Count the renewal at the prior contract value and the expansion as the incremental increase — never the combined new contract value as new business. Two records, two amounts, one merged contract. Booking the whole thing once is the most common way ARR growth gets overstated.
Define the four motions explicitly — new, expansion, renewal, downgrade — and make every quote map to exactly one. This is the part of quote-to-cash that most needs to be settled in Blueprint, because the finance team and the sales team usually arrive with different answers already in use.
Every claim above comes from work LeanScale published. These are the sources.