Revenue Management: #1 What does it mean to "recognize" revenue?

Revenue Management: #1 What does it mean to "recognize" revenue?

Earning revenue isn't just about collecting cash from your customers. It's about recording the income correctly and consistently. Revenue recognition is the process of deciding when and how to record revenue in financial statements so that they reflect the true value after the goods or services are delivered.


Today's business models are more dynamic than ever. Subscriptions, long-term projects, bundled products, and usage-based pricing make it challenging to determine when a sale is truly earned.

We will be going through a series of posts on Revenue Recognition and how it works with different industries, starting with,

     What is revenue recognition?

     What are the principles behind the standards?

What is Revenue Recognition?

Revenue Recognition is an accounting principle that defines when and how businesses can record revenue in their books. It ensures revenue is reported only when the company has delivered the promised goods or service, not simply when a payment is received.

For instance, if a customer pays upfront for 12 months of service, the business cannot recognize all of that money immediately. It must recognize it gradually over the period the service is delivered.

To address these challenges, Accounting standards like IFRS 15 and ASC 606 were introduced.


What Do IFRS 15 & ASC 606 Say?

Both IFRS 15 & ASC 606 are closely aligned. They denote that companies must recognize revenue when they satisfy their performance obligation, that is, when they deliver the promised goods or services fully to the customer.

The core principle is:


Quote
"Recognize revenue to depict the transfer of promised goods or services to the customer in an amount that reflects the consideration to which the entity expects to be entitled."

To make this consistent across industries, these standards use a five-step model.


This model helps businesses recognize revenue accurately by following a structured process. Each step ensures that income is recorded only when a company truly earns it by delivering the promise.

Steps

Description

Example

Step 1: Identify the Contract with a Customer

Confirm there is a legal, enforceable agreement with clear payment terms and obligations.

A software company signs a 12-month service contract with a client with proper terms and a clear payment schedule.

Step 2: Identify the Performance Obligations

Break the contract into separate performance obligations that provide unique values.

Contract includes access to software, onboarding support, and monthly training. These are distinct services and are treated separately.

Step 3: Determine the Transaction Price

Calculate the total expected payment, including any discount, bonus, or other variables.

The total contract worth is $12,000, but the customer gets a discount of $1000 for an annual payment upfront. The transaction price becomes $11,000 in this case.

Step 4: Allocate the Transaction Price to the Obligation

Distribute the transaction pricing across the performance obligation based on their standalone selling prices.

If software is usually sold for $9,000, support for $1500 and training for $1500, the $11,000 will be proportionally allocated to each of these.

Step 5: Recognize Revenue When (or As) Obligations Are Satisfied

Revenue is recorded either over time or at a point when the customer gains complete control of the product or service.

In case of software licensing and implementation, the revenue is recognized monthly over 12 months, but the onboarding is recognized as and when it's delivered.

 

This single contract shows how IFRS 15/ASC 606 helps businesses handle complexity like discounts, variable consideration, multiple deliverables and other aspects in recognizing revenue.

Ultimately, these standards require companies to:

Notes

    • Recognize revenue only when the performance obligation is met.

    • While selling services and goods together, consider them as individual deliverables.

    • Allocate the total contract value fairly across all deliverables.

    • Adjust discounts, bonuses, and other variable pricing.

    • Provide an audit-ready document for how and when revenue is recognized.

The bottom line of revenue recognition is straightforward. But while computing, it doesn't look the same when you are dealing with different billing models and while handling hundreds of contracts/transactions.

In the next post, we'll look at where computing revenue recognition gets tricky with some real-time business scenarios. 
    • 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

    Nederlandse Hulpbronnen


      • Recent Topics

      • Collections Management: #5 Convenience on Offer, using Self-Checkout

        "Is this the right page? Oh, now, it wants my address again. Why am I being redirected?" These were the exact thoughts running through Karan's mind as he tried to subscribe to an application he genuinely liked. He clicked "Buy Now", expecting a quick
      • Uploading a signed template from Sign to Creator

        Good day, Please help me on how to load a signed document back into Creator after the process has been completed in Sign. Below is the code that I am trying, pdfFile = response.toFile("SignedDocument_4901354000000372029.pdf"); info pdfFile; // Attach
      • Tip #50- A Closer Look at the Unattended Access Dashboard- 'Insider Insights'

        Having complete visibility and quick access to everything you need certainly makes managing multiple remote devices a lot easier, and that is precisely what the Unattended Access Dashboard in Zoho Assist is designed to offer. Once you go to the Unattended
      • Zoho CRM Portal User Timeline History Unavailable

