Report on revenue in HubSpot

Please note: if you're a Super Admin, you can opt your account into the Revenue Reporting from Contracts beta.

Use contract revenue reports to help you understand how revenue changes over time through expansions, contractions, and renewals. Learn more about using contracts.

Report on revenue at different stages of the customer lifecycle:

• Attribution at the awareness and consideration stage.

• Forecasting and quota attainment in your sales pipelines.

• Booked, contracted or committed, billed, and collected revenue at the contracting stage.

Compare reports with marketing attribution and sales forecast and pipeline reports to analyze the customer journey from awareness through revenue.

Understand customer value across the go-to-market lifecycle

Marketing, Sales, and Finance teams can use reports to measure key metrics at the different stages of your go-to-market (GTM) lifecycle to understand the value of a customer. For example, deal reports measure value, based on the sales process, such as deal amounts and forecasted sales. Contract and invoice reports measure revenue based on contractual and billing events, such as when revenue is booked, committed, billed, or collected.

Use the table below to identify which HubSpot data and reports correspond to the value metric you want to measure.

Report on revenue in HubSpot

Use HubSpot's revenue analytics to report on booked, contracted or committed, billed, and collected revenue. Depending on your reporting requirements, you can:

• View revenue reports: analyze predefined MRR, TCV, billed, collected, and attribution metrics.

• Use Breeze Assistant: use Breeze Assistant to analyze revenue data and run queries.

• Create custom reports: build reports using revenue data with the Contract Revenue (Booked) and Contract Revenue (Scheduled) data sources to report on additional scenarios including revenue by customer and revenue by product.

• Use the HubSpot API: access revenue events programmatically for reporting outside the predefined reports.

View contract revenue reports

The analytics suite contains pre-built reports to measure contract revenue, including MRR, TCV, and order attribution. Learn more about revenue movement types when using MRR reports.

• • MRR waterfall by month: the monthly movement of recurring revenue, including existing business, new business, expansion, contraction, and churn. Revenue is reported when it becomes effective. 
  • Net new MRR by month: the net change in monthly recurring revenue each month based on revenue that becomes effective during the selected period. Calculated from revenue events such as new business, expansions, contractions, and churn. Use this report to track overall recurring revenue growth. 
  • Booked MRR by month: the monthly recurring revenue booked during the selected period. Revenue is reported when the contract is booked, even if it becomes effective at a later date.
  • Booked TCV by month: the total contract value associated with contract actions booked during the selected period, grouped by revenue type (e.g., new business, expansion, contraction, churn, and renewals). This report reflects the value of the booked contract action, not the resulting contract value, and is reported when the action is booked.
  • Order attribution: track how marketing efforts contribute to revenue. Orders are automatically created when contracts are created and changed and serve as a transactional record of the revenue event. Learn more about orders and attribution.

To view contract revenue reports:

1. In your HubSpot account, click More, then navigate to Reporting > Reports. If More doesn't appear in your account, navigate to Reporting > Reports directly.
2. In the left sidebar, select Revenue.
3. Select Contracts. 
4. Click the report you want to view. A preview of the report appears in the middle panel.

Learn more about filtering, sharing, and saving reports in the revenue analytics suite.

Revenue movement types

When viewing monthly recurring revenue reports, understand how contract revenue events affect MRR.

Example monthly recurring revenue scenario

In the following example, a four-month contract starts in month one with a $100 monthly recurring line item and a $50 one-time line item. In month two, the contract is updated with an additional $50 monthly recurring line item that takes effect in months three and four.

The reports reflect the expansion differently based on when revenue is reported, either when it's booked or when it becomes effective.

Analyze revenue data using Breeze Assistant (BETA)

If you're a Super Admin, you can opt your account into the Revenue Context for Contracts in Breeze beta.

Use Breeze Assistant to analyze revenue data and run queries.

Please note: you can manage AI feature access in your AI settings and configure what data is shared. Review HubSpot's AI Trust FAQs and AI Model Cards for detailed information on AI security controls, data use, and compliance.

For example, you could prompt Breeze Assistant to:

• Display how much TCV was booked for a particular month.
• Report on current MRR.
• Display how MRR is changing over time.

Learn more about using Breeze Assistant.

Create custom revenue reports

Use the