All right. Sorry for the delay, everyone. We had a, we had a technical issue with getting started, but that has never stopped us before. Wasn't gonna stop us today, so we're all good to go. Uh, so thank you all for, for your patience. Um, You all were here last time. I'm Isaac. I was the one that led the setup part of this. Uh, I'm guessing that you all are curious about the actual net revenue retention part of it. That's why we're here today to show you how to actually set up net revenue retention and HubSpot. Uh, I'm going to take the backseat on this one. I'll still be in the chat answering questions, but I'm going to hand this over to Shadab, who is the one at RevPartners who solved for net revenue retention and HubSpot. Um, he is our in-house wizard on this subject, so Shadab, without further ado, take it away.

Yes, thank you. Uh, so, yeah, let's recap from where we left off. We did like a lot of theory work and I just wanna, you know, talk to you a little bit about that and then we can, you know, Share some steps. Uh, there are steps that are outlined in the slides, so it's like a resource for you and your team, uh, once you, you know, go back to the webinar and you don't have to listen to me, uh, talk. So it's like a good resource and I'll be also showcasing stuff in actual like HubSpot instance, uh, and demo those things. And, um, if you have any questions and stuff that's gonna pop up, feel free to, you know, uh, share them in the Q&A. So, uh, the, the, uh, fundamentally, uh, what we did last time is, you know, we. Uh, discuss the types of company. Uh, we discussed, uh, the tools needed. We discussed the, uh, critical data needed for set up, uh, syncing the invoices to HubSpot, and, you know, uh, what, whatever like bookkeeping software you have, uh, how do we. How does it like connect with HubSpot how like how does it talk to it and then using uh spreadsheets for data transformation or if you have like a large uh data warehouse or data base external database like a snowflake instance or something then you can do that. On their like on it as well, you don't have to worry about any, you know, handling any spreadsheet. Coefficient works with spreadsheets so it's like a connector between HubSpot and spreadsheets with like a two-way thing just as a reminder. So we use that because it works flawlessly for our use case and, uh, for many of our partners. And then finally we. Perform the data transformation in that spreadsheet and then push all of it in HubSpot. So this is where we are going to start today. Uh, once we push all of the data in, how does it look like in HubSpot and how do you model that for your, uh, you know, data management and ultimately the reporting side of things? So next slide. So first is, you know, bring the data in, then uh we'll talk about automating channel records. Uh, the churn record automation is a bit tricky part, but you know, uh, it's, it's not the end of the world. I'll be talking through a couple of scenarios, uh, and why that is important and why, why do we even need, uh, to automate churn records, and what, what is that? So I'll be talking about that and then, uh, calculating the net new expansion contraction, and churn, the primary metrics of revenue recognition and where it is driven from. So I'll be sharing the inputs and the outputs. Of of this and then uh the custom objects that we have to support this, uh, the roll up and the and then uh finally the, you know, reporting part of uh this like uh all of the reportings. So I'm not gonna go super deep into the reporting because it's gonna be very straightforward once you build that roll up up, but I'll be, you know, sharing the framework on how do you think about that. So, uh, and dealing with like alternate text stack, if you're not in this situation where you see that hey this is like not matching my specific use case you can take all of these ideas as a framework and then go from there. So yeah, next slide. So this is where uh we left off uh so we we discussed that you know there there's like uh different types of companies and you know not everyone will fit in like every single use case that we discussed today so there are different kinds of companies that's also uh. It in the slide deck uh for for again for your resource purposes. So we did that. So first we do this sync then we push data in coefficient, and then we filter out anything that's like noise for us it's non-recurring data and anything that's like a late fee or anything. Again, just a reminder, this all data is purely powered by your finance operations. It's all driven from your financial system. So your financial system, be it QuickBooks, Xero, Chargebee, whatever that might be, it's the source of truth, not your CRM in this case. While we are doing the reporting and doing this like retention magic in the CRM and for like what purposes I'll I'll discuss that in a second, the strategy part of it. Uh, but the source of truth, it's your, uh, invoicing. So whenever you do the revenue realization, wherever you realize revenue, this is where we got, you know, we recognize revenue. So that might mean, uh, invoiced, invoice sent, or, you know, invoice paid. So it can be different for you, uh, uh, talk to your finance team to see where you fit in. Then you push all of these. Data in a spreadsheet either we are coefficient or uh in, in your external database. You transform all of that filter all of that, transform all of that, and then push data back into HubSpot and then you build uh calculations you automate churn and then uh you create like monthly snapshots of your revenue and then uh you generate reporting and dashboards out of it. So, uh, next one. So, uh, we already went through this template sheet, so I'm not gonna, you know, showcase, uh, and, and bore you with like, uh, this like really large and complex, uh, uh, template sheet. Uh, this, this already covered in the last, uh, session where Isaac actually went. Much deeper into this, so it's, it's gonna be redundant. So we'll uh move to the next part where we bring the data in HubSpot, so. Uh, prepare the data for the, uh, import. So there are a