Revenue Management: #2 How to compute revenue?

 

In our previous post, we discussed the revenue recognition standards under IFRS 15 and ASC 606 and the five-step model. Now, let's examine three distinct business scenarios to see how the standards and model work in practice. This will help you understand the timeline and values, as well as the challenges that lie behind them. 

​

Scenario 1: One-time Product/Service Delivery

Imagine a custom furniture maker who takes an order in January and is paid $5000 up front for a handcrafted wall hanging that will be delivered in March. Applying the five-step logic from the previous post, the performance obligation here is fulfilled only when the wall hanging is delivered. That means the $5000 sits on the balance sheet as unearned/deferred revenue until March (promised delivery), and computation for a one-time product or service is simple. Record $5000 as recognized revenue in March in one short.

Service	Handcrafted Wall Hanging
Month	Deferred Revenue	Recognized Revenue
January	$5000	$0
February	$5000	$0
March	$0	$5000

 

Scenario 2: Subscription-based Services

Let's picture an online training application that charges $120 for a 12-month training, paid upfront in January. The seller's obligation is to provide sessions once a month. The computation here is straightforward. $120 / 12 = $10 per month. Recognition happens each month as the service is delivered throughout the subscribed period.

Service	Online Training Application
Months	Deferred Revenue	Recognized Revenue
January	$110	$10
February	$100	$20
March	$90	$30
April	$80	$40
May	$70	$50
June	$60	$60
July	$50	$70
August	$40	$80
September	$30	$90
October	$20	$100
November	$10	$110
December	$0	$120

 

Scenario 3: Hybrid Model

Consider a marketing agency that sells a $5000 package made up of two components: a $2000 website redesign, which will be completed in two months, and $3000 of social media management spread across six months. Under the five-step approach, there are two obligations, and while recognizing the revenue, recognize each portion as its obligation is satisfied.

​

While computing, $2000 is recognized fully in the second month as and when the website goes live, and $3000 will be divided for the six months and recognized at $500 per month. 

Service	Website Redesign		Social Media Management
Months	Deferred Revenue	Recognized Revenue	Deferred Revenue	Recognized Revenue
January	$2000	$0	$2500	$500
February	$0	$2000	$2000	$1000
March			$1500	$1500
April			$1000	$2000
May			$500	$2500
June			$0	$3000

 

The Real Challenge in Revenue Recognition

While these examples are easy to follow individually, businesses rarely operate with just one recognition rule or pattern. A software company might bill monthly for some services and yearly for others, and sell one-off onboarding sessions. A manufacturer might deliver large contracts in milestones while earning recurring revenue for maintenance contracts.

​
So, a single business may have a recognition period that is monthly, yearly, or sometimes quarterly. One can recognise revenue at the start of a specific service, and the other may decide to do it at the end of the period.   

Different recognition periods, billing cycles, start and end dates, upgrades and downgrades, and other contract amendments can easily make revenue recognition a nightmare for business stakeholders.

That's why businesses use revenue management tools like Zoho Billing to automate the calculation and gain accurate, detailed, and meaningful insights. These tools encapsulate the five-step model framework into repeatable calculations, so every contract is treated consistently and in compliance with global standards.

The next post'll show how a revenue management tool helps you configure recognition settings and turn these computations into audit-ready reports. 

• 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

• FSM integration with Books

  Hi, I have spent a few months working with FSM and have come across a critical gap in the functionality, which I find almost shocking....either that, or I am an idiot. The lack of bi-directional sync between Books and FSM on Sales Orders/ Work Orders

• web to lead

  Can anyone help me how to create web to lead from zoho marketing automation

• Introducing Workqueue: your all-in-one view to manage daily work

  Hello all, We’re excited to introduce a major productivity boost to your CRM experience: Workqueue, a dynamic, all-in-one workspace that brings every important sales activity, approval, and follow-up right to your fingertips. What is Workqueue? Sales

• Depositing funds to account

  Hello, I have been using Quickbooks for many years but am considering moving to Zoho Books so I am currently running through various workflows and am working on the Invoicing aspect. In QB, the process is to create an invoice, receive payment and then

