Revenue Management: #8 Revenue Recognition in Educational & Training Institutions

Educational Institutions and training centres typically collect course fees at the time of enrolment, sometimes for a one-day workshop and sometimes for a year-long certification course. You might also charge separately for course materials or evaluation. But when can you actually recognize that income? Would you be able to recognize it on payment? Spread it across the course period? What happens if a student cancels midway?

How do institutions manage revenue when learning is delivered over time?

Revenue Recognition Scenarios in Education & Training

Education institutions and training providers often deal with varying course durations, delivery models (online, in-person, hybrid), and fees collected upfront. Though the five-step revenue recognition model remains constant, the timing and allocation of revenue depend on the learning service's structure. Here are common revenue recognition scenarios for this industry:

Upfront Free for Long-Term Course

When a learner enrols in a course that runs for several months and pays the full fee in advance, the institution cannot recognize the entire amount immediately. Instead, the revenue should be spread out across the period the training is delivered.

Example: A $6000 certification course runs for 6 months. Revenue should be recognized at $1000 per month during the course period.

Short-Term Workshops & Seminars

For one-day or short-duration workshops, revenue can often be fully recognised once the sessions are delivered, assuming there is no refund window.

Example: A $500 weekend workshop is recognized on the day it occurs.

Course Materials & Exams

Institutions that charge separately for materials, exams, or certification must split those payments and recognize those amounts individually.

Example: $1200 total course fee, including $900 for training for three months and $300 for materials. Revenue should be recognized $300 upfront and $300/month for three months.

Cancellation, Refunds, and Attendance-Based Pricing

Refund policies and partial completions must be factored into recognition. If a student drops out after 1 month of a 3-month course, only one-third of the revenue should be recognized unless a refund is issued.

Example: A $900 course is cancelled after 1 month. You must recognize $300 and defer or refund the rest based on the policy. Credit note will be created, and the deferred $600 will be reversed to the customer as credits or issued a refund.

These scenarios show that educational institutions must align revenue with actual learning delivery and not merely based on fee collection. Automating this alignment avoids revenue overstatement and ensures compliance.

Scenario :

A training company signs up a student for a three-month Data Analytics certification program for a fee of $3000. The payment is made in full at the start. The course includes three months of training and $600 worth of course material.  

Zoho Billing for Education Institution Revenue Recognition

Zoho Billing enables learning platforms to automate revenue recognition by setting up roles that separately reflect course delivery and service components.

For the above scenario, you can configure the recognition rule as follows,

Component	Recognition Frequency	Recognition Method	Recognition Time
Course Material	Once	One-Time (Daily)	Period Start
Training Session	Monthly	Evenly Distributed	Period Start

 

Although $3000 is collected upfront, only $600 for the course material can be recognized immediately according to the performance obligation. The remaining $2400 will be spread evenly across the three-month training period.

Reports in Zoho Billing

i) Recognized Revenue Report

Two months into the course, the course material is delivered, and one month of training is pending.

Component	Recognized Revenue	Description
Course Material	$600	Recognized fully at the start
Training Session	$1600	out of $2400 for two months of training given
Total Recognized	$2200	Recognized in two months

 

ii) Deferred Revenue Report

After two months, it will be left with the training session payment alone as deferred.

Component	Deferred Amount
Course Delivery	$0
Training Session	$800
Total Deferred	$800

 

iii) Revenue Waterfall Report

Month	Course Material	Training Session	Total
Month 1	$600	$800	$1400
Month 2	----	$800	$800
Month 3	----	$800	$800
Total	$600	$2400	$3000

 

Best Practices for Education Institution Revenue Recognition

• Separate Instructional & Non-Instructional Items: Classify course material, training, certification, and exam components distinctly
• Align Revenue with Course Delivery: Ensure the recognition rule is set based on course delivery and that the revenue is recognized when the student receives the instruction.
• Set Return/Refund Policy Clearly: Establish a clear policy and terms to account for students who drop out or cancel courses after signing up.
  