couple of things that you need to look very carefully, otherwise your import or sync will fail. So, uh, you will need to ensure that the company ID is intact and every single row in your column has a company ID. Uh, they have a a snapshot name with a specific nomenclature. This is all will be like it's, it's all going to be built. We will be providing the template if you need it. Uh, it's gonna be built in by the formula. You can use like a very basic contact function. And then you will have a revenue month, very important because that is where uh you will think about, hey, uh, you know, this particular revenue snapshot occurred in this particular month uh you see uh in that uh tiny little uh image you can see that um. Uh, I'm using like 1 October and like the first of every single month. The reason I'm doing it is just to keep it consistent and because HubSpot date properties need like a full date. So even though we just need October 2024, uh, I have to add like an actual date. So just to keep things simple, keep things simple, sorry, I'm just keeping, you know, first off every single month and then. Uh, we need a beginning and ending MRR, very important. So if you need to segment it by product, do it. Uh, but don't go super crazy because your calculations will become more complex. The number of, uh, types of beginning and ending MRI will relate to the number of, you know, types of, uh, the further calculations. Uh, one quick thing is. How do you, you know, correctly add the ending MRR and beginning MRR? So the way we do it is our ending MRR is basically whatever is driven from this month's invoice and beginning MRR is whatever was from the last month's invoice. So last month's invoice. everything, all the noise filtered out purely the MRR data is the beginning MRR and the ending MRR is, you know, whatever is uh at the, you know, this month. So this month ending last month beginning. That's what you need to take away next. So Uh, before, you know, you do all of that thing, you first need to get your round up activity. Is creating a custom object pretty fun, but just do it carefully, uh, make sure all of the properties have correct name labels and everything. So we have a snapshot name, we have a company ID, uh, we have a company name, and uh we have a beginning and ending MRR. We have a month year association field. It's an interesting one. I, I'll chat through that in a second and uh there are like all of these calculations that I mentioned and there is like a couple of. Adjustments in whatever you need, uh, so we have discounts, we have churn product, uh, but you don't need all of that. Ideally you would want to have a finance adjustments because at the end of the day, uh, this is finance and not everything will work perfectly. So there will be some manual adjustments. Done by your finance team that needs to be reflected uh on this so that is gonna be taken care of uh uh your main finance adjustment uh property will live on the other objects. So this is the custom object revenue snapshot next. I connect to HubSpot. So this is like the flow that you will see in the coefficient again might not be relevant. It's super, super easy to follow. Uh, you don't need like a full demo on this. So you'll just click on those and it will guide you through on, you know, selecting your account, connecting it to it, and then mapping your spreadsheet to the properties in your object. So, uh, you see this, this part we are importing. Stuff and then you will go with like a similar flow when you're syncing stuff back you'll see the exact same thing, but now you're, you know, pushing things back in HubSpot. So you'll select your custom object and select the properties. It's going to map with the corresponding column in your spreadsheet. So, uh, next is automating channel. I'm gonna take a 12th break. If anyone has any questions, feel free to put it in the chat and then I'll be back. Looks like no questions. OK, so I'll keep moving along. So basically the fundamental idea about automating channel record is uh the following uh because this, this whole thing is built upon your finance system and your finance operations and as you know we do not. Ship blank invoices so there will, there like you won't have any records or any row values in your spreadsheet or in your database with blank. But in order to correctly reflect return we do need a record uh in HubSpot because that's how HubSpot's architecture work. So there are a couple of ways you can do it. So the basic, like the main, uh, fundamental way you can do it is, uh, we have for uh workflow automation and conditional fields. So whenever a renewal deal is closed lost, if you have a pipeline, if you don't, uh, you know, uh, you can easily build one. There's like a couple of playbooks available online, uh, which can help you, uh, build a renewable pipeline, a robust one. Uh, that is ideally managed by your CS team. So whenever you know it's moved to lost or uh you have a custom property on your company object or a custom object that refers to your accounts like your customers, and it's marked as churn, then you create a snapshot for that, um, particular, you know, company. You create that custom object with a churn, so all of the metrics will be 0. The ending MRR will be 0, and the beginning MRR will have some value. This will all make sense once I, you know, open up the HubSpot instance and showcase some, some dummy data and the calculations behind it. Oh, OK, going back, uh, second way is you can, uh, run some kind of formula, uh, do like a V lookup or something, and, uh, populate those records in a, in a different tab wherever churn happens like, uh, uh, invoices stop coming in, so data stop populating in and then you, uh, use that like uh we look up and see, OK, invoices stop coming in at. Uh, December 2024, that means a churn hit in 2025 January, the first month. So that's how you can do it. And then you use coefficient just to push that record back in HubSpot. And then finally, if you don't have a large volume, you can do that like with uh manual input just create like a record form just like you would create a deal or a