• UI issue with Organize Tabs

  When looking at the organize Tabs window (bellow) you can see that some tabs are grayed out. there is also a "Add Module/Web Tab" button. When looking at this screen it's clear that the grayed out tabs can not be removed from the portal user's screen

• I created a signup form in Zoho Marketing Automation with the correct field mapping, but the data is not being reflected under Leads in Zoho CRM.

  web to lead from zoho marketing automation

• Pasted Images not being embedded in custom mail

  Hi, I'm making a custom report by email based on commentaries. I have the email ready, all working great except for images that are being pasted in the commentaries. Zoho deals with them as temp images and so it requires authentication to view them, something

• Kaizen #232 - Building a Ticket Escalation Mechanism from Zoho CRM

  Howdy, Tech Wizards! Picking up the thread from last week, we will continue our Zoho CRM and Zoho Desk integration. In Kaizen #231 - Embedding Zoho Desk Tickets in Zoho CRM, we built a Related List widget that displays open Zoho Desk tickets within the

• Inactive License for free account.

  I recently upgraded my Cliq subscription not my team (on the free version), are unable to login to their accounts. The error message received is Inactive License Looks like you have not been covered under the current free plan of users. Please contact

• Is Zoho Sites still actively being developed?

  Hello, Is Zoho Sites still actively being developed as part of the Zoho ecosystem? I noticed that the What's New page (https://www.zoho.com/sites/whats-new.html) does not show any updates since Q1 2025. We were considering migrating our website from Squarespace

• Deluge scripts

  Why is there not a search function to make it easier to find the script of interest when modifications are required.

• Zoho Sheet for Desktop

  Does Zoho plans to develop a Desktop version of Sheet that installs on the computer like was done with Writer?

• Zoho Books (and other Finance Suite Apps) - Clickable Item Name on Invoices and Reports

  Hi Zoho Books team, It would be really helpful if the Item Name on Reports were clicable to take me to the item. The same on Invoices, often I am looking at an invoice and I want to look at the deails of a product. A link here would be helpful to jump

• Zoho Books - Payment Gateway - Revolut

  Hi Books Team, My feature request if to include the popular platform Revolut as a payment collection option on invoices in Zoho Books. Please upvote if you are also looking for this option.

• Searching for an item from within an invoice should show any item containing the string, not just those that begin with the string.

  Hello, I've found myself becoming increasingly frustrated with the limited line-item seach when adding new items to an invoice. The problem is that the characters being typed are only being matched from the beginning of the item name.  This might be usable

• How to Rank Tables by Row Count in Descending Order

  I am trying to understand the consume of lines that grow up so fast in the last week. Is there any way to create a pivot table or query to get TABLE NAME LINES in descending order?

• Dealing With One-Time Customers on Zoho Books

  Hello there! I am trying to figure out a way to handle One-Time customers without having to create multiple accounts for every single one on Zoho Books. I understand that I can create a placeholder account called "Walk-In Customer", for example, but I

• Marking a meeting 'done'.

  I would like to somehow mark a meeting 'done' and placed under the contact's page rather than deleting it and having no record of it. Am I missing a button that does this?

• Feature Request: Render Markdown (.md) files in Zoho Cliq

  Hi, We regularly share Markdown (.md) files in Zoho Cliq. However, when we open these files in Cliq, the content does not render as Markdown—it displays as plain text. This forces us to copy/paste the content into an external Markdown viewer to read it

• Zoho Desk EU slow/unresponsive

  Has anyone else got issues with ZohoDesk today in the EU? It takes an age to come back and if you do start typing something and try and send or save it looks like it times out. We are also getting this pic. ot I can't see anything on https://status.zoho.eu/

• EU DC Partial Outage Resolved: A Detailed RCA

  Incident Summary Due to an overload on one of the nodes in the EU DC for Zoho Desk, the system was unable to handle the heavy load, causing a slowdown in requests and resulting in a partial outage for customers with data residing in that node. On May

• CRM Percent custom fields: When will it show the % symbol and behave like %?