        Hi Support Team, We have noticed a feature limitation in the Zoho CRM portal. We created a portal for our vendors to edit records directly, but when vendors make updates, the Modified Time and Date fields are not being updated. Additionally, these updates
      • New in Smart Prompt: Record Assistant for contextual assistance, and support for new AI models

        Smart Prompt helps teams stay informed and move faster by providing relevant suggestions where work happens in CRM. With this update, Smart Prompt becomes more adaptable to your organization’s AI preferences. You can now choose which Large Language Model
      • Almost all Flows are being queued

        A few days ago I saw one of my Flows status was Queued. This was the first time this had ever happened. Now, almost every Flow that triggers is Queued for at least a few minutes. If I re-trigger the Flow (which causes separate problems) they sometimes
      • Zoho Map integration tasks have changed - you need to "Locate all instances of Zoho Map integration tasks in your Deluge scripts by searching for the v1 marker... before 16 January 2026"

        Details of an issue specific to Zoho CRM + Deluge Functions (originally posted in this forum) can be found here: https://help.zoho.com/portal/en/community/topic/zoho-map-integration-tasks-have-changed-you-need-to-locate-all-instances-of-zoho-map-integration-tasks-in-your-deluge-scripts-by-searching-for-the-v1-marker
      • How to update custom multi-user field in Zoho Projects?

        I'm trying to update custom multi-user fields in Zoho Projects via a Deluge function in CRM. The code I have so far is below. It works for updating standard project fields and single-line custom fields, but it does not work to update multi-user fields.
      • Tip of the Week #75– Manage your social media messages from a single shared inbox.

        Are you tired of jumping between apps or browser tabs to reply to your business's Facebook and Instagram DMs? Handling customer messages on social media might seem simple, but switching between multiple platforms can easily lead to lost messages, duplicate
      • Zoho Map integration tasks have changed - you need to "Locate all instances of Zoho Map integration tasks in your Deluge scripts by searching for the v1 marker... before 16 January 2026"

        The Zoho Map deluge integration task has been changed (as at 21 October 2025) to provide a more structured, JSON-like response. This change affects all three Zoho Map integration tasks (Geocode, Reverse Geocode, and Distance Between). More details can
      • Using files from Zoho CRM in Gemini/ChatGPT/Claude

        Hi all, I’ve got subscriptions to Gemini and a few other AI tools which I use for tasks like data enrichment, email composition, etc. In our workflow, we often receive various documents from clients — such as process workflows, BRDs/requirement documents
      • Zoho Analytics & Zoho Creator - Modified Time value

        I'm trying to use the Zoho Creator system field 'modified time' in Zoho Analytics, but it's consistently showing 12 hours 'out' In Zoho Creator In Zoho Analytics Is this a constant difference that I just need to correct with a timezone change - or is
      • Zoho CRM - Option to create Follow-Up Task

        When completing a Zoho CRM Task, it would be very helpful if there was an option to "Complete and Create Follow-Up Task" in the pop-up which appears. It could clone the task you are closing and then show it on the screen in edit mode, all the user would
      • Portal For Different Apps

        I found some older threads on this but didn't see anything very recent. I'm new to Zoho One so forgive me if my terminology is off a bit. I was hoping set up a single point of entry into Zoho One. So, many of the apps could be found in one single place
      • Calls undetected

        Zoho Voice records indicate my last call ended at 6:00 PM. All incoming and outgoing calls occurred between 6:00 PM and 7:00 PM.
      • Send Zoho Forms Link using Zoho CRM Email Templates

        I have set up Zoho Forms and CRM integration to pre-populate data from Zoho CRM to Zoho Forms. The setup is working fine. I have also created an email template in the Zoho CRM deals module to send Zoho forms links. So when I send an email using that template
      • Zoho Projects - Project Details on the Project Menu

        Hi Project's team, I've helped may businesses setup and use Zoho Project and one thing I see time and time again is confusion on where to find the Project Details information. I would be much more intuitive if Project Details was on the menu before Dashboard.
      • Introducing WhatsApp integration in Bigin

        Greetings! In today's business landscape, messaging apps play a significant role in customer operations. Customers can engage with businesses, seek support, ask questions, receive personalized recommendations, read reviews, and even make purchases—all
      • Zoho CRM Portal Field Level Permission Issue

        Hi Support Team, I am using the Zoho CRM Portal and configuring field-level editing permissions. However, we are unable to restrict portal users from editing certain fields. We have created a portal and provided View and Edit (Shared Only) access for
      • Zia Conversation Summary: Context at a glance for every customer interaction

