Revenue Management: #5 Revenue Recognition in SaaS
If you're building or running a SaaS business, you've probably encountered this. You get paid upfront for a subscription and a one-time onboarding fee, but you end up with confusion about when to consider it revenue. Can I book all of it now? Should I spread it out? What if the customer upgrades or downgrades midway?
How do SaaS companies manage revenue recognition and stay compliant?
Revenue Recognition Scenarios in SaaS
In the world of SaaS, a business's billing of its customers has a direct impact on how and when it recognizes revenue. While the five-step model stays the same, the application varies significantly depending on the contract structure, billing frequency, and delivery pattern. Below are the common real-world scenarios that define these differences.
Annual Contract Paid Upfront
Most SaaS companies bill customers annually or quarterly in advance. However, accounting standards do not permit revenue to be recognized when cash is received. Instead, the revenue must be recognized over time, as the service is delivered.
For example, a $12,000 annual contract with $1000 onboarding. $1000 will be recognized immediately during billing, and $11,000 is spread across 12 months.
Monthly Billing
Customers pay monthly for access. There is typically no deferred revenue, and revenue is recognized in the same month the service is delivered.
Example: $500 per month subscription recognized monthly as it is earned.
Bundled Pricing
A typical SaaS contract might include platform access, onboarding, training and support as a part of the contract that gets billing as a bundle. According to ASC 606 and IFRS 15, these are separate performance obligations. The business must allocate revenue to each and recognize it based on how and when each is fulfilled.
Example: A $10,000 contract includes $2000 for setup, $6000 for software access, and $2000 for support. Revenue is recognized based on the timeline of each deliverable.
Amendments & Discounts
Customers often switch plans mid-cycle, receive promotional pricing, or get billed based on the actual usage. These changes introduce variable consideration and require contract modification, revenue reallocation, and recalculations for the remaining service term.
Example: A new allocation and recognition schedule must be set up if a customer moves from a $1000/month plan to a $1500/month plan mid-year.
Usage Based or Tiered Pricing
Some businesses charge based on consumption. For instance, API usage, user access, data storage, etc., they charge the customer again as and when the upper cap is met. This means revenue cannot be recognized until the service is used. Businesses must track usage data and apply the prorated or usage-based revenue rule to stay compliant.
Example: $0.10 per API call. If a customer makes 10,000 calls in March, $1000 is recognized in that month.
These scenarios illustrate the diverse billing models in SaaS and their direct impact on revenue recognition timing. Businesses that manage multiple pricing plans, onboarding services, or usage billing must ensure their recognition strategy aligns with the service delivery. This is where automation becomes critical.
Scenario:You sign an annual contract worth $1,20,000 with a client. The client pays the full amount upfront. The contract includes $20,000 onboarding and $1,00,000 for uninterrupted access to the software for 12 months.
Zoho Billing for SaaS Revenue Recognition
Zoho Billing simplifies SaaS revenue recognition by allowing the finance team to define a recognition rule based on the product or service offered.
For this kind of business, the Revenue recognition rule should be set in the following way:
There are two deliverables here: one is Onboarding, and the other is software access.
| For onboarding | For Software Access |
Recognition Frequency | Once | Monthly |
Recognition Method | One-Time (Daily) | Evenly Distributed |
Recognition Time | Period Start | Period End |
Although the full payment is collected in advance, you cannot recognize the entire $1,20,000 as revenue immediately. Only the onboarding revenue of $20,000 is recognized in the first month. The remaining $1,00,000 must be recognized evenly over 12 months at $8,333 monthly.
Reports in Zoho Billing
If you look at the reports in Zoho Billing after three months of service rendering, you will see,
i) Recognized Revenue Report
Onboarding is complete three months into the contract, and three out of 12 months of application access have been delivered.
Component | Recognized Revenue | Description |
Onboarding | $20,000 | Fully recognized in Month 1 |
Software Access | $25,000 | $8333/month for 3 months out of ($1,00,000) |
Total Recognized | $45,000 | Recognized at the end of 3 months |
ii) Deferred Revenue Report
After three months, the company will have nine months of software access remaining.
