Manage end-to-end revenue in HubSpot

Revenue Hub helps you manage end-to-end revenue, from the initial sale through billing, payments, renewals, and revenue growth. It includes tools for quote and invoice generation, payment processing, contract management, and revenue reporting.

Centralizing these processes helps teams work from the same revenue data. Customer-facing teams, including sales, billing, and customer success, can manage the revenue lifecycle in HubSpot, from deals and quotes to contracts, invoicing, and payment collection. Finance teams can use the same data for revenue reporting and forecasting, while marketing teams can use attribution reporting to understand which campaigns and lifecycle efforts influence won revenue.

Understand the revenue journey in HubSpot

This article walks through the connected revenue journey in HubSpot. As buyers move through the revenue lifecycle, information progresses from a deal to a quote and ultimately to a contract, which becomes the long-term record for billing, renewals, and revenue reporting. Depending on your subscription, setup, and business processes, you might start with quoting and contracting workflows, then add billing and payments later. 

Use this guide to understand the end-to-end process, then explore the sections most relevant to your setup.

Organizations manage revenue in different ways depending on how they sell and bill customers. Explore the revenue journey that best matches your business model. Learn more about Revenue Hub.

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Configure your product and service offerings

When managing revenue in HubSpot, add the products and services your business sells to the product library. as products. Use these products to add line items to deals, quotes, contracts, and invoices so buyers have a clear understanding of what they're purchasing

Products in the library can be configured with different pricing models, including flat-rate, stair-step, and tiered pricing. You can also create price books for different pricing scenarios (e.g., referral, partner, or regional pricing). This helps sellers use the correct products and pricing during the sales process.

For example, you can set up the product library in the following ways:

• Use tiered pricing for subscriptions, and apply different regional price books for regional sales teams.
• Configure implementation services at a flat rate alongside usage-based support packages billed on a recurring schedule.
• Use ramp pricing to gradually increase subscription costs over a multi-year contract while maintaining standardized pricing through approved price books.

Manage sales opportunities and agreements

For many teams, this is the first connected revenue workflow implemented in HubSpot, bringing together deal management, quoting, contracting, and billing preparation.

Most revenue workflows begin with a sales opportunity. In HubSpot, deals, quotes, and contracts work together to move buyers from initial engagement to an active agreement.

Track sales opportunities with deals

Subscription required A Sales Hub Professional or Enterprise subscription is required to manage lead object pipelines.

Subscription required A Professional or Enterprise subscription is required to create workflows.

A deal record holds information about an ongoing sales engagement with a buyer. The deal captures the contact and company information of the buyer and records any activities with the contacts and companies associated with the deal, including emails, calls, and meetings.

Use line items to add the products a buyer is purchasing to a deal. Line items carry through to quotes, contracts, invoices, and checkout, helping ensure pricing and product details remain consistent throughout the revenue process.

Track the opportunity from appointment through to closed won in your sales pipeline so you can automate next steps and forecast revenue.

For example, you can configure deals in the following ways:

• Set up a workflow to automatically create a deal when a lead has been qualified, and assign it to the right sales team or rep.
• Set up deal pipeline stages that match your sales process.
• Have reps manage their individual deals to close.

Learn more about workflows, pipeline stages, and deals.

Create customized quotes

Subscription required A Revenue Hub subscription is required to create and use quotes and quote templates.

Seats required A Revenue Hub seat is required to create quotes.

Generate tailored quotes directly from your deals to progress the sales process. Quotes can be created using Breeze, HubSpot’s AI, or configured using the quote editor.

Beyond standard deal information, you can enrich your quotes and quote templates in the following ways:

Customize quote content

• Custom content: personalized cover letters, executive summaries, and specific terms.
• Line items: detailed breakdowns of products or services.
• Flexible acceptance: add the option to agree to the quote using e-signature, click-to-accept, or manual signature methods.
• Payment integration: built-in billing and payments for faster closing.

Automate the lifecycle

• Quote templates: create quote templates to help sellers build standardized quotes more efficiently. You can use Breeze to speed up the template creation process.
• Quote rules and approvals: use quote rules and approvals to define the requirements that quotes must meet before they are sent to the buyer. Rules can flag quotes that do not meet these requirements, or prevent quotes from being sent until updates are made. Approvals can be configured to ensure quotes are reviewed by an approver before they reach the buyer.
• Payment: after a buyer accepts a quote, they are directed to an invoice to initiate billing, which helps reduce delays. 

Please note: you must be enrolled in the Connected CPQ, Billing, and Payments beta for billing to be tied to an invoice. If you're not enrolled in the beta, payment collection remains tied to the existing quote or standalone invoice experience. Learn more about the Connected CPQ, Billing, and Payments beta process. 

• Contract generation: after a billing-enabled quote is accepted, a contract is created to formalize the agreement. Billing details, such as payment method and billing contact, are automatically included in the contract.

• Renewals and changes: create change or renewal quotes directly from existing contracts to track the customer’s lifetime value.

Learn more about setting up the quote experience and approvals, and how to use e-signatures.

Billing and revenue management

Teams may adopt billing and payments separately, either by extending an existing CPQ workflow or by implementing recurring billing and payment collection processes in stages.

Centralize revenue with contracts

Subscription required A Revenue Hub subscription is required to create and use contracts.

Seats required A Revenue Hub seat is required to generate contracts.

For teams using both CPQ and billing workflows, the contract serves as the shared record connecting what was sold, how it is billed, and how the customer relationship evolves over time. Contracts contain contact and company information, committed revenue, and the contract history of the customer.

You can use contracts to:

• Review contract status and committed revenue.

• Track renewal dates.

• Access billing information.

• View associated invoices, subscriptions, and payments.

