Deals
Deals in Bunny track new business and upsell opportunities: the deal table and kanban views, kind, origin, deal stages and probability, contact and value.
A deal represents an opportunity to increase revenue for your business. It can either be new business or an upsell or an existing account. The deal object is key to forecasting as it has information about probability and deal size.
In Salesforce, deals are called opportunities.
Deal tableLink to Deal table section
The deal table gives you a convenient view of all the deals in Bunny.
Deal table
Can you use the table/kanban toggle at the top to view deals in columns to get a better view of deals by stage. And you can drag deals to another column to update their stage.
Deal kanban
While it is possible to just work with deals and never create a single quote, quotes are the real super power of deals. Read more about quotes.
Deal edit
KindLink to Kind section
The deal kind is either new business or existing business. It’s important for Bunny’s analytics to distinguish between the two. For example, the revenue movement chart needs to know if an amount is an upsell or a new customer and when analyzing sales performance, it’s important to know how much business is coming from new customers and how much is from existing customers, i.e. gross retention revenue.
OriginLink to Origin section
Remember that subscriptions cannot be created or manipulated without a quote and that quotes cannot exist without a deal. This is a fundamental part of how Bunny ensures the integrity of all revenue data.
A deal can be created in a number of ways; by a sales person, as a sign-up or by a customer through the portal. In order to distinguish these types of deals from each other in the user interface, Bunny will set the origin depending on who created it.
There are four different origins.
- Sales - the deal was created by a user in Bunny.
- Portal - the deal was created by a customer contact in the portal.
- Signup - the deal was created by a customer who signed up on your marketing website. This has to be set explicitly when you create a subscription via Bunny SDK.
- Other - the deal was created some other way, for example data migration.
Bunny will default origin to Other if no origin is specified in GraphQL or SDK calls.
ProbabilityLink to Probability section
The probability is driven by the deal stage.
Deal stageLink to Deal stage section
Bunny has two pipelines of deal stages, and you can customize them under Settings > Marketing > Deal stages. Whenever you change the stage of a deal, the probability will be updated accordingly.
New business and upsell deals use the sales pipeline:
| Deal stage | Probability |
|---|---|
| Qualification | 10% |
| Meeting scheduled | 20% |
| Proposal/price quote | 75% |
| Negotiation/review | 90% |
| Closed lost | 0% |
| Closed won | 100% |
Renewal deals use the renewal pipeline. A renewal deal starts at Quote drafted because its renewal quote is drafted when the deal is created, and it moves to Renewed when the renewal quote is applied.
| Deal stage | Probability |
|---|---|
| Quote drafted | 25% |
| Sent | 50% |
| Negotiating | 75% |
| Renewed | 100% |
| Churned | 0% |
Deal contactLink to Deal contact section
The contact is the person who will receive the quotes by email as well as accept them. You can change the contact at any point in time so long as the contact belongs to the same account.
Deal valueLink to Deal value section
The value of a deal is calculated based on the Quotes associated to the Deal.