Guidance on how to configure Step 1 in your CRM Rules flow.
Chelsey Fang
Last updated: 6 March 2025
In this article, we refer to Deals with respect to Hubspot, which is equivalent to Opportunities in Salesforce.
The value of a contract is how your company defines its revenue. This amount can be determined by the CRM's default Amount field, a custom Opportunity/Deal field, or the sum of associated line items.
Whether you use “Amount” or a custom field, SaaSGrid can interpret the value of this field in one of three ways:
MRR: The value of the field is that customer’s MRR for each month of the contract.
ARR: The value of the field is that customer’s ARR for each month of the contract. MRR= ARR / 12.
TCV: The value of the field is the total value of the contract. MRR = TCV / the number of months the contract is active. A contract is active for a month if the last day of the month is equal to or between the start date and end date of the contract.
If your Salesforce Amount field uses multiple currencies, you can set SaaSGrid to convert all amounts to your home currency using the SFDC custom currency table.
Connecting your CRM data unlocks SaaSGrid's pipeline metrics. Use this setting to designate a field (if different from the usual contract value field) that is used to track amount for Pipeline Deals.
SaaSGrid has 4 default Contract Types:
New Contracts: A first time contract with a customer, or an additional, independent contract with an existing customer.
Contract Amendments: Expansion or contraction of an existing contract. These Deals should have Start and End Dates between those of an existing “New Contract” or “Renewal” Deal.
Renewals: A new contract replacing an expired one. SaaSGrid will automatically associate Renewal Deals with the correct expiring “New Contract” or “Renewal” Deal.
One-Time Revenue: Revenue that does not come from Subscriptions. For SaaS companies, this is typically things like set-up fees and professional services.
For SaaSGrid to determine what contracts to include / exclude while calculating the various metrics, this basic Categorization exercise needs to be completed. For you various Opportunity / Deal types, select how each one falls into the 4 different options listed above.
If you use multiple fields to categorize your Deals/Opportunities, select the Change Field(s). In the following example, both Pipeline & Deal Type is used to categorize the different contract types.
Additionally, SaaSGrid needs to know which stages designate a Closed Won or a Closed Lost deal. These values pull directly from your Opportunity or Deal stages.
