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Data Sources are the inputs that SaaSGrid uses to calculate metrics. SaaSGrid integrates with Salesforce to ingest customer contract details and automatically create revenue Data Sources.
In Salesforce, Opportunities represent a potential for revenue from an Account. They’re tracked through Stages, ultimately resulting in the Opportunities being won or lost.
Products represent the specific product SKUs your company sells. You can associate Products with Opportunities, which then become Opportunity Products. Each Opportunity can have multiple Opportunity Products. If a Opportunity Product is added to/removed from an existing Opportunity, then the information about the Opportunity will adjust accordingly.
Opportunity Types
SaaSGrid’s Salesforce integration works by tracking each unique Account’s Opportunities. Every Opportunity in Salesforce must map to one of three contract types in SaaSGrid:
- 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 Opportunities should have the same End Date as an existing “New Contract” or “Renewal” Opportunity.
- Renewals: A new contract replacing an expired one. SaaSGrid will automatically associate Renewal Opportunities with the correct expiring “New Contract” or “Renewal” Opportunity.
Example: Acme Corp signs a one year $1k MRR contract on 1/1/2023, designated on a New Contract Opportunity. In June they expanded the contract to $1.5k using a Contract Amendment Opportunity. On 1/1/2024 they renew the contract for another year on a Renewal Opportunity.
Most companies use the Opportunity Type or Stages in Salesforce to designate their contract type, but SaaSGrid supports using any Opportunity field.
Stages
In addition to Opportunity Types, your Opportunities have Stages that reflect the status of Opportunities. Closed Won (and any other stages as determined on your SFDC account) indicate contracts that have concluded sales with an agreement in revenue. SaaSGrid will primarily use Opportunities with these Stages in your metrics.
Select all Stages that represent active paying customers in the question below.
To accurately reflect customer contracts, SaaSGrid also needs an Opportunity Amount and Start Date for each Opportunity. An Opportunity Amount indicates how much a contract is worth, and the Start Date specifies the beginning of the contract.
Opportunity Amount and Start Date can be determined by an Opportunity field, in which case they will apply to every Opportunity Product on the Opportunity. The other option is if your company uses Opportunity Products to define its contracts. A contract’s Amount will then be automatically calculated as a sum of all revenue of the Opportunity Products in the contract, and dates can be set by Opportunity or Opportunity Product fields.
In addition to Start Date, you will need either contract term (in months) or End Date to define the time period of an active contract.
Opportunity information:
Product Information:
You can learn more about Salesforce’s Opportunity Properties here, or about Opportunity Product Properties here.