Understanding AUM and Revenue Calculation

Learning Team

Overview

Practifi displays data points for revenue and assets under management (AUM) in various places on Key Entity records. To calculate these totals, Practifi uses Lookup Rollup Summaries to sum up data from a set of related detail records.

This article outlines the AUM and revenue data points displayed in Practifi. It explains how they are calculated, so you can interpret these figures with confidence wherever they appear across your firm's records.

Asset Stage Filtering
Client AUM
Potential AUM
Annual Revenue
Potential Annual Revenue
Revenue Last Year (Rolling)
Referred AUM
Lookup Rollup Summaries

Asset Stage Filtering

As of the Blaufränkisch release (February 2026), AUM calculations exclude assets in non-active stages, so the totals you see reflect the assets your firm currently services rather than historical or speculative data. Only assets with the following stages are included in AUM rollups:

Owned
Application
Financed

Assets in the following stages are excluded from AUM calculations:

Disposed
Draft
Declined
Did Not Proceed
Potential

This filtering applies to the following rollup summaries:

AUM to Service
Annual Revenue to Service
AUM to Financial Product
Number of Assets
Superannuation-related rollups (Member Account to Value, Total Member Accounts, and Active Member Accounts)

Please note: If your firm uses an integration that does not populate the Stage field on Asset records (e.g., Orion, Tamarac), assets with a blank Stage will be excluded from AUM calculations. Contact your Client Success Manager or Practifi contact to discuss options for your environment.

Client AUM

The AUM total that appears at the top of a Client record is calculated using a Lookup Rollup Summary on the Service object. When a client has multiple services, the rollup will sum those values, giving you a single, consolidated view of the client's total assets under your firm's advice.

At the service level, AUM can be manually entered in the Deal record, or it can be derived from assets marked as Under Advice. These assets are associated with the Service Type, which System Administrators can mark as Asset-based in the Settings app. The service AUM is the sum of all assets currently under advice and in an active stage (Owned, Application, or Financed). For more information, see Asset Stage Filtering above.

Potential AUM

Potential AUM on a Client or Prospect record is calculated using a Lookup Rollup Summary on the Deal object. The system looks for all open deals and sums their values, giving you a clear view of the AUM your firm could bring on from active opportunities.

Client Annual Revenue

The Lookup Rollup Summary looks for active services with an Annual Revenue value and a value in the Client field. The annual revenue for a Service record can be entered manually or calculated from a fee structure established in the Service Type by a System Administrator in the Settings app.

There are other options for calculating annual revenue, such as through an integration source. For more information, please see Calculation Options for Annual Revenue.

Potential Annual Revenue

Like Potential AUM, Potential Revenue is calculated from open deals. The Lookup Rollup Summary sums the revenues from open deals associated with a Client or Prospect record, so you can quickly see the revenue your pipeline represents at the entity level. Potential Annual Revenue is displayed in the Key Measures section of the Basics tab.

Revenue Last Year (Rolling)

The Revenue Last Year (Rolling) data point is calculated directly from assets marked as Under Advice. The Lookup Rollup Summary sums the previous year's revenue from all assets in the Entity marked as Under Advice, giving you a rolling 12-month view of revenue generated by the assets your firm currently services.

Referred AUM

The Referred AUM field in the Key Measures section of an Entity record shows the sum of the AUM of all clients that were referred by that Entity, making it easier to see which referrers are driving the most assets to your firm. In other words, there is a Referrer relationship from the Entity record to the Client records whose AUM is summed in the Referred AUM field.

Referred AUM is also displayed on the Influence page.

Lookup Rollup Summaries

Practifi System Administrators can view Lookup Rollup Summaries in the Settings app, providing full transparency into how each AUM and revenue figure is calculated. The following table summarizes the Lookup Rollup Summaries referenced in this article:

Lookup Rollup Summary Name	Parent Object	Child Object
AUM to Service	practifi__Service__c	practifi__Asset_Liability__c
AUM to Client	Account	practifi__Service__c
Potential AUM	Account	practifi__Deal__c
Annual Revenue to Client	Account	practifi__Service__c
Potential Annual Revenue to Entity	Account	practifi__Deal__c
Revenue Last Year (Rolling) (Account)	Account	practifi__Asset_Liability__c
Referred AUM to Account	Account	practifi__Relationship__c

Please note: The rollup summaries listed above filter assets by stage, excluding non-active stages (Disposed, Draft, Declined, Did Not Proceed, and Potential) to ensure accurate AUM reporting. See Asset Stage Filtering above for details.

If your firm uses an integration that does not populate the Stage field on Asset records (e.g., Orion, Tamarac), assets with a blank Stage will be excluded from AUM calculations. Contact your Client Success Manager or Practifi contact to discuss options for your environment.