Component | Deferred Amount |
Software Access | $75,000 (9 months x $8333) |
Total Deferred | $75000 |
iii) Revenue Waterfall Report
Months | Onboarding | Software Access | Total |
Month 1 | $20,000 | $8,333 | $28,333 |
Month 2 | ----- | $8,333 | $8,333 |
Month 3 | ----- | $8,333 | $8,333 |
Month 4 (upcoming) | ----- | $8,333 | $8,333 |
Month 5 (upcoming) | ----- | $8,333 | $8,333 |
Month 6 (upcoming) | ----- | $8,333 | $8,333 |
Month 7 (upcoming) | ----- | $8,333 | $8,333 |
Month 8 (upcoming) | ----- | $8,333 | $8,333 |
Month 9 (upcoming) | ----- | $8,333 | $8,333 |
Month 10 (upcoming) | ----- | $8,333 | $8,333 |
Month 11 (upcoming) | ----- | $8,333 | $8,333 |
Month 12 (upcoming) | ----- | $8,333 | $8,333 |
Best Practices for SaaS Revenue Recognition
- Disaggregate Contract Elements: Break down your subscriptions, onboarding, support, and other one-off deliverables as separate individual obligations.
- Use Automated Rules: Configure a Recognition Rule based on the billing method and avoid tracking them manually.
- Handle Modifications: Plan changes and upgrades should trigger reallocation of revenue.
- Monitor Revenue Waterfall: Visual schedules ensure predictable reporting and forecasting.
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'sCommunity 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 youCommunity 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 mostIntroducing: 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
Zoho Inventory Now Supports VeriFactu for Businesses in Spain
Starting from January 1, 2026, Spain requires real-time invoice reporting for all B2B transactions. From July 2026, this requirement will extend to B2C transactions as well. All reporting must be carried out through the VeriFactu to AEAT (Agencia EstatalSuggestion: Associating Assets with Company in Zoho FSM
Hello Team, I would like to share an idea based on practical experience. Currently, all assets in the Zoho FSM Asset module are linked to a specific contact person. I would like to know if it is possible to associate assets with a company instead. ThisFrom Zoho CRM to Paper : Design & Print Data Directly using Canvas Print View
Hello Everyone, We are excited to announce a new addition to your Canvas in Zoho CRM - Print View. Canvas print view helps you transform your custom CRM layouts into print-ready documents, so you can bring your digital data to the physical world withPresenting ABM for Zoho CRM: Expand and retain your customers with precision
Picture this scenario: You're a growing SaaS company ready to launch a powerful business suite, and are looking to gain traction and momentum. But as a business with a tight budget, you know acquiring new customers is slow, expensive, and often deliversDepreciated mergeAndStore Function Help!
Hello, I have a function designed to create a PDF containing information from the fields in a Deals record. There is a Writer Mail Merge template in WorkDrive that is populated via Deluge code, and a copy of the resulting PDF is then attached to the record.Why am I seeing deleted records in Zoho Analytics syncing with Zoho CRM?
