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Bookings & revenue
New, expansion, and renewal
Splitting bookings by source: new logos, expansion of existing customers (upsell, cross-sell), and renewals of existing contracts. Each has different economics and usually different owners.
Owned by: Sales analystTest band: Sales analyst
In practice
Never let renewals inflate a "new business" number. A team hitting quota on renewals while new logos fall is a team that will miss next year.
The kind of thing the test asks
- Which is expansion bookings?