Overview

Renewal Opportunities play a major role in the executive dashboards and reporting.
Suppose the customer already has an automated flow that creates a Renewal Opportunity as soon as an Opportunity is Closed/Won.

 

• Nue will use this Renewal Opportunity to add a link to associate the Subscription(s) that are created. This association will allow Nue to know which Renewal Opportunity to update each time the Subscription version is updated.
• Each time the Subscription version is updated, the Renewal Opportunity will be updated with the following fields:
  • Total TCV (add a field to Opportunity)
  • Total ACV (add a field to Opportunity)
• Also, there are ARR-related formula fields on the Opportunity that will be automatically updated.
  
  • ARR (add a field to Opportunity)
  • Renewal Lost ARR (add a field to Opportunity)
  • Renewal Target ARR (add a field to Opportunity)
  • Renewal Won ARR (add a field to Opportunity)

How It Works

Enable flows

There are two sample flows within Nue on Salesforce package, you need to clone each of them and make changes according to your business requirements

Flow 1 : Generate Opportunity Subscriptions

This flow is used to generate the opportunity subscription(junction table) records between renewal opportunities and subscriptions, and populate the Total ACV and Total TCV to the generated opportunity subscription records:

1. Login to Salesforce org
2. Navigate to the Flow list page
   
3. Open the sample flow ‘Generate Opportunity Subscriptions Sample’
   
4. Make the changes on the criteria of how to get the renewal opportunity based on the customer’s business requirements
   
5. Save the flow as a new one if necessary
   
6. Active the flow, now the flow will generate opportunity subscriptions for the renewal opportunities when subscriptions are updated
   
7. NOTE: By default, there is no picklist option ‘Renewal’ on opportunity Type field, if you are using the default criteria to get renewal opportunity, make sure to add the option to the Type field on Opportunity object first:

Flow 2: Update Opportunity Subscription ARR

This flow is used to calculate the ARRs for each subscription and populate the ARRs to opportunity subscription records:

1. Login to Salesforce org
   
2. Navigate to the Flow list page
   
3. Open the sample flow ‘Update Opportunity Subscription ARR Sample’
   
4. Make the changes on the criteria of how to get the renewal opportunity based on the customer’s business requirements
   
5. Save the flow as a new one if necessary
   
6. Active the flow, now the flow will calculate the ARRs and store them to opportunity subscriptions when asset order products are updated
   

Add metrics fields to the Opportunity object

Please create the following  fields on Opportunity Object manually, these fields are not packaged because of the Special Case documented below: 

Field Name	Field Type	Details
Total TCV (Nue)	Roll-Up Summary	Sum of OpportunitySubscription.TCV where ParentSubscriptionId equals empty
Total ACV (Nue)	Roll-Up Summary	Sum of OpportunitySubscription.ACV where ParentSubscriptionId equals empty
ARR(Nue)	Roll-Up Summary	Sum of OpportunitySubscription.ARR
Renewal Target ARR (Nue)	Roll-Up Summary	Sum of OpportunitySubscription.TargetARR
Renewal Lost ARR (Nue)	Formula	IF(AND(ISPICKVAL(Type,"Renewal"),ISPICKVAL(StageName,"Closed Lost")), RenewalTargetARR_Nue__c , IF(AND(ISPICKVAL(Type,"Renewal"),ISPICKVAL(StageName,"Closed Won")), RenewalTargetARR_Nue__c - RenewalWonARR_Nue__c , 0))
Renewal Won ARR (Nue)	Formula	IF(AND( ISPICKVAL(Type,"Renewal"), ISPICKVAL( StageName ,"Closed Won")), ARR_Nue__c ,0)

 

 

Migrate for existing renewal opportunities

Enable the ‘Calculate metrics on a daily basis' setting on Nue to calculate the subscription Today’s ARR and Today’s CMRR, this will update all subscriptions nightly. The update action will trigger the 'Generate Opportunity Subscriptions' flow to generate opportunity subscription records for existing subscriptions. If you need to see the results immediately, please run the following batchable job from the developer console:

Ruby.SubscriptionMetricsCalculatorBatchable  subscriptionMetricsCalculatorBatchable = new Ruby.SubscriptionMetricsCalculatorBatchable();
Database.executeBatch(subscriptionMetricsCalculatorBatchable, 200);

For ‘Update Opportunity Subscription ARR', it is triggered when asset order product object gets updated. We don’t have a daily job to update this object, so for any existing renewal opportunities, if you want to see the latest ARR values, please run the following batchable job from the developer console:

Ruby.OpportunitySubscriptionARRBatchable  opportunitySubscriptionARRBatchable = new Ruby.OpportunitySubscriptionARRBatchable();
Database.executeBatch(opportunitySubscriptionARRBatchable, 200);

 

Note : Please make sure to run this code after the ‘Calculate metrics on a daily basis' job gets executed at least once (this will generate the Opportunity Subscription records for renewal opportunities)

 

Additional Notes

When 'Advanced Currency Management' is turned on, you cannot create a rollup summary field on Opportunity object to aggregate the currency type field from the custom child object. So we have to use a workaround in this case, please refer to this doc: https://help.salesforce.com/s/articleView?id=000386732&type=1

 

In the Opportunity Subscription object, we have already introduced some number type fields, and these fields are all populated with the same values as the corresponding currency type fields. If your org has enabled the 'Advanced Currency Management' feature, please create the rollup-summary fields (ARR, Target ARR, Total ACV, Total TCV) on Opportunity object against these number type fields. And then create other formula fields to convert the rollup summary number fields to currency type. This is a workaround for this special case.

 

Put It All Together

The out-of-the-box flows in Nue are a powerful tool that can help organizations optimize their renewal processes, and provide more accurate forecast ARR metrics for the executive team.