Most CRM setups stop at the close. The deal is won, someone marks it closed-won, and then a completely separate set of steps kicks off: someone emails accounting, someone builds the invoice in a different system, someone sets a calendar reminder for the renewal.
In this episode of How TekStack Uses TekStack, Marc walks through what actually happens when a deal closes in TekStack, and how far downstream that single action reaches.
“The accounting team will get a notification in Teams as a workflow… somebody will probably want to review this opportunity, look at the signed contract, make sure all the terms are aligned, and then generate an order.”
That’s the handoff. Structured so the right person reviews before anything gets created.
Products on opportunities
Before the close, there’s the quote. Marc shows how products get added to an opportunity in TekStack, with pricing, discounting, and subscription terms all set at that stage.
- Annual or monthly billing, in advance or arrears
- Discount by amount or percentage
- Subscription start tied to close date, a delayed date, or a project milestone
- Renewal handled as a new opportunity or automatic — configurable per your policy
“You can do discount per term or as a percentage… you can also determine how the renewal is managed.”
No separate CPQ tool. It’s all in the same record.
From close to order
When the deal is ready, you win it, attach the signed contract, and set the close date. From there, someone — deal desk, sales leadership, or accounting — reviews and generates the order.
That one action does two things automatically: it creates a subscription record and generates an invoice.
“Generating the order takes this opportunity and creates two things. One, it’ll create a subscription record for this customer, and it’ll also set up an invoice.”
Subscription and renewal, handled
The subscription record isn’t just for billing. It becomes the source of truth for the customer’s product history, terms, and revenue, and it feeds the renewal pipeline.
- Renewal opportunities get created automatically ahead of the end date, giving account management advance notice
- Subscription revenue is tracked month by month
- ARR dashboarding flows directly from the transaction: run rate, ACV, LTV, net retention, gross retention, subscription momentum
“There’s no separate spreadsheet being managed trying to keep an eye on who your active customers are, when the renewals are coming up. There’s no guesswork when it comes to calculating ARR.”
Why this matters
ARR figures are only as good as the data underneath them. When there’s no bridge between the opportunity in CRM and what’s in accounting, the numbers get soft, and net and gross retention in particular are easy to manipulate, even accidentally.
When the transaction itself generates the subscription, the invoice, and the renewal, that problem goes away.
Watch the full session
Full Transcript
Recent posts