  1. Actually Percent custom fields fail to show the % symbol. 2. When in formulas Percent fields work like number: 100 x 5% = 5 ideal world 100 x 5% = 500 what happens actually 3. When importing Percent fields the % symbol has to be removed and the data

• How to use OR when filtering using two fields

  I want to create return a list of Account Names by filtering on Field1 = "yes" OR Field 2 = "no" I can't see how to use the OR in the filter.

• Subforms and automation

  If a user updates a field how do we create an automation etc. We have a field for returned parts and i want to get an email when that field is ticked. How please as Zoho tells me no automation on subforms. The Reason- Why having waited for ever for FSM

• Xero Billing Data (22 instances) - Zoho (CRM) - Single Source of Truth For Client Data & Notes

  Hi - I’m trying to build out a CRM for a Single Source of Truth Currently I have 22 Instances of Xero (for legal entity purposes - can’t consolidate to one) How would I be best placed to do this? Is it possible to have all the Xero instances (22) → Consolidated

• Select CRM Custom Module in Zoho Creator

  I have a custom module added in Zoho CRM that I would like to link in Zoho creator.  When I add the Zoho CRM field it does not show the new module.  Is this possible?  Do i need to change something in CRM to make it accesible in Creator?

• New 2026 Application Themes

  Love the new themes - shame you can't get a little more granular with the colours, ie 3 different colours so one for the dropdown menu background. Also, I did have our logo above the application name but it appears you can't change logo placement position

• Zoho Expense - Bi-Weekly Report Automation

  Hi Zoho Expense Team, My feature request is to please include an option to automate creation of reports bi-weekly (every 2 weeks)

• PDF Generator Upgrade

  Hi Team, What will happen if I don't make any changes for existing template. Zoho just ask us upgrade but haven't tell the benefit. Zoho Corporation

• Zoho CRM Case Notes - Share to Customer

  Hi team does anyone know the Api to set a note, against a case, to shared with customer? i cant seem to find it  cheers 

• 500 internal server error on opening an iframe through a deluge script

  Hi Team I am trying to open an external url in an iframe through my deluge script which is associated to a custom button . By doing this i am getting an "Internal Server Error" . Please can you help me with this.

• Zoho CRM Quotes – Subform and PDF/Writer Limitations

  Hello, I am encountering the following limitations in Zoho CRM Quotes: Custom product images cannot be uploaded in the subform – the image upload field cannot be added; only the file upload field is available. File upload placeholders cannot be used in

• Strange behavior in CRM Number Field – Characters allowed but not "e"?

  Hi everyone, Has anyone faced this strange issue in Zoho CRM? In a Number field, it is possible to type some characters, but the character "e" cannot be entered. This was really surprising to me. Normally, a number field should restrict all characters

• No background for video recordings, no playback speed, can't even playback longer recordings - have to download…

  Hi. We utilize heavily video messages on Slack, but wanted to migrate to Cliq with Zoho One, however very basic yet very frequently used feature is missing: backgrounds for video recordings and playback speed. We were not happy with Slack's 5 minute limits

• Support inefficiency

  We have been asking for support for a minor adjustment for 12 days now and we haven't got a single viable resolution from support team despite there are 19 emails going between our HR team and various support emails from Zoho. 1. they do not understand

• Can I export to PDF in Zoho Learn

  I have seen help pages where export to pdf options are available but I do not see that option available from the application. I see that exprt is available in my free trial version but that is only to html pages. I need to be able to export my manuals

• Zia capabilities now available in the Professional edition announcement

  Hello all! The Professional edition now supports a broader set of Zia capabilities, enabling teams to bring AI into more of their everyday CRM work. From writing assistance and summaries to setup support, predictions, and recommendations, Zia can now

• Perfomance Management - Zoho People

  Hi team, I am looking for performance management data such as KRA, goals, feedback, appraisals, etc., in Zoho Analytics. However, I am unable to find these metrics while editing the setup. Could you please confirm whether these fields are available in

• Where Do I set 24h time format in Cliq?

  Where Do I set 24h time format? Thanks

• Send out follow-up email in the same thread (threaded conversations in individual emails) from Zoho CRM

  Hi, I'm new to Zoho. I'm trying to send individual emails to my leads one by one. And I'll send out follow up email if I don't hear back from them later. However, instead of sending a new email, I want to reply in the same email thread so that the recipients

• Next Page