Seat and term pricing
Products are priced per user, per seat or per month with a default term, and quote lines carry quantity, term and start date. An annual contract with a mid-year seat addition is two lines with their own dates.
SaaS and subscription software
Recurring revenue sold to business buyers: land and expand, seat-based quotes, renewals as the biggest deals of the year, and a forecast split between new and renewal.
Typical roles
Also built for
- SaaS and subscription software
- Industrial equipment and capital goods
- Professional and business services
- Wholesale and distribution
What changes for this team
configured at rolloutA software company selling subscriptions to other businesses is measured on new bookings and on what it keeps. The sales team is usually split the same way: sales development feeding account executives for new logos, customer success owning the installed base. B2B CRM is configured for that shape.
Annual value on every deal
Each deal and quote carries an annual value beside the total for the term, and quotas name which one they are set on. A subscription team forecasts, reviews and pays out on annual value, and a three-year deal is not mistaken for three years of bookings in one quarter.
Land and expand
The first deal is small and the account plan's whitespace is where the rest is written down. Expansion deals are typed as such, so new-logo attainment and expansion attainment are reported apart, and each expansion adds lines to the existing contract that name the deal that sold them.
Renewal as a pipeline
Every contract has an end date, a notice deadline and a renewal lead time, the renewal opportunity opens on that countdown, and the renewal book shows at-risk value by quarter. Renewal quotas are set separately from new business quotas.
Champions who move
A confirmed departure updates the contact and prompts review of the renewal buying committee. The responsible user verifies the change; an out-of-office reply alone does not establish it. A relationship at another company is captured in its own account context.
Usage as a risk signal
Where the product reports usage, it lands on the contract as the basis for renewal risk, and setting the risk to high creates a task for the owner.
Discount discipline
Floor prices per price book entry and discount authority per rep keep a fast-moving team inside a pricing policy, with the deal desk deciding the exceptions on the record and validating each win against the accepted quote.
Lead to deal for this team
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01
Lead
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02
Qualify
Approval required -
03
Proposal
Land and expand · Discount discipline
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04
Negotiate
Approval requiredAnnual value on every deal · Champions who move
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05
Bookings check
Approval requiredSeat and term pricing · Renewal as a pipeline · Usage as a risk signal
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06
Handover
Same records, same gates. The configuration changes how the process runs for this team.
Workspace previews
StatusActiveInRenewalnext 120 days
Approval conditions
A rejection returns it to the rep with the approver's comments (Status: Submitted → Rejected → Draft) and the rejected step stays on the record.
When every step is approved the quote moves (Status: Submitted → Approved → Sent) and the PDF goes to the Recipient.
Submitted
- QTS-86244 OPP-23900 today
- QTS-21185 OPP-16865 1 d
- QTS-76426 OPP-72019 12 d
- QTS-39374 OPP-81279 9 d
- QTS-74206 OPP-84417 4 d
QTS-86244
- Opportunity
- OPP-23900
- Account
- ACC-84150
- Total
- 820
- AnnualValue
- 390
- DiscountPercent
- 20
Approval conditions.
Approval conditions
With Sales Manager negotiation approval recorded, they submit the deal for bookings validation (Status: Open → PendingClose).
Open
| Owner | Opportunity Name | Account | Stage | Amount |
|---|---|---|---|---|
| LV | Opportunity 715 | ACC-66564 | PS-5338 | 340 |
| KY | Opportunity 462 | ACC-18461 | PS-2598 | 460 |
| BN | Opportunity 584 | ACC-49712 | PS-6274 | 690 |
| FP | Opportunity 114 | ACC-46364 | PS-1897 | 910 |
| WX | Opportunity 613 | ACC-35644 | PS-6289 | 300 |
| UZ | Opportunity 380 | ACC-74461 | PS-9757 | 680 |
Typical roles
Roles and permissionsWorks inbound and outbound leads to qualification and hands them to an account executive.
Owns the accounts, contacts, opportunities and quotes in their territory and submits the weekly forecast.
Runs a team of reps: approves negotiation and discounts within manager authority, approves the team's realignment moves, reviews forecasts and sets quotas.
Guards price, terms and bookings: approves quotes below floor price or outside standard terms, validates closed-won deals against the accepted quote, and maintains the price books and thresholds.
Owns customers after the win: contracts, renewal risk, renewal and expansion deals.
Owns territories, stages, quotas, sources, campaigns, rates and data hygiene, without a book of business.