 

Up Next: Revenue Recognition in Media & Publishing

• Topic Participants

• Hari Hara Sudhan. S

  

• Sticky Posts

• Community Learning Series | Digest #5 — September 2020

  Dear customers, We're happy to bring you the September edition of our #CommunityDigest! Keep track of your subscription KPIs right from your smartphone: Last month, we enhanced our Android mobile app to help our customers get daily updates on their business health. We got to know from a lot of customers that this has made their job much more easier because they no longer have to keep a reminder to manually check on the previous day's revenue or activations. If you have not downloaded it yet, here's

• Community Learning Series | Digest #4 - August 2020

  Dear customers, We hope you're staying safe and healthy. I'm happy to bring you the fourth edition of our #CommunityDigest with some brand-new updates from us. 1. Daily Business Updates (for Android users) The Zoho Subscriptions Android app has got a cool new update: You can now get a push notification to your smartphone that lets you know how many activations and cancellations have taken place, and what's the net revenue for the previous day. The best part is, you can tell the app when exactly you

• Community Learning Series | Digest #3 - July 2020

  Dear customers, We hope you're staying safe and healthy. We're glad to bring you the July edition of our #CommunityDigest. New community members can view our previous newsletters here. This time, we have two major updates and three interesting topics for you: 1. Zoho Subscriptions Developer Community Since the inception of Zoho Subscriptions, our team believed that the recurring billing platform we provide should be able to offer an extensive API library that empowers businesses to automate most

• Introducing: Community Learning Series | Digest #1 - May 2020

  Dear customers, We hope you are staying safe and healthy. Helping businesses manage their customer subscriptions more efficiently has always been, and always will be, our goal at Zoho Subscriptions. We strongly believe this is possible if we grow together as a community and share what we know with each other. To nurture this shared learning experience, here is our brand-new Community Learning Series! ​ Welcome to the first edition of our digest! Each edition of our community digest includes guides

• Recent Topics

• Power of Automation :: Implementing Deadline-Based Task Scoring with Custom Fields

  Hello Everyone, A custom function is a software code that can be used to automate a process and this allows you to automate a notification, call a webhook, or perform logic immediately after a workflow rule is triggered. This feature helps to automate

• Zoho Forms - Subform Integration with Zoho CRM?

  I created a form in Zoho Forms that includes a sub-form for information that I want to integrate with the CONTACTS module. I am unable to find a way integrate/map the fields in the sub-form with the Contacts module in Zoho CRM. Is there a way to do this

• Filter by user in Pivot Chart

  I have a Pivot chart where the data should be filtered by user. The user enters the system and should see only the data that correspond to it. Can anyone help me?

• Is ZeptoMail Still Supported? No Response to API Query in Over a Week

  Is ZeptoMail Still Supported? No Response to API Query in Over a Week I’m posting here to express my growing frustration and concern over the lack of professionalism I’ve experienced with Zoho's ZeptoMail support. On July 21st, I received a response asking

• Add ID to the recycling bin page

  Feature request to add the ID to the recycling bin page. This would be helpful for reference when trying to recover things. This is the long zoho ID for each item. - ticket ID - contact ID - account ID - etc.

• Remove System Defined Ticket Layout

  Hi ZohoDesk, I have created a new Ticket Layout and made it the default and I want to remove the original default one so there is only one to choose from. It won't allow me to do this, or go into the options and take the tick out of the show in Help Center.

• ZOHOLICS Japan 2025 開催のお知らせ

  ユーザーの皆さま こんにちは、Zoho コミュニティチームの中野です。 年に一度の自社最大イベント、「ZOHOLICS Japan 2025」（ゾーホリクス）の開催が決定しましたので、こちらでお知らせします。 今年の開催回は、特別ゲストやZoho のエキスパートが、 最新のDX事情や皆さまのビジネスプロセス改善、業績アップのヒントとなる情報をお届けします。 Zoho コミュニティからは、Zoho Championの西尾さん（@西尾　真言）、 コミュニティアンバサダープログラム（ZCAP）メンバーの箕輪さんにご登壇いただき、

• Unable to connect Zoho Learn to other Zoho Tools

  Hello Zoho, Can you work on Zoho Learn. I am unable to connect it with other Zoho tools like Zoho people or even Zoho SalesiQ. This is needed, especially if I am connect Ai to my systems. Please work on connecting your applications better, especially

