Transcript

Totango’s Revenue Center gives your teams insight into renewal management and revenue analytics for your paying accounts. In this video, we’ll show you: What you can do with Revenue Center, ideal use cases, and key requirements for setup.

Once configured, you can: Quickly update renewal forecasts, including dollar amount for upsell or downgrade; view past, current, and forecasted performance analytics for renewal and churn for all accounts or filtered by your own; understand current dollar amounts for upsell opportunities, downgrade risks, and overall growth, and compare that against company goals; review breakdowns of renewal performance per success manager, status, or health profile; uncover trends in retention rate, total revenue, and actual vs. forecasted comparisons; and download your numbers to dig deeper into your team’s performance.

Revenue Center is best for companies who have auto-renewal for subscription-based contracts using a recurring revenue model (ARR or MRR). To use Revenue Center, you’ll need to ensure the following data is available for a minimum of 25% of your accounts in Totango: Contract Status, Contract Value, Contract Renewal Date, Contract Start Date or Create Date.

In another video, we’ll show you more about how these attributes impact what you see in the Revenue Center. At a high level, it’s important that you understand the following.

Contract Status: Accounts with a paying status will always be considered RENEWABLE. Only accounts with a canceled status are considered LOST, regardless of contract value or renewal date. If your subscription model supports frequent win-backs where accounts go between Paying and Canceled frequently, it may not be a good use case for Revenue Center, or you may need to configure additional attributes to reflect grace periods.

Contract Value: Contract value must correspond to a recurring-revenue model, either annual or monthly. For each time period, Revenue Center uses changes in contract value to recognize upsell, downgrade, and flat renewals. If you have accounts with a contract value that represents multi-year contracts, they may not be a good use case for the Revenue Center, or you may need to use a workaround to ensure all accounts have a consistent measurement for contract value.

Contract Renewal Date: This value must exist for annual subscription models, but it’s not required for monthly subscription models.

Contract Start Date: If the contract start date does not exist, Totango uses the account create date instead.

In the next video, we’ll look at ways to fine-tune the Revenue Center for your business.