Hold and Release Breakdown

Hold balances are created when a deal is not paid in full during the period it was originally processed. In other words, if a deal was imported in January, but the payment to the rep is not released in the January period, it creates a hold. Within Express, there are five Types of Holds:

When a deal is paid out is determined in section D of the payment rule, but how often a deal is paid can be decided in section E. To set up the frequency of payment go to:

1. Plan > Edit Plan > Define: Payment
2. Select the plan and payment rule
3. Go to section E, "How Frequently Do You Pay This Payment"
4. Select either a System Hold or "On Multiple Events"

System Holds: 

The system considers all five types of frequencies as holds. This includes Monthly. System holds are held on the backend and cannot be altered via the Holds Tab. 

Monthly: Monthly holds can be considered holds that are being held and released in the same period. 

Quarterly: All quarterly holds are released in Month 3 of the quarter. Admins can decide to:

Calculate MONTHLY & show earnings each month of the quarter: This will show the payout for the user under "Hold Balance" and "Earnings" on their Dashboards and Admin Payment Tab for Month 1 and Month 2. This is only if a payout is earned (as determined in section F of the payment rule). 

Calculate QUARTERLY & DON'T show earnings monthly: This will show the cumulative payout for Month 1 - 3 in Month 3 only (if earned). Both the Admin and user will not see any hold balance/earned amounts in the Dashboard or Payment Tab until Month 3. 

NOTE: If a payment rule is set up as quarterly in Month 2, it will still payout at the end of each quarter.

Semi-Annually: Semi-Annual holds are released twice a year. In Month 6 and Month 12. Admins can also decide to:

Calculate MONTHLY and show earnings each month: This will show the payout for the user under "Hold Balance" and "Earnings" on their Dashboards and Admin  Payment Tab for Months 1 - 5 each period. This is only if a payout is earned (as determined in section F of the payment rule). 

Calculate SEMI-ANNUALLY and DON'T show earnings monthly: This will show the cumulative payout earned for Months 1 - 6 or Months 7 - 12 in Month 6 or 12 respectively (if earned). Both the Admin and user will not see any hold balance/earned amounts in the Dashboard or Payment Tab until Month 6 or 12.

NOTE: If a payment rule is set up as semi-annual in Month 3, it will still payout once in Month 6 and once in Month 12 (if the payout is earned).

Annually: Annual holds are released in Month 12 of the fiscal year. Admins can also decide to:

Calculate MONTHLY & show earnings each month of the Year: This will show the payout for the user under "Hold Balance" and "Earnings" on their Dashboards and Admin Payment Tab for Months 1 - 11 each period (if earned). This is only if a payout is earned (as determined in section F of the payment rule). 

Calculate ANNUALLY & DON'T show earnings monthly: This will show the cumulative payout earned for Months 1 - 11 in Month 12 (if earned). Both the Admin and user will not see any hold balance/earned amounts in the Dashboard or Payment Tab until Month 12.

Another way to think of it is:

On Multiple Events:

You will have a choice of selecting Prorated, Milestone, Scheduled, or Hybrid holds.

Event Name: Event Names are used to trigger the release of the hold for a deal. This is case and character-sensitive. 

Line One (i.e. Event Name 1): This represents when the hold is generated. In other words, when the deal date is. If a deal date is in the March period, line one refers to the deal as of the March period. 

Line Two (i.e. Event Name 2): This represents the second trigger. When using Event Names there is a minimum of two events. This too is case and character-sensitive.

Description (Optional): This is the description of the first, second, and other sequential Events that may occur. If you have more than two Events, you have the option of adding a description on the upcoming events. For reporting, this will only appear in the XCReleaseResults report once a hold has been released. This is not the case or character sensitive 

Percent: The percent column shows the attainment percentage that will be released. Attainment is determined in the Credit Rule. 

Qualifiers (Optional): Qualifiers can be added if needed. Different percentages can be given per qualifier. 

Prorated Hold: These holds are based on the credit amount. If a user has been given 10,000 in credit for a deal, with an earned amount of $100 and an Admin wants to pay 10%, they will need to enter in 1,000 for the prorate. Learn How to Release Holds.

