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- B2B CRM
- Who it's for
- SaaS and subscription software
SaaS and subscription software
A 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.
How B2B CRM is set up for you
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.
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.
Features to start with
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.
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.
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.
Roles on the team
- Sales Development Rep
- Works inbound and outbound leads to qualification and hands them to an account executive.
- Account Executive
- Owns the accounts, contacts, opportunities and quotes in their territory and submits the weekly forecast.
- Sales Manager
- Runs a team of reps: approves negotiation and discounts within manager authority, approves the team’s realignment moves, reviews forecasts and sets quotas.
- Deal Desk
- 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.
- Customer Success Manager
- Owns customers after the win: contracts, renewal risk, renewal and expansion deals.
- Sales Operations
- Owns territories, stages, quotas, sources, campaigns, rates and data hygiene, without a book of business.
Set up B2B CRM your way.
Start free, then use Proto to change fields, steps and approvals before your team goes live.