• Chatbot for Urdu language

  Hello, I have successfully set up Zoho Desk and integrated it with Moodle using ASAP. I am now looking for a chatbot that supports the Urdu language to enhance student support. My goal is to enable the chatbot within ASAP so that students can ask questions,

• Multi Level Hierarchical Query

  Hi guys I have a situation where i am trying to extract the descendants of a particular entry. So long story short, i have the Account table with Agency (A) id = 1, and that has child Agency (B) id = 2. This child agency (B) has a child agency (C) id

• AI-Powered Grouping and Tagging of Related Issues and Tasks in Zoho Projects

  Dear Zoho Projects Team, Greetings, We would like to suggest a feature that would greatly enhance how we manage feature requests and bug reports submitted through the Zoho Desk to Zoho Projects integration. Use Case: Our support agents handle customer

• How to change side bar from dark mode to light mode?

  The side bar on the left side in workdrive doesn't appear to have a way to fix it from dark mode - is there a way to? I can't read in dark mode without excessive headaches, and I would really like to be able to see while I have workdrive open, as workdrive

• How to see history on Bulk send of Customer Statements

  Hi, We bulk send statements to customers every month via Books - every month we have customers emailing requesting a statement. Currently I have no visibility on if a customer was sent the statement or not and if our process is being followed or overlooked

• How to add buttons elements in the Header

  I am trying to add CTA (Call to Action) buttons in the right side of the main navigation menu. This is a common practice for sites but I can't seem to figure this out for Zoho Sites. Is there a custom workflow that could be shared with me? 

• Automatic back up - Zoho Recruit, books, people,crm, analytics

  Hello, Has anyone found a good way of automatically backing up Zoho (CRM, expense, recruit, people, books, analytics).? I have found with tool that does, but it doesn't include recruit or analytics It's a bit annoying and time consuming having to go to

• delete departments on zoho desk

  I created test departments on zoho desk. how can i delete them now?

• Validation, checking if a file has been attached to the ticket

  A very useful option would be to allow checking, under specific conditions, whether the user has attached a file to the application, e.g., a bug report. Some applications require files to be attached, and the system could enforce this after the system

• AI & Zoho Recruit

  Hello, I guess we all are using AI in our personal and professional lives. Now, let's imagine. Recruitment is just a succession of stages and steps. For which step would you like to see AI implemented into Zoho Recruit ? I'll start : - Automatic translation

• Zoho Flow not handling Boolean properly

  Hi, I have a checkbox in one system that I'm trying to sync with a checkbox in Zoho CRM. The value from the source system comes in as blank (unticked) or 1 (ticked). I've written the following custom function to convert the output to either boolean false

• Quotes Module - import data

  Hello Zoho, is it possible to import Quotes records? I was trying and i have no results. Raport shows no data imported. Could you help me please how to do it?

• Balance Sheet - Zoho Analytics

  Hi Team, I’m looking to implement a feature that captures the conversion rate based on the filters applied. By default, it should fetch the most recent conversion rate, and when a filter (such as a timeline filter) is applied, it should return the conversion

• files sent will not open for recipient

  work files (done in writer) which previously opened will not open for the recipient

• Migration of Mails from Pipedrive

  Hi, so far the migration from Pipedrive to ZOHO works pretty good. For full completeness of the migration we miss all the mails linked to Deals, Contacts, Customers, ... What possibilities do we have to have Pipedrive fully migrated to ZOHO? Best Regards,

• Published sheets don't work anymore

  Hi, Published sheets don't work anymore. The display of values is very very slow and calculations are not displayed at all. Thanks!

• #1 Zoho Billing vs. Zoho Books: Which one should I choose?

  Managing your business finances isn't just about sending invoices. It's about keeping everything organized, accurate, and moving towards your organization's goals. At Zoho, we understand the complexity, which is why we offer two powerful yet distinct

• Is Zoho tables still being developed?

  Has this product been abandoned? I haven't seen any useful new features or stability improvements over the past six months or more. I think Tables is a great concept, filling a niche between spreadsheets and full database tools, but the current implementation

• How to connect oracle ADW with Analytics

  I want to add Oracle ADW as a data source in Zoho Analytics, but I couldn't find any relevant documentation. Can anyone suggest how to do it, or let me know if it's even possible? Thanks!!