ticket. You can just create a custom object with manual input. So these are like a couple of ways and this is just a framework, uh feel free to test out of on like what works best. OK. Now how do we calculate our net new? Expansion contraction churn and, and these, these metrics. So there are like uh two main inputs that we have and there are 4 outputs and then the final output driven from those 4 outputs is the net revenue retention. So first is the uh beginning MRR and the ending MRR. So whenever, as you can see in that like tiny formula block, whenever beginning MRR is zero and um there is some value in uh ending MRR. So ending MRR is positive and beginning MRR is 0, then that means whatever is in the ending MRR, that means this month's transaction is a net new. Very simple. I'll showcase that in like a real example in a second, really soon. Churn is basically opposite of this. So you had, let's say for example, $10,000 in last month, but this month it was 0. So that's like $10,000 worth of MRR churn in, you know, this month. So pretty straightforward. Expansion or upgrades, it looks, it looks a bit, bit complicated, but it's like, bear with me, it's very simple. The idea is both have, both have values like beginning MRR, let's say, was 5000, but ending MRR is 10,000. So we have like a 5000 difference and that's what is reflected here and we have like a 5000 worth of expansion. Now, uh, you see this like it, uh, beginning MRI shouldn't be zero. So this is an important one. Because if you, if you do not tag this formula correctly, your net new will also start showing up as expansion. So that's why it looks a little bit cryptic. But the, the fundamental principle is the beginning MRR and ending MRR both have values. The ending MRR is this month's MRR is more than the last month. That's, that's pretty much it. And then, uh, contraction is the polar opposite of this, where beginning MRR is more than, uh, you know, more and ending MRR is less. So let's say we started with, uh, started with $10,000 last month, but this month we only received, uh, you know, 5000 MRR, so that's like a $5000 contraction, which is bad for business, but you know, uh, we're just talking finance and, and some made up data. Now, uh, next part is once your revenue snapshot object is ready, you will be creating an object, secondary object, custom object that is called a snapshot roll up. Why this is important, this will give your CRM a very clean architecture and it will, you know, uh, help connect the dots so you can see. A revenue snapshot of a single month will roll in roll up into a revenue snapshot roll up record or a snapshot roll up record, whatever you wanna call that internally. So you will have all of that and uh this is where the finance adjustment property will live. So for example in month of uh November, for example, you have some kind of conflict or refund or uh maybe prorated invoices or some something that weird happened that you cannot really account for and you cannot really change in your uh accounting tool. Uh, in your, uh, you know, finance tool, and all of this data came in, but you want to account for that finance adjustment made so you wanna, you know, adjust, let's say out of $100,000 you want to adjust maybe $3000 as positive because, you know, that was, uh, that was a reclaim or a maybe a negative $5000 because that was a refund. So you want to account for that. So that's where your finance or property will live. And then you'll do like all kinds of testing. And finally you will go to the reporting side of things, which is like fairly straightforward. You can build like a bunch of pivot table reports and you'll be good to go. With that, uh, I'm gonna share my screen and uh we'll get started getting hands on. So, uh, of course you can take down these slides. Awesome, thank you. Let me share my screen and Isaac let me know if I'm sharing the correct screen hopefully. Do you see HubSpot with awesome, thank you. So you see, uh, I'm on the main like final custom object. This is where you will see your, uh, net revenue retention finally. So, and I'll go through the formulas again just just so it's like robust. So first you will start with this revenue snapshots. And in the revenue snapshot you see, uh, we have different companies and every single company will have its own uh like multiple revenue snapshots. So I'll take one company as an example. So for example, Coreyte. Coreide system, they started with us. Let's pretend we are in April, for example, because our data is in the future, uh, which is awesome, uh, because, you know, we want to make this webinar futureproof. So let's say we started in October. They signed up in October and then, uh, they, they're like, OK, uh, started with like 500 and then uh they have um. You know, stable MRR but it dropped. So it's like a contraction. And then you see uh a 300, so, uh, you know, it dropped again. So you see this, this like value changing. So you will, again this is all dummy data so you don't have to worry about the actual figures, but the idea is you will have a snapshot for every single MRR that happened for that month for that specific company. So if you have, let's say 10 paying customers, 10 recurring revenue customers for your product company or your services company, then uh you can expect 1 for each like 1. A snapshot per month for each customer. So that will be over the course of a year that will be 120 revenue snapshots in total just from those 10 customers. And if you are adding new customers, then from that day that they signed up and you're in. Voicing them whatever the first invoice kickoff date might be, uh, you will be generating those revenue snapshots from that day on. So that's like the whole concept and then uh your beginning and ending MRR will uh power your um. Net new expansion contraction and churn. So, uh, that's pretty much it. Uh, I'm gonna go into the actual uh formulas and, you know, showcase them in a, in a more intimate manner and showcase some of the, you know, back end things, uh, that are like, uh, our secrets all sort of. So, uh, I'll go to the properties and, um. We'll go to,

