Bookings Reporting SOP

A standardized process for reporting bookings, so teams stay consistent, avoid discrepancies from live CRM data, and work from one source of truth for reporting, forecasting, and performance reviews.

What is a booking?

A booking is a Closed Won opportunity for which a signed order form or contract has been received and reviewed by the deal desk. Bookings reflect committed revenue (ARR and one-time) whether or not revenue has been recognized.

Reporting process

Generate a monthly report. On the first business day of the month, RevOps exports last month's bookings from the CRM, including all Closed Won opportunities that meet the criteria below, and runs a data-quality review of close dates, ARR values, and product selections. Leadership across Sales, Customer Success, and Marketing receive the report.
Archive the report. Save the final version to a designated shared folder using a consistent naming convention (for example YYYY-MM Bookings (Final)). Do not re-export or modify reports after archiving; request access rather than regenerating.
Finalize on submission. Once the monthly operating report is submitted to leadership (typically within seven days after month-end), that month's bookings are final. After that point, make no CRM edits that affect historical bookings.

Correcting errors after finalization

Discrepancies found after finalization are corrected in the following month's report, for example by creating an offsetting opportunity with negative ARR to correct an overstatement, rather than editing the finalized period.

Report criteria

Filter to opportunity status Closed Won, close date in the target month, and the booking types below. Useful fields include opportunity name, owner, region, type, close date, products, ARR (converted), one-time (converted), total revenue, and source attribution. Always reference the archived snapshot, not the live CRM report, so historical values stay stable despite currency or field changes.

Booking type definitions

New logo: a net-new customer with no prior bookings.
Expansion (new location or unit): an existing customer adding a new site, unit, or business area.
Upsell: an existing customer buying additional products or modules beyond their current contract.

Renewals and churn recoveries are not included in standard bookings unless specifically segmented. "Converted" fields indicate values normalized to your base reporting currency at the time of booking.

Roles and escalation