Have you ever wondered “What changed?” with this Transaction? In Fall 2020, the Transaction Analysis Object was generally released to help answer that fundamental question. When an Opportunity is Booked, the application will automatically dissect line Items, and automatically categorizes changes into the following buckets:
- New Purchase
- Cross Sell
- Upsell
- Downsell
- Flat Renewal
- Churn
The Transaction Analysis object also applies Attributes to these items, such as Price Increase, Quantity Increase, Churn etc. Along with those attributes it will tell you the Value Change, Quantity Change and price change. Each of those items are defined in the following way:
- Value Change: The annualized or total value change for this product
- Quantity Change: The next change positive or negative in quantity for this product
- Price Change: the Per Unit Price change
Below is a list of the Categories and attributes.
Category | Attributes | |
New Purchase | New Purchase | Initial purchase for the account. |
Cross Sell | Cross Sell | Added new feature set or product. |
Upsell | Quantity Increase | The Quantity footprint was increased at renewal, or during the active period. |
Downsell | Quantity Decrease | The Quantity footprint was decreased at renewal, or during the active period. |
Upsell | Price Increase | The price was increased at renewal, or during the term. |
Downsell | Price Decrease | The price was decreased at renewal, or during the term. |
Cross Sell | Swap | The product was swapped for something else |
Cross Sell | Repurchased | Was purchased before, but was not active in the last period, and was purchased again. |
Flat Renewal | Renewal | Renewed with no changes. |
Churn | Churn | The product was cancelled, or was not renewed |
Note that an increase in total $ with a combination of quantity or price changes is always considered an Upsell.