        Hello everyone! Every customer conversation tells a story—but in CRM, that story is rarely in one place. A sales rep moving between multiple leads has to reopen long email threads, check call remarks, and revisit meeting notes just to remember what was
      • Zoho Projects - Show Task List as dropdown field on Task records

        Hi Project's Team, I noticed today that there is no field on a task record related to the task list it belongs to. A dropdown would be helpful for quickly moving tasks between lists while in a task. I know that you can go to "Other Actions" and choose
      • Changing the Default Search Criteria for Finding Duplicates

        Hey everyone, is it possible to adjust the default search criteria for finding and merging duplicate records? Right now, CRM uses some (in my opinion nonsensical) fields as search criteria for duplicate records which do nothing except dilute the results.
      • My followed tickets extension is not working under the All departments view

        Hi. I've installed the My followed tickets extension. However, when I try to open the extension under the all departments view, I get the following message: 'Sorry, this extension is not supported in the All Departments view.' How can I solve this p
      • Ticket Time Entry to Timesheet

        The title just about sums it up. I have searched here and not found anything relevant, but If I overlooked, then please set me straight.  We have staff that do nothing but close tickets in desk all day long. These tickets represent their timesheet. Is there a way to have this information sync or for a tech to go into their timesheet themselves and sync it with their tickets of the same timeframe?? We waste a ton of time doing timesheets and the old "Clock in/Clock out" isnt detailed enough for us!!
      • Calls undetected.

        The call is not showing on the call log.
      • Calls undetected

        Zoho is not reading calls made.
      • Multi-currency and Products

        One of the main reasons I have gone down the Zoho route is because I need multi-currency support.  However, I find that products can only be priced in the home currency, We sell to the US and UK.  However, we maintain different price lists for each. 
      • Archiving Contacts

        How do I archive a list of contacts, or individual contacts?
      • How to add to Subforms via Zapier with Zoho Writer?

        I have the following layout for a Zoho Writer Document. As you can see there is a repeating subform taking in "Items". I am trying to make a Zapier integration with it, and I can see there is 1 field saying: "Items", but it does not specify how I'm supposed
      • Zoho Books | Product updates | November 2025

        Hello users, We’ve rolled out new features and enhancements in Zoho Books. From translating email notification templates to the new transaction locking restrictions, explore the updates designed to enhance your bookkeeping experience. Making Tax Digital
      • Missing information data Zoho inventory

        there some missing data in Zoho inventory connection. pick list stock counts bin location we have requested it via mail and the support team doesn’t gove feedback. has anyone achieve to get these info or to ask other ya les
      • Calendar Events Issues

        Not able to view scheduled events on my calendar
      • Extensions 101 webinar series: Build, integrate, and monetize with extensions

        Attention developers! Are you ready to take your extension development skills to the next level? We're excited to bring back the Extensions 101 webinar series with an expanded lineup of Zoho products and an introduction to more platform features. Last
      • Custom Related List Inside Zoho Books

        Hello, We can create the Related list inside the zoho books by the deluge code, I am sharing the reference code Please have a look may be it will help you. //..........Get Org Details organizationID = organization.get("organization_id"); Recordid = cm_g_a_data.get("module_record_id");
      • Where are recordings stored?

        I have hosted a couple of test meeting, used the "record" button to start and stop the recording but I am unable to find where are those recordings saved?  Can anybody help? Thanks
      • Zoho Desk's integration with Microsoft PowerBI delivers advanced analytics insights

        Hello everyone, Gaining advanced insights through reports and dashboards is one of the critical requirements of every business. In addition to key metrics tracked in Zoho Desk, such as agent performance, SLA adherence, and ticket lifecycle, businesses
      • Create static subforms in Zoho CRM: streamline data entry with pre-defined values

        Last modified on (9 July, 2025): This feature was available in early access and is currently being rolled out to customers in phases. Currently available for users in the the AU, CA, and SA DCs. It will be enabled for the remaining DCs in the next couple
      • IMAP error message in Zoho mail

        I cannot send emails today. Everything fine for years until today. Get a message: "You are yet to enable IMAP for your account. Please contact your administrator". Does anyone know how to correct this?
      • Enhancements to Zoho Map integration tasks

        Hello everyone, We're excited to announce enhancements to the Zoho Map integration tasks in Deluge, which will boost its performance. This post will walk you through the upcoming changes, explain why we're making them, and detail the steps you need to
      • IMAP stopped working today

        Hello! I've been a paid customer for more than 10 years, IMAP was always working fine. But today this is the error I've got on my iPhone: I've tried toggling the IMAP for my account (Mail -> Settings -> Mail accounts) off and on again, but that did not
      • Next Page