The following teams can use the contracts object in their day-to-day work:

• Sales: track the customer’s post-sale journey to identify cross-sell and upsell opportunities, and create mid-contract quotes to expand, reduce, or update products and services.
• Customer success: review what was sold to support onboarding and ongoing engagement. Track customer interactions on the contract timeline, monitor invoice status, and prepare for renewals. Collaborate with sales on growth opportunities.
• Billing: review invoices associated with the contract, and collaborate with customer success and finance teams directly from the contract record.
• Finance: review contract-level financial data, assess customer financial status, and use contract data in broader financial reporting.
• Marketing: analyze which channels, assets, and campaigns influence revenue, and use contract data to identify and target cross-sell and upsell opportunities.

Learn more about setting up, creating, and managing contracts.

Automate recurring billing

Use automated billing to generate and manage billing schedules from your contracts. If you're enrolled in the Connected CPQ, Billing, and Payments beta, when a contract is created, a billing schedule is automatically created based on each line item's bill date, billing frequency, and start date. Billing schedules support contracts with staggered line item dates and mixed billing frequencies, and can consolidate line items with the same bill date into a single invoice.

With automating billing and billing schedules, you can:

• Automatically generate billing schedules based on contract terms.

• Handle contracts with staggered start and end dates, as well as mixed billing frequencies.

• Consolidate line items with the same bill date into a single invoice.

• Track upcoming bill dates and invoice amounts.

• View historical invoices and current invoice statuses.

Please note: if the Automatically create contracts from accepted quotes setting is turned on, and you're enrolled in the Connected CPQ, Billing, and Payments beta, a contract record is automatically created when a quote is accepted by the buyer and it is used to manage recurring billing. 

Collect revenue with invoices and payments

Invoices and payments complete the quote-to-payment cycle. Use invoices and payment links to request payment from your customers. Payment links can be created to accept payments for specific products and services, while invoices are automatically generated when a quote is accepted. 

For efficient management of payments, you can:

• Send invoices automatically.
• Collect payments online using HubSpot payments or using Stripe as a payment processing option.
• Issue refunds.
• Manage disputes.
• Use credit memos.
• Provide a billing portal for buyers to self-serve their billing requests.

Payment records are created for each payment and store the payment details, including the contact that made the payment.

Some key use cases for invoices and payments include:

• Automate the invoice process: send invoices to customers automatically, based on accepted quote terms.
• Follow up on open invoices: set up automated invoice reminders before, on, and after an invoice due date to reduce manual follow-up.
• Store and charge saved payment methods: collect and store a buyer’s payment method and use it to charge invoices.
• Adjust invoice balances: use credit memos to adjust invoice balances.
• Payment collection: collect online payments via credit card, bank debit (e.g., ACH, SEPA, BACS, PADs), or Apple Pay and Google Pay with a seamless checkout experience for buyers, or manually record offline payments.
• Payment management: manage payments directly in your HubSpot account, including issuing refunds and managing disputes.

Learn more about setting up, creating, and managing invoices, and managing payments.

Retain and grow accounts

Subscription required A Revenue Hub subscription is required to use contracts and create change and renewal quotes.

Seats required A Revenue Hub seat is required to create change and renewal quotes.

Manage contract changes

Customer needs often evolve during the term of the contract. Change quotes let you modify existing agreements without canceling and starting over. You can create changes for upsells, upgrades, or downgrades directly from the contract. Accepted change quotes update the contract record and apply billing adjustments, including proration.

For example, use change quotes to:

• Add or remove features or services mid-contract.
• Prorate billing based on the changes made, ensuring the customer is paying the right amount for the remainder of their contract.
• Automatically update contracts after changes are made to make sure renewals are accurate.

Learn more about creating change quotes.

Manage renewals

Automate renewals and reduce churn risk by creating renewal quotes directly from the contract. Current contract information automatically populates a renewal quote, and you can add or remove items at the time of renewal directly on the quote. New contracts automatically associate with previous contracts, ensuring full visibility into the customer lifecycle.

For example, use renewal quotes to:

• Set renewal alerts on the contract record.
• Generate renewal quotes as the contract end date approaches.
• Be confident that any mid-contract changes are automatically populated on the renewal quote.
• Add or remove items at the time of renewal.

Learn more about creating renewal quotes.

Integrate and report on revenue

Connect HubSpot to financial systems

Make sure finance teams stay in the loop by syncing HubSpot revenue data with accounting and ERP tools, such as QuickBooks, Xero, and NetSuite. You can use existing apps in the HubSpot marketplace or HubSpot APIs.

Sync contacts, products, invoices, credit memos, and payments between the two systems to ensure financial ledgers are automatically kept up to date based on the revenue activities in HubSpot.

Use HubSpot’s integrations to:

• Ensure payment and revenue data is up to date.
• Minimize manual entry across your finance tech stack.

Learn more about integrating with QuickBooks and Xero, and about HubSpot extensibility in the developer documentation.

Report on your revenue performance

Subscription required A Professional or Enterprise subscription is required to create custom reports.

Because deals, quotes, contracts, invoices, and payments are connected, teams can report on the full revenue lifecycle from acquisition through retention and expansion. By centralizing revenue processes, you can analyze revenue performance using reports in HubSpot. Use out-of-the-box reports, or build custom reports that match your various teams’ needs.

For example, you can create reports for:

• Recurring revenue: track ARR, MRR, and contract value in real time.

• Accounts receivable and cash: track open receivables and collected payments to analyze days sales outstanding (DSO).
• Retention: analyze churn and net revenue retention using contract renewal data.
• Attribution: view which deal sources contribute to high-value, long-term contracts.

Learn more about the revenue analytics suite and building custom reports.