Recurring Opportunities

Recurring opportunities allow sales representatives to manage opportunities that follow a subscription business model.

Instead of paying the opportunity amount in one lump sum, a recurring opportunity requires the customer to pay the subscription amount according to the subscription schedule.  Typical examples are phones services, magazine subscriptions or insurance contracts.

As the opportunity amount is spread over time, each of the subscription amounts will be forecasted or made available for pipeline analysis in their corresponding reporting periods.  e.g. a 5 year recurring opportunity for 500€ will show up each year for that amount, instead of showing up only the first year for 2500€.

Creating a Recurring Opportunities

Creating a recurring opportunity is as easy as creating a non-recurring opportunity.  All you need to do is create an opportunity as if it were not recurring with a revenue line that matches what the first recurrence would look like.  Once completed, add the schedule to repeat the revenue line you just created as many times as you want.

Create recurring opportunities

After a frequency has been set, the schedule can be added by specifying the number of occurrences, or by simply specifying an end date.

Recurring Opportunities Schedule

Once the schedule has been set, the individual occurrences can be reviewed and fine-tuned where needed.

Manage Recurring Opportunities Schedule

From now on, the opportunity revenue line itself behaves differently.  The quantity, estimated unit price and amount have become read only fields, as they are managed from within the schedule.

Recurring Opportunities revenue line becomes Read-Only

Extending Recurring Opportunities

Once the schedule is about to expire, a new opportunity can be created or the current schedule can simply be extended.

Extend Recurring Opportunities Schedule

Leave a Reply

Your email address will not be published. Required fields are marked *