I have done a data sync between Zoho CRM and Zoho Analytics, and the recycle bin is empty. Why do I see deleted leads/deals/contacts in Zoho Analytics if it doesn't exist in Zoho CRM? How can I solve this problem? ThanksEmployee self-service portal: Onboarding and continuous learning platform for support reps
Hello everyone, In any organization, employees must go through multiple courses to learn about the product, their organization's standards, and how to respond to customer queries using the knowledge base articles available. This typically requires completingEnhancements 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 toLet’s Talk Recruit: Meet Zia, your all-in-one AI assistant (Part-3)
Welcome back to the Let’s Talk Recruit series. In the part 2 post, we explored how Zia has evolved with smarter summaries and seamless AI-assisted content creation. This time, we’re diving into the latest upgrades that take productivity even further —AI Interview Insights: Turn Recorded Interviews into Quick Transcripts & Summaries
Evaluating interviews shouldn’t require replaying long recordings or taking manual notes. With AI Interview Insights, you can now review complete transcripts and AI-generated summaries of your One-way (Recorded) interviews right inside Zoho Recruit. ThisAnnouncing Early Access to "Zoho CRM for Everyone" — A new and exciting update to Zoho CRM
Update : Zoho CRM For Everyone's Nextgen Interface gets an upgrade! Hello everyone, We’ve updated the Zoho CRM for Everyone Nextgen interface based on your feedback. The UI is now simpler with a unified sidebar, a more visible global search and featuresUnable to verify domain for Zoho People
I have added TXT records in my DNS (GoDaddy) [screenshot attached], but unable to verify even after 12 hours after adding. On checking the console, it shows some errors [screenshot attached]. It appears that the verification flow is broken - please provideZoho Invoice Now Supports VeriFactu for Businesses in Spain
Starting from January 1, 2026, Spain requires real-time invoice reporting for all B2B transactions. From July 2026, this requirement will extend to B2C transactions as well. All reporting must be carried out through the VeriFactu to AEAT (Agencia EstatalZoho Billing Now Supports VeriFactu for Businesses in Spain
Starting from January 1, 2026, Spain requires real-time invoice reporting for all B2B transactions. From July 2026, this requirement will extend to B2C transactions as well. All reporting must be carried out through the VeriFactu to AEAT (Agencia EstatalWeekly Tips : Make your email content error free with Spell check in Zoho Mail
As someone who writes multiple emails a day, we are bound to make both grammatical and spelling errors. Most of them we may not even notice, and even if we do, we may not have the time to correct each one individually when we are in a hurry. So how doIntroducing Enhanced Storage Management
We’re excited to roll out two new enhancements in Zoho Recruit, Subscription Information and Storage Management — designed to give admins complete visibility into subscription details, feature limits, and storage consumption — all from one place insideHow to add Product Add-Ons, Mandatory Forms, and Auto-Save Address in Zoho Commerce
Hi all, I need help setting up several behaviors in Zoho Commerce. I can’t find the correct configuration options, so I want to confirm whether these are supported or if there is a workaround. 1. Product-Specific Add-Ons (Example: GWB Subscription) Whenhow to download all my files
We are in the middle of zoho docs to zoho workdrive migration. I can not access my zoho docs page. I get redirected immediately to a zoho workdrive page. I would like to download all my files so that I have a backup in case something goes wrong with theConvert Zoho Books SalesOrder - Invoice
Converting a Zoho Books Sales Order into an Invoice Using the SalesOrder Convert API Hello Zoho Developers, Today, we are sharing a simple and effective solution to convert a Zoho Books Sales Order into a Zoho Books Invoice using the SalesOrder ConvertZoho Expense - Report Templates
Hi Expense Team, I do a recurring trip once every week which has the same cost: Per diem Milage Toll Payment It would be great if there was a feature which allowed me to clone a previously submitted report or create a template reports. This would saveHow to add tabular data when execute Add Record API
Hi everyone! I was send api updateRecord follow by this request url : https://people.zoho.com/people/api/forms/json/<formLinkName>/updateRecord with parameters "inputData", "tabularData", "recordId". Ex picture below And response success: But. When ITip #51- Centralized Contact Management for Better Remote Support- 'Insider Insights'
For our final topic of November, we’re diving into one of the most helpful features in Zoho Assist, the Contacts section on Zoho Assist;s dashboard. Whether you’re managing multiple clients, tracking past sessions, or simply looking to streamline yourUsing gift vouchers
