Overview

MonetizeNow synchronizes Quote Items to Opportunity Products, and based on your desired business outcomes you can customize how the sync process works.

Choosing Which Field to sync as the Opportunity Amount

In the MonetizeNow configuration, you can choose which field MonetizeNow will use as the OpportunityProduct.Amount field when Quote Items are copied to Opportunity Products.

We recommend choosing Incremental ARR (monetize__IncrementalARR__c) as the Amount sync field, as this generally aligns to most business processes.

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Important note about Annual Recurring Revenue (ARR)

ARR is a normalized value and the ARR is the same regardless of how long a line item spans. A line item could exist on the quote for 1 day or 365 days, the ARR is unchanged.

MonetizeNow calculates ARR differently for ramps. Only a line item that spans to the end of the contract contributes to ARR.

For example: Lets assume you have a 12 month contract with one annual recurring product which is ramped

• Jan 1 - Mar 31 - qty 1@$1200/year (total amount=$300, ARR=$1200)
• April 1 - July 31 - qty 2@$1200/year (total amount=$800, ARR=$2400)
• Aug 1 - Dec 31 - qty 10@$1200/year (total amount=$5000, ARR=$12000)

In this case, the ARR for the first two segments (Jan 1 - July 31) would be $0 and would not contribute to the Quote's ARR. This best represents the ongoing relationship with your customer and avoids the need to try to prorate or blend ARR.

For multi-year contracts with ramps, the above results may be undesirable as you probably want to know the ARR for each year separately.

For this, we include Year 1, Year 2, and Year 3 ARR and Incremental ARR fields on the Quote to include the breakdown if required. You can also split each Quote Item into one Opportunity Product per year, see Splitting Opportunity Products by Year.

ARR and MRR fields on the Quote Item

Each Quote Item has several ARR fields, and any of them can be chosen as the Opportunity Sync Amount Field. They differ in whether a ramp step that ends before the contract does is counted, and in whether the value is the item's full ARR or a change.

For the ramp example above, the fields work out as follows. The Opportunity Amount is the sum of the Opportunity Products.

Summing ARR counts every ramp step, so it overstates the ARR of a ramped contract. In this example the other three add up to the contract's ARR at the end of the term. Incremental ARR also reflects only what changed on amendments, which is why it is the recommended option.

Customizing Amount Sync Behavior

If you want to customize how the Amount is populated, you can create a custom Currency field on the Quote Item and it will be available for selection in the MonetizeNow settings mentioned above.

For example, suppose you wanted to track Incremental ARR as well as One-Time product amounts.

• Create a new Formula field on the Quote Item called Opportunity Product Amount
  • With this formula
  • Salesforce Formula

    IF(
      TEXT(monetize__Product__r.monetize__ProductType__c) = "ONETIME",
      monetize__Amount__c,
      monetize__IncrementalARR__c
    )

• Then adjust the MonetizeNow configuration to point to the new field.

Splitting Opportunity Products by Year

Set Opportunity Product Sync Behavior to Split By Year in the MonetizeNow configuration to create one Opportunity Product per contract year. This requires version V0.61.1 or later of the managed package.

• A Quote Item longer than 12 months is split. Shorter Quote Items stay on one line.
• Years are counted from the quote's contract start date, so a ramp step that starts part way through the contract is split at the next contract anniversary.
• One-time products are never split.
• Every line has the quantity the Quote Item would sync with on a single line, which on amendments is the change in quantity.
• Date and End Date (monetize__EndDate__c) on each line are the part of the Quote Item that falls in its contract year, so a partial first or last year starts or ends on the Quote Item's own date. Lines that are not split use the Quote Item's own start and end dates.

The amount on each line depends on the Opportunity Sync Amount Field. The lines get the amounts MonetizeNow would give the same Quote Item if it were split with scheduled changes at each contract year. ARR and MRR are never prorated for a partial year.

If the amount field is blank on a Quote Item, the Quote Item's Amount is used instead and is spread across the years by length.

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Opportunity Product End Date

End Date is filled in as Opportunity Products sync. Opportunity Products synced before V0.61.1 are not backfilled. If you want it on existing lines, backfill it with Data Loader or a Flow, for example from the related Quote Item's Contract End Date.

Choosing Which Products to Sync

The MonetizeNow Managed Package comes with a formula field on the Quote Item named Should Sync To Opportunity Product (ShouldSyncToOpportunityProduct__c) which is used to determine if a product should be copied to the Opportunity. Review the formula definition to understand the criteria used.

• For a product to sync:
  • The Product must be set
  • The Pricebook Entry must be set
  • The Quantity must not be 0, except for usage products
  • And on Amendments, only line items that have been modified are synchronized
• You can completely disable the Product Sync by setting Opportunity Product Sync Behavior to Disabled in the Managed Package Settings. (or by manually updating monetize__OppProductSyncBehavior__c on the monetize__MonetizeNowSettings__c Custom Setting record directly)
• If you want to force a product to always sync or never sync, you can write automation to update the monetize__OverrideOpportunitySync__c field on the Quote Item, which overrides the behavior.
  • Available values are:
    • <blank> (default sync behavior)
    • Never (never sync this line to the opportunity)
    • Always (always sync this line to the opportunity)