Reads the forecast, the pipeline and the renewal book without editing any of it.
Modules
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Renewals
The contract a won deal becomes, the notice deadline and lead time on it, the renewal opportunity the system opens in time, and the expansion sold on top.
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Contacts
The people at each account: who they are, who they report to, the part they play in a purchase, and whether you may contact them.
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Pipeline
Leads in, opportunities through the stages, a next step with a date on every deal, and a history that shows how each one really moved.
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Quotes
Priced proposals built from a price book, versioned as the deal moves, and approved by the right person whenever a rep goes past their authority.
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Forecast
Forecast categories on every deal, a quota per rep per period, a weekly submission with commit and best case, and a manager review that is kept alongside it.
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Accounts
The company record everything else hangs off: hierarchy, sites, ownership by territory, the account team and the yearly plan for the accounts that matter most.
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Activities
Every call, meeting, email, demo, task and note, logged against the account and the deal, synced from mail and calendar, and rolled up into the fields managers sort on.
Relevant reports
Reports and dashboardsRenewal Book
Contracts by notice deadline month with owner, annual value, renewal risk and the status of the renewal opportunity, and the value not renewed with its churn reason.
Pipeline by Stage
Open amount and deal count at each stage, weighted and unweighted, by owner and territory in the reporting currency, with the movement since last week and the deals whose close date slipped between the two weekly snapshots.
Forecast vs Quota
Closed, commit and best case against quota per rep, with open pipeline as coverage of the quota remaining, rolled up through manager to region at the period rate, with the manager adjustment shown separately.
Common questions
All questionsHow do I get started?
Click Start now, then use Proto to configure B2B CRM for your business. Set up your workflows, import your data and invite your team.
Related questionCan we use our own sales stages?
Yes. Stages are configuration with a probability, a forecast category and exit criteria each, and the set carries a closed-won and a closed-lost stage. Change them as your process changes; deals keep their history through the change because each deal points at a stage record, so a rename or a reorder never rewrites a deal.
Related questionHow does it handle several people on one deal?
Every contact involved is listed on the deal with a buying role (economic buyer, champion, technical evaluator, procurement, legal and so on) and a stance. Exit criteria can require particular roles before a deal moves on.
Related questionWho approves a discount?
The rules compare each quote against the rep’s discount authority, the product’s maximum discount and floor price, the standard terms and the deal size thresholds. A discount beyond the rep’s authority goes up the reporting line to the first person whose authority covers it; floors and terms go to the deal desk. The decision is on the record, and nobody approves their own quote.
Related questionWhat stops a deal being marked won too early?
The rep marks it pending close with the accepted quote, and the deal desk checks the quote, the amounts and the signed paperwork before it counts. The forecast, the bookings and the commission feed all read the same validated wins.
Related questionDoes it do renewals?
Yes. A won deal becomes a contract with an end date, a notice deadline and a renewal lead time. The renewal opportunity opens on that countdown, is worked through the same pipeline and approvals, and the renewal book shows at-risk value by quarter and what was not renewed by reason.
Related questionHow does forecasting work?
Every open deal has a forecast category. Reps submit weekly; managers review deal by deal, adjust on the record with a comment, and lock the period. Every weekly submission is kept with a line per deal, so the forecast can be rebuilt for any week and checked against what closed. Each quota says whether it is set on annual or total value, and the forecast follows it; deals in other currencies convert at a rate fixed for the period.
Related questionWhat about territories when the team changes?
Sales operations drafts a realignment with new rules and an effective date, models it against the live accounts, and the managers approve the moves for their teams with exceptions. On the date it is applied in bulk, every moved account keeps its previous owner, and open deals do not change hands without a handover the manager confirms.
Related questionOther industries
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This page
SaaS and subscription software
Recurring revenue sold to business buyers: land and expand, seat-based quotes, renewals as the biggest deals of the year, and a forecast split between new and renewal.
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Industry
Industrial equipment and capital goods
Long cycles, large tickets, many sites and a buying committee with engineering, procurement and the plant on it: quotes revised for a year, and service contracts that follow the sale.
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Industry
Professional and business services
Relationship selling by people who also deliver: referrals and partners as sources, proposals with scoped terms, retainers that renew, and a pipeline kept by partners who are not full-time sellers.
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Industry
Wholesale and distribution
Many accounts, repeat business and a field sales team on territories: account share, price lists per customer tier, visit planning and the accounts that have gone quiet.