Recurring Revenue Tracking: Guide to Basics and Utilizing

Joakim Steenfos

4 Apr, 2023

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Ideal Customer Profile (ICP)

The HubSpot Sales Hub is an invaluable tool for B2B companies, offering a wide range of features to optimize and streamline sales operations. One such feature is recurring revenue tracking. In this article, we’ll discuss how recurring revenue tracking can help you gain more sales, its benefits, and how to set it up. Furthermore, we’ll come up with an example and explore how Radiant can assist you in utilizing HubSpot’s features.

Why Recurring Revenue Tracking can help you gain more Sales

Recurring Revenue Tracking is a great feature in today’s competitive sales landscape. As a result, businesses that effectively track this can better understand their customer base, and identify opportunities for growth. Additionally, HubSpot Sales Hub’s robust tracking features empower businesses to make well-informed decisions, ensuring that resources are allocated efficiently.

What are the benefits of Recurring Revenue Tracking in Correlation to Sales

Incorporating Recurring Revenue Tracking within your HubSpot Sales Hub comes with several benefits that can impact your sales – the benefits include:

  • Improved Forecasting: By tracking recurring revenue, you can accurately predict future income, make strategic decisions and set realistic sales targets.
  • Enhanced Customer Retention: With better visibility into customer behaviour, you can identify patterns and potential issues, leading to increased customer retention.
  • Data-driven Decision-making: Tracking recurring revenue enables you to make data-driven decisions, ensuring that your sales strategies are informed and effective.

A Step-by-Step Guide to set it up

To start tracking your recurring revenue, you’ll first need to create the default recurring revenue deal properties in your HubSpot account:

  1. Log in to your HubSpot account and go to Reports > Analytics Tools.
  2. Select Revenue Analytics.
  3. Click on “Add properties and start tracking.” If this option isn’t available, it means the properties have already been created.
  4. In the pop-up window, click “Create properties.”

Once you complete these steps, the following recurring revenue properties will be added to your account:

  • Recurring Revenue Amount: This represents the total monthly recurring revenue associated with a deal.
  • Recurring Revenue Deal Type: This property indicates the type of deal, with available values such as New Business, Renewal, Upgrade, and Downgrade.
  • Recurring Revenue Inactive Date: This is the date when the recurring revenue for a specific deal ceases to be collected.
  • Recurring Revenue Inactive Reason: This property explains why the recurring revenue for a particular deal is no longer being collected, with available values including Churned, Renewal, Upgrade, and Downgrade.

An Example where it’s Relevant for a Company

Consider a B2B software company that offers subscription-based services. In order to scale, the company needs to understand its revenue streams and customer behaviour. Implementing recurring revenue tracking within HubSpot Sales Hub allows the company to track key metrics, such as churn rate and average revenue per user. Consequently, this data enables the software company to identify potential issues, such as high churn rates in a specific customer segment, and take proactive measures to address them. Furthermore, the company can leverage the data to make informed decisions about product development, pricing, and sales strategies. Overall, the effective use of recurring revenue tracking equips the software company with valuable insights.

How Radiant can help you Utilize Features within HubSpot

At Radiant, we understand the importance of leveraging HubSpot features effectively, including. Our team is dedicated to helping B2B companies optimize their sales processes and strategies. Furthermore, we provide comprehensive onboarding, training, and support to ensure that you can fully utilize HubSpot to meet your goals. With Radiant’s guidance – contact us here.

Do you have questions, or do you want to learn more about how Radiant can help you?

Contact us today and let’s talk about how you can reach your potential for growth.

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