we do have one quick question that might be relevant, um, which is if you don't have enterprise but you have uh pro, so you have those custom object limitations obviously what's what's the best thing to do here?

Uh, yeah, that's a, that's a big limitation actually. Uh, ideally, when you, when you need to do this like, uh, this level of uh robust uh calculation where you wanna, uh, do, you know. Net revenue retention calculation, uh, and this has like further implications where you can calculate lifetime value of a customer, which is kind of a big deal. So, um, my recommendation is use. A deal pipeline. It's not gonna be as pretty as this one, but it's, it's gonna work in a similar concept. So use a deal pipeline as a proxy. And uh then you will be limited by like uh a roll up object. You can still do a deal to deal association, but remember when you're using a deal object or a ticket object because you are limited with like standard objects or HubSpot has, you know, rolled out uh object library to see, like see if uh you can just, you know, hack your way in on any other object that HubSpot is giving you for free. So these are some ideas. I will need to like look into a very specific recommendations. We, we can chat through it like if you want, uh, uh, you can contact us. But yeah, uh, there are workarounds you can think through it, but it won't be as, as pretty as this like it won't be as robust as this. You'll have to make some compromises. We have one other question. Do you wanna take it, Isaac? Yup, I got it. OK, awesome. Uh, OK, so I'll start with beginning MRI. This is the property that's gonna be automated. It's gonna be auto-populated with your coefficient, so nothing to see here. Ending MRI, same story, it's gonna be pushed via coefficient. Now we'll start with uh net new so. You can see I'll go to the formula. I'll go to the field type and see if beginning MRR is 0, then we'll post ending MRR. If not, then we'll just, we're just going to post 0 in that value so that all other calculations are working correctly. We don't want null values. OK, uh, next is churn. Again, same thing, if ending MRR is, you know, 0, then negative beginning MRR. And if ending MRR has some values, then definitely we are going to post 0 so that you know the other calculations are working. I have, I've seen your question. I'll, I'll respond to it. Uh, let me just cover two more formulas and then we'll, we'll move. Uh, contraction. Same thing, uh, you know, the difference between ending and beginning, where ending MRI is lower and beginning MRI is higher, and ending MRI should not be zero because it's gonna conflate with, uh, it's gonna conflate with your, uh, net new. So it's very important you add this and we we like we have shared all of this formula with, with, uh, with this, uh, slides we are sharing. So, uh, feel free to use it and tailor it to your specific instance. And expansion, uh, same thing, uh, uh, whatever you like we discussed in the contraction. So that's all of the formulas on your revenue snapshot object. Now let's go to the roll up. So roll up is an interesting one. So I'll go to key properties and beginning MRR. So where do you get the beginning MRR from? It's a, it's, it's, it's an interesting one. So you get the beginning MRR from the previous. Remember from the previously connected uh roll up object and I'll show you how it looks like in HubSpot. It's pretty, pretty funky. So if I open up October, for example, and October is like empty because it's like our starting month we started our, you know, net new company right now. Um, so you see the connected month is November. So whatever is the ending MRR. With adjustment, like with the finance adjust adjustment done, will be the uh beginning MRR for. Uh, for November and you can see, uh, November has both previous month and next month. So it's really important you build these associations and I'll show you how the association looks like. So you go to your settings objects, go to custom objects, and select your roll ups and associations. And then you will create a same object association, roll ups to roll ups, and then you will create a label. A label will be pair of labels previous month and next month. And then only like we have, you have to do all of these just to uh make this particular property work. So, uh, make sure you're like you're really cognizant with this. So this is happening in your roll up object, and then, uh, churn is basically all of your roll up from your revenue snapshot. Uh, I'll showcase a little bit part about the associations and I'll showcase the workflows. It's pretty straightforward, but I'll still showcase. So whatever is on your revenue snapshot, it will all be associated to churn. And how do they get associated? These two objects talk to each other. There is a workflow that handles that. So I, I'll, I'll talk to that. Talk to that portion of the thing in a second. So we have churn and then contraction expansion, net new. All of them are rollups from your revenue snapshot objects. So that's, that's basically a roll up. And finally, ending MRR is interesting. So ending MRR, you can see. It's the combination of all of your metrics and you can have more. So if you have discounts you can add them here. If you have any weird finance quirks in your organization, you can add all of them here. Uh, that will be your ending MRR at our partners we have, uh, discounts and finance adjustments. So discounts can be like if we did our discounts because we are so nice, uh, to a partner, uh, I don't know if RP is gonna fire me for saying that, uh, but, uh. But we do discount sometimes and then um. We have finance