• add attachments to automated emails?

  Hi, I'm looking for a way to have documents saved under an account, be grabbed and sent to an email address once a specific status has been updated.  For example we have a tab we've labeled as sales orders, when the status is changed to shipped, it emails the customer the tracking number and estimated delivery date.  I'd like it to also grab pdf docs (COA, BOL, etc) from that order and send in that email.   Currently we have to go into zoho change the status to shipped, then email all the docs to

• [Action Required] Zendesk - Zoho Analytics integration requires re-authentication

  Dear Zendesk integration users, Zendesk is transitioning to a new OAuth model that uses refresh tokens for improved security and stability (read more). As a result, all Zendesk users in Zoho Analytics must re-authenticate their Zendesk connections on

• Rerun Migration?

  I migrated a mailbox a few days ago, but didn't do the cutover on the MX records until today.  How can I rerun the migration to sync the mailboxes?  The old account has had a fair amount of activity since the first migration. I am used to other systems

• طلب حذف الدومين والمؤسسة من حساب zoho

  السلام عليكم، أود طلب حذف الدومين التالي من حسابي في Zoho، حيث لا يظهر لي خيار الحذف في لوحة التحكم: اسم الدومين: hudajstore.com البريد المرتبط: [contact@hudajstore.com] علمًا بأنني المسؤول عن المؤسسة، ولا أستخدم الدومين حاليًا، وأرغب في إلغاء ربطه وحذف

• Microsoft Outlook Add-in Update: Enhancing Efficiency for Recruiters

  We've released an update to the Zoho Recruit Microsoft Outlook Add-in, which brings a host of features designed to streamline your recruiting process and boost productivity. Let's delve into the details: Associate Emails with records in Zoho Recruit You

• New integration: Zoho Books + Zoho Forms

  Hello Zoho Forms community! We are thrilled to announce the addition of another integration that brings speed and efficiency to your financial workflows. Zoho Forms can now be integrated with Zoho Books! Here’s a quick rundown on Zoho Books! For anyone

• Witness Sign - Automation with Zoho Creator

  Hi there, I used to be able do automatically send a Zoho Sign document from Zoho Creator where each signer had one witness. The action code was as follows for each signer and witness:       // CLIENT eachActionMap1 = Map(); eachActionMap1.put("signing_order","1");

• Announcing: custom color palette + free workshop

  Hello everyone, We're excited to share new feature in Zoho Bookings—a color palette within booking page themes. You'll find this option under Manage Bookings > Workspaces > Booking Page Themes. You can customize the color of every element in your booking page and even alter the transparency of your background image. Please note that this is a paid feature included in the Basic and Premium plans. At the moment, it's available only under the Modern Web theme. This means you can create billions (7,

• Removing To or CC Addresses from Desk Ticket

  I was hoping i could find a way to remove unnecessary email addresses from tickets submitted via email. For example, a customer may email the support address AND others who are in the helpdesk notification group, in either the TO or CC address. This results

• Ability to Export Field Dependency Structure in Zoho Desk

  Hi Zoho Team, We’d like to request a feature enhancement in Zoho Desk that would greatly improve configuration management for organizations like ours: Requested Feature: The ability to export the full structure of Field Dependencies, especially for multi-level

• [URGENT] Allow reorder (drag&drop) of subform record

  Very simple user case: a wedding planning app where you want to send your client a form to fill with information about their wedding. Form includes some field for general purpose information and a subform for event pacing/schedule. Clients are invited to create a new row (When? - What? - Where? - Who?) for each thing happening during their wedding chronologically. Ex: When                  What 10h                      Something TBD                    Speech After speech      Yet another thing happening

• Departments in Zoho

  I'm trying to set up a department. It looks like Departments have been removed from Zoho One. Is there another option? We have our main account setup, but want to set up a separate small department that can't see our tabs.

• Add Timer for Agent Status Duration in Zoho Desk Dashboard

  Hello Zoho Desk Team, We hope you're doing well. We would like to submit a feature request to further enhance the agent status tracking functionality within the Zoho Desk Dashboard. 🎯 Current Functionality As it stands, Zoho Desk allows us to view the

• Next Page