To set up a prorated hold:

1. In section E of the payment rule, select "On Multiple Events" > Edit Rule
2. Select "Prorated" 
3. For each line item, enter the Event Name. Only two Event Names can be entered and are needed. The second line will be used to release the prorate hold each time.
4. Input the percentages of the deal amount to be released for each row. Typically, for prorate holds, 0% is held initially and the remaining balance is released as needed.
5. Add qualifiers if needed
6. Click Save/Close

Milestone Hold: A predetermined percentage is released first in the period of the deal date. Then the remaining percentage is released when a second milestone is met. These holds do show under the Holds tab in Express. The percentage amount that is released cannot be changed. Learn How to Release Holds.

To set up a Milestone:

1. In section E of the payment rule, select "On Multiple Events" > Edit Rule
2. Select "Percent at each milestone" 
3. Click the Add Row button to add the necessary number of rows in accordance with the number of times the payment needs to be broken up for release. 
4. For each line item, enter in the Event Name and Description (optional)

   NOTE: The Event Name is case and character sensitive that has to be unique from each other.

   For Example:
   If the deal came in on March 2020, it will be release 0% (hold the entire amount) on the first event, Order.

   Bookings will be the next event that will trigger the release at 100%.
   - If you had another row for another milestone, it will need to be unique from the previous event, like Bookings #2.

5. Input the proper percentages of the deal amount to be released for each row
6. Add qualifiers if needed
7. Click Save/Close

Scheduled Hold: This is a pre-determined release. The percentage amount that is released cannot be changed. For example, you want to release 8.33% over 12 periods. The Schedule Release will do this automatically. These holds will show under the Holds tab in Express.

To set up a Specific Scheduled:

1. In section E of the payment rule, select "On Multiple Events" > Edit Rule
2. Select "Based on a Specific Schedule" 
3. Click the Add Row button to add the necessary number of rows in accordance with the number of times the payment needs to be broken up for release
4. For each line item, select the Year in which you want that percent of the payment to be released
   - Year #2 refers to next year and Year #3 would refer to two years from the Deal Date of the deal
5. Additionally, you will select the Period in which the payment is to be released.

   NOTE: The Period chosen is relative to the Deal Date it was closed and initially ran through the system

   For Example:
   If the Deal Date is March 2020, Period #1, refers to March and not the first month of the fiscal year
   Year #1 - Period #2 = April 2020
   Year #1 - Period #3 = May 2020
   Year #1 - Period #4 = June 2020
   Year #1 - Period #5 = July 2020
   Year #1 - Period #6 = August 2020

6. Input the proper percentages of the deal amount to be released for each row
7. Add qualifiers if needed
8. Click Save/Close

Hybrid Hold: This is a combination of Milestone + Prorate OR Milestone + Schedule. You can add in as many milestones as you would like and a single prorate option or multiple milestones and multiple schedule events until the 100% held has been paid out. 

For example, you can have the release rule set up to show:

These holds do show under the Holds tab in Express.

To set up a Hybrid Rule:

1. In section E of the payment rule, select "On Multiple Events" > Edit Rule
2. Select "Hybrid" 
3. You will always need to start with a Milestone. You can click the "Add Milestone Event" and add as many Milestone events as you would like and the addition of one event for "Add Prorate Event" or multiple events for "Add Schedule Event". Only one of the options can be combined. The combinations can be:

   Milestone + Prorate

   Milestone + Schedule

   NOTE: You cannot have the combination be Schedule + Prorate or Prorate than Milestone. The order must be Milestone first and then Prorate or Schedule.

   If you require it to first be Prorate and then Milestone or Schedule, it is better to break out the release into two different rules. 

4. For each line item, enter in the Event Name and Description (optional)

   NOTE: The Event Name is case and character sensitive that has to be unique from each other.

5. Add qualifiers if needed. 
6. Click Save/Close 

Automation:

If you want to automate your Prorate or Milestone releases from Salesforce, you will need to create a Release Mapping.