Won'),
    'UP(amd)' ,
    IF(
      RecordType.Name = 'Renewal' && ISPICKVAL(StageName, 'Closed Lost'),
      'CHURN',
      IF(
        RecordType.Name = 'Renewal' && ISPICKVAL(StageName, 'Closed Won'),
        IF(
          ROUND(ARR__c, 2) - ROUND(ARR_Up_For_Renewal__c, 2) > 0,
          'UP(inc)',
          IF(
            ROUND(ARR__c, 2) - ROUND(ARR_Up_For_Renewal__c, 2) < 0,
            'DOWN',
            'FLAT'
          )
        ),
        NULL
      )
    )
  )
)

Explanation:

• Same as above, but includes Closed Won Upsell Opportunities