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Revenue schedules

Updated on May 10, 2021

For products with recurring revenues, revenue schedules indicate the exact dates when the customer makes payments towards the product. While adding such products to an opportunity, sales representatives can enter revenue schedules for more accurate forecast management.

For example, a customer might pay for a product in four equal quarterly installments starting from a specific date. The sales representative can add a revenue schedule to the product, entering the date of the first installment as the revenue start date. Adding this revenue schedule ensures that the system divides the revenue across quarters for reporting and forecasting purposes.
Pega Sales Automation Implementation Guide

Note: If an opportunity has a product with recurring revenue, sales representatives cannot add forecast overrides to that opportunity. When a sales representative adds a revenue schedule to a product, the system erases any existing forecast overrides.

As a sales operations user or an administrator, you can enable or disable revenue schedules by using a toggle setting in the Administration tab of the user portal.

When you enable revenue schedules, the following behavior occurs in the user portal:

  • On the Manage products page, you can select the products that you want to display fields that are related to revenue schedules, and specify the default term interval and term length for the recurring revenue on each of those products.
  • While adding a product to an opportunity, sales representatives can see fields that are related to payment recurrence. If you set revenue recurrence defaults at the product level, the system automatically selects these defaults. Sales representatives can override the defaults as necessary.
  • If a sales representative adds a revenue schedule to a product in an opportunity:
    • The system updates the dashboard widgets and forecasts according to the revenue schedule. If multiple sales representatives share an opportunity, the revenue schedule reflects that split.
    • After saving the changes, when the sales representative opens the opportunity, the Products section displays the See details button. Clicking that button displays the total amount received, total amount outstanding, revenue start date, term length, term interval, and exact schedule, as shown in the following figure:

      Viewing a product revenue schedule in an opportunity
      The Product revenue schedule dialog box with the details of the revenue schedule, including outstanding amount and payment dates.

      Note: The Total amount received field assumes that the payments are received according to the revenue schedule, and, therefore, displays the amount that is associated with all the dates in the revenue schedule that have passed. If you want the system to verify the payment receipt and display the respective amount, customize your Pega Sales Automation instance to communicate with your payments system.

Revenue schedules separate the opportunity close date from the actual date when the revenue that is projected from a product in an opportunity is received. If you disable the revenue schedules feature after a sales representative adds a revenue schedule to an opportunity:

  • The system ignores the revenue schedule and assumes that the entire revenue is received on the opportunity close date.
  • The dashboard widgets and the forecasts attribute the entire revenue to the opportunity close date.
  • When you view the opportunity, the Products section no longer displays the See details button with the revenue schedule details.
In other words, the system behavior is the same as in cases when the revenue schedules feature is never enabled.
For example: If a product with a total price of $10,000 has November 1, 2021 as the revenue start date, 2 as the term, and quarters as the term interval, the dashboard widgets and the forecasts show $5,000 projected for Q4, 2021 and $5,000 for Q1, 2022 (because the second payment is planned for February 1, 2022).

If you disable the revenue schedules feature after a sales representative adds these details, the entire opportunity amount of $10,000 is considered as received on the opportunity close date, for example, November 15, 2021, and the dashboard widgets and the forecasts are updated accordingly.

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