We would like to be able to offer a limited number of gift vouchers, of varying values, to our customers, and are looking for the best way to do this. We have looked at Coupons and Gift Certificates, but neither seem to fit the bill perfectly. Coupons:CRM Related list table in Zoho analytics
In Zoho Analytics, where can I view the tables created from zoho crm related lists? For example, in my Zoho CRM setup, I have added the Product module as a related list in the Lead module, and also the Lead module as a related list in the Product module.Option to Customize Career Site URL Without “/jobs/Careers”
Dear Zoho Recruit Team, I hope you are doing well. We would like to request an enhancement to the Career Site URL structure in Zoho Recruit. In the old version of the career site, our URL was simply: 👉 https://jobs.domain.com However, after moving toZoho CRM for Everyone's NextGen UI Gets an Upgrade
Hello Everyone We've made improvements to Zoho CRM for Everyone's Nextgen UI. These changes are the result of valuable feedback from you where we’ve focused on improving usability, providing wider screen space, and making navigation smoother so everythingSay Hello to Telephony in Zoho FSM
Zoho FSM now brings complete telephony support so your team can manage inbound and outbound calls without switching tabs. Faster responses, smarter routing, and total call visibility—all in one place. Choose the telephony setup that works for you Zoho’sZoho Sign - Zoho CRM extension upgrade
Hi everyone, We've updated Zoho Sign extension for Zoho CRM with significant internal changes. Impact on existing Zoho Sign extension users Users using the extension without customization If you are using the integration without implementing Zoho Sign'sIs there a way to create a desktop shortcut for a website course portal?
Hello everyone, I recently got a laptop and bought an online course from a website, Skillwint.com, which I visit regularly. I open that site many times a day and want to create a desktop shortcut so I can open it directly instead of searching in the browserManaging functions
Can someone let me know if there are any plans to improve the features for managing functions in CRM? I have lots of functions and finding them is hard. The search only works on the function name and the filter only works on function type. I have createdSent mail sort by date disappeared
Hello, We used to be able to sort the emails by date in the sent folder, but this feature has recently disappeared. Can we bring it back?When will it be possible to edit Subform records via either views or tabular reports?
Hey there, data maintenance often requires mass update of quite a lot of records. While this is a piece of cake via either List view or Zoho sheet view, the same cannot be carried out for subform records yet. When one of the two options will be made available?E-Invoicing in Belgium with Zoho Books
Starting January 1, 2026, Belgium is introducing mandatory electronic invoices (e-invoicing) for all B2B transactions between VAT-registered businesses. This means that invoices and credits notes must be exchanged in a prescribed digital format. How E-InvoicingE-Invoicing in Belgium with Zoho Inventory
Starting January 1, 2026, Belgium is introducing mandatory electronic invoices (e-invoicing) for all B2B transactions between VAT-registered businesses. Invoices and credits notes must be exchanged in a prescribed digital format. How E-Invoicing WorksEmployee ID is not correct in get records api V2 for leave
Hi Team, We are facing an issue when calling the Get Records API V2. The employee.id returned in the response is not the actual employee record ID in Zoho People. As a result, our integration is forced to make an additional Get Record API call for everyFormatting Mailing Labels
I want to use the "Print Mailing Labels" function on the drop down list, but I am not seeing a way to change the formatting on the mailing labels. At the moment, the information that appears on the mailing labels ARE NOT mailing addresses, but randomZoho People. Updating TabularData
I am trying to update tabular data in the record. I always have the same response. I have checked many times. Section ID is correct. May be something wrong with request structure itself. Can someone help me. Body content type: form urlencoded query paramsCanvas View - Print
What is the best way to accomplish a print to PDF of the canvas view? Latest update (27th November 2025): We are excited to announce that the Canvas Print View is now available! We encourage you all to try it out and share your feedback with us. LearnNew to automation - please help
Hi there! We are new to automations in Zoho. We built out one automation campaign and it seems to be firing off for some people but others not. Please advise what's the best practice or if anything we should tweak. Thank you so much!E-Invoicing in Belgium with Zoho Billing
Starting January 1, 2026, Belgium is introducing mandatory electronic invoices (e-invoicing) for all B2B transactions between VAT-registered businesses. Invoices and credits notes must be exchanged in a prescribed digital format. How E-Invoicing worksNext Page