"New" Bookings

SaaS Q&ACategory: Sales and SalesOps"New" Bookings
Anonymous asked 1 year ago

Hi all, I have a question regarding how folks track “new bookings.” Our company sells a subscription service where customers buy an initial “pack” of licenses. These initial licenses are sold through our field sales reps. When these initial deals close, we count the annual recurring value of the initial sale as a “new acv booking.” If a customer uses all of their licenses and wants to increase the amount of licenses that they own, they work with their Account Manager to increase their license count. There is some internal debate as to whether to treat these smaller license increases as a “new acv booking.” Would be interested to understand whether or not other folks count the license increase as a new booking.

1 Answers
Chuck DeVita answered 1 year ago

This would typically be called “upsell” and should be counted as a separate category from new bookings.

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