adjustments for all those, you know, quirky things that only finance operations can understand. Uh, so we have like these two fields and then these are like two adjustment properties like this is a helper one. It's just a technical thing just so it's not creating infinite loop. So I'll go to the workflows and showcase you how the association are happening. So these are uh different workflows. So first one is the roll up associations. So how this happens is there is a property on your revenue snapshot object uh on your revenue snapshot record. It's called Month year association. So I'll showcase that. Go to a snapshot, you can see month year association. So it's a, it's a simple string property, but it does a big deal of job and you don't have to worry about it. It's all going to be automated and automatically getting pushed in your HubSpot instance. You just need to enable the workflow and it's going to take care of the association on its own. It's pretty cool. So you have this October 2024, November 2024 getting pushed into your uh instance via coefficient spreadsheet or your external database. Now, um, what this workflowid does is if this is known and uh, you know, uh, like this is, I think a test test trigger so I can remove this. So if this is known. And then we just create associations. So what this is going to look up at, uh, we'll also apply a label. Here's a fun fact to add to our knowledge. If you're associating two objects with workflow associations, make sure it has a label. Even if you hate labels, if you, even if you don't like labels, make sure it has one because you cannot remove, you cannot disassociate both two objects if you don't have a label on it. It's like. Impossible. I don't know why it's, it's how it's designed. So make sure it has a label. I'm fine with adding this like a neat label called Azula. It's pretty neat. It's like it's not inclusive or anything. And then matching property values. So it's matching with the month year association field on the snapshot object to the name of the object of the snapshot roll up and drumroll, the name of the snapshot object is the month and year. Pretty insane, like pretty smart. Uh, you can, you can do your own thing. You can do a short form of this. This is what I found to be most natural and most user friendly, and it's working flawlessly. So if I open up a snapshot, let's say for example November, you can see all of if I open up a roll up, excuse me. So I can see all 15 snapshots attached to it and uh like associated to it and this is where all of the roll up begins and our data flows from one object to another and that's where all of the calculation happens. Finally. The calculation for your net revenue retention and the implications of it. So I'll go back to the roll up and I'll go to key properties. I'll find net revenue retention. So this is the formula, pretty straightforward. You have a beginning MRR expansion contraction churn. The reason I'm using positive signatures. is because we are using and I recommend using this way. I recommend building it this way and not going the other way around, otherwise it's going to cause a lot of confusion. We are already using negatives here in the actual like inputs, so don't add like negative subtraction in your formulas, otherwise it's gonna cost chaos. Keep it simple, add all positives, and you'll be good to go. So beginning MRR plus expansion plus contraction plus chur. Note that net news is not present here. The goal of retention is to see how much have you retained from your existing book of business, existing accounts, and not net new ones. So net news is excluded exclusively from here and then divided by beginning MRR. So this is how you will get your net revenue retention. So if I go to my rule object, we see uh in the month of November we had a good retention of 97. It's not positive, but it's good. Uh, we need to work on it and then we, it improved, uh, it improved to a point where we were like net positive in our net revenue retention and. If you're a SAS company, uh, HubSpot, for example, they actually operate on a positive, uh, revenue retention. That's, that's where you, you know, experience that exponential growth, that compounding growth. So if you're a SAS company, ideally you wanna aim for a positive 100% or more retention, but for services company it's a different story and that can be like vary across industry to industry. So, um, like it's a, it's a totally different discussion, but this is how you will see that. So that's like a total, you know, uh, picture of net revenue retention and you know this is like something that you can get in your CRM and because now it's visible in your CRM it's not living someplace in your, you know, finance tool and manual spreadsheet that you just have to, uh, retroactively and reactively pull a QBR to QBR. It's all live in the. And so you know your CS team, your leadership team have like a great visibility on that and this is where you can, you know, start talking about, hey, what do we do about this month? What do, what our like our next plans and you can have all of these strategic discussions and it will also, you know, uh, increase what we call as an area of influence in your business as operations professional and, and you can, you know, make larger impact. So, uh, that's pretty much it. You can take like this particular object, like the role of object and build whatever report you want company specific, month specific, quarter by quarter, pretty straightforward. This is not a reporting class, uh, so I'm not gonna go into like a detail of that. Uh, and yeah, we'll leave, uh, sometimes for questions and answer.

Awesome. Yeah, so I think we have a couple that we want to, I, I see two in the chat and anyone else, please feel free to throw a question in there as well. Um, the first one we have is if I want to essentially, uh, break things out either by product category or, you know, let's say I want to do this exactly based on, uh, line items in HubSpot, and I don't want to use a third party tool like coefficient. Is it possible to do this in HubSpot without using coefficient? Um, based on HubSpot invoices.

So if you have HubSpot invoices syncing in uh in your instance, you need like uh honestly speaking, I have tried all of the methods you need an external system to do one thing. Because HubSpot right now can do a lot of things for you. It cannot do one thing, that is the getting the beginning MRR from the previous month. Like it's, it's impossible. So I'll, I'll showcase our live instance, uh, in this case. Uh, give me a second and, uh, I'll be able to explain, uh, in a much more sense. And this is like, uh, uh, not really a live instance but like our demo that I, uh, prepared, uh, hold on. So revenue snapshot. The Get So there we go. So, um. One sec. Sketch effect, so this is like um. Uh, this is a company sketch effect. So basically, you know, you, we, we started with like this particular uh MRR and it's like not organized by month, but the beginning MRR, what you, what you cannot do right now is HubSpot cannot look like do a we look up and see for this particular company, the sketch effect, uh, what happened in the entire month like uh entire like uh. Invoicing life cycle for 5 months, 10 months, 2 years, 10 years. It cannot do, it cannot do like a full we look up that external databases like a spreadsheet or actual full fledged, you know, databases can do and bring you the beginning MRR. The goal is to bring the beginning MRR and the ending MRR on the record level. So these two have to be on the same record level on the of the same month for the same company accurately and that I've tried my best, but I couldn't, uh, push that and I've worked with like a lot of my teammates and, uh, both internally and externally and no one was able to figure out. To do this directly inside of HubSpot, so we had to use an external system and it was like much more easier lift just to push it out, do this transformation outside of HubSpot, and then save ourselves like a lot of brainpower and stress and then push it back in. So that's, that's the main limitation on why, why it cannot purely done in HubSpot. Ideally I would love it to do it, but it cannot. It's, it's not, it's not, it's, it's not how it's like built basically. Hope that answers the question. It's not a, it's not a. Sort of a positive answer that you would like, but you know, that's, that's the truth.

Yeah, that makes a lot of sense. Um, and, uh, I, I, I think we, we got a slight clarification there, basically, the deals that have line items, um, should, can you see the chat? Essentially, uh those line items uh have MRR and ARR value per line item. I, I, I think what we're getting at here though is that although that data is available in HubSpot, doing the transformation that would be necessary is just not feasible. Is that, is that correct?

Yeah, yeah, yeah, even though we have like a monthly recurring revenue on deal basis, a deal is like one object, and the revenue occurs every single month because of recurring revenue and the way the HubSpot architecture is designed, you have to create a snapshot for every single month. So every single, uh, recurring revenue. Has to be objectified and pushed into it. Otherwise, the reporting is just not possible. Like we have tested it out, even the HubSpot's Enterprise tool with uh the MRR reporting, it's just crazy, it doesn't work.

Yeah, makes sense. OK, and then our, our other question is, um, let's say I have 100,000 customers, right? There are custom object limits. How do I deal with that, uh, and essentially not hit that limit with those with that object.

Yeah, uh, that's, that's a, that's a, that's a very tricky problem. So what I would recommend is you don't, uh, really do like a revenue snapshots inside of HubSpot. You do that in an external database because it's gonna cost you a lot of money. So ideally, you know, get, get a technologist, build all of this outside of Ost like this same thing. It's basically a table. You know it's a database table build that out and then push like do the do the roll ups and then just push the roll ups back in. So you still have the power of the reporting but you're not, you know, breaking the bank.

Yeah, so essentially, I guess the, the, the plan there would be to staying coefficient for a little bit longer in this process. First of all, if you have 100,000 customers, congratulations, you're doing, you're doing great. Um, but so staying coefficient, do your calculations on the snapshots there, only push those roll-ups into HubSpot, um, and the clarification on that one is the association limits.

Yeah, yeah, yeah, so, yeah, so, uh, it's not about total record numbers, it, it's about the association, but it's the same thing. So, uh, you can associate only 50,000 records, uh, to a record. So for example, if a company has 50,000 employees, you can only associate 50,000 if they hire one more you cannot associate one more contact to the company object. But yeah, uh, the, the concepts is still the same. You, you cannot really use uh revenue snapshots if, uh, uh, that, and, and roll ups, yeah, and roll ups are basically your month to month. So if you have like that much volume off, then ideally, you know, you would want to do this, uh, outside of HubSpot and, uh, you know, uh, get, do the reverse CTL and just get the roll ups inside HubSpot and then build reporting on top of it.

Makes sense. OK. Um, any other questions in the chat, um, that we can answer? I think if, if anyone else wants to throw something in there, we're happy to To answer, we'll give you just a second here. Awesome. OK. Uh, Colts, I want to hand it back over to you for a second. Any uh thoughts as we wrap up here, um, on follow-up for this webinar?

Um, no, I, Shadab, that was a lot. I learned a lot. Um, I appreciate you taking the time to, to share that knowledge with us. Um, if you do have questions or wanna follow up with Shadab or another solutions engineer, uh, here at Rev Partners, we've got a link on this screen. Um, you can book a free CRM assessment, uh, where our solutions engineer will dive into. problems or challenges and provide um a pretty, pretty exhaustive list of uh things to focus on areas um that you can improve. We also, uh, that link is up on the screen now. We're also running um what we call our uh revenue engine diagnostic. We're running a 30 minute scaled down version of that where you actually get to meet with our COO. We somehow convinced him uh to do that, um, where he'll spend 30 minutes with you looking at your entire customer life cycle, uh, and journey and pinpoint areas where you may have revenue leaks, uh, and things that you can do to actually improve retention because, uh, we all know that is a, a big topic right now is, uh, businesses move away from growth at all costs to more sustainable strategies. Um, uh, so that link is on the screen now if you're interested, um, you can fill out that form and um we can get something on the books. But Isaac, thanks so much.

Yeah, I just want to reinforce what coach said. Uh, you, you want to get a 30 minutes time with this man I worked with this. He's like an absolute genius, uh, the CEO we have like next level person. If I was, if for example, if I somehow, you know, leave RP at some point, that is the first thing I'll do. I'll book that call wherever I go. That is the first thing I'll do personally, honestly.

Yeah, agreed, agreed. All right, team. Well, we will get this recording and the slide deck out uh in the next couple of hours and then it will uh live on our website under the RevOps Academy if uh you ever wanna come back to it. But um thanks for everyone attending, uh, we appreciate it and uh hope to talk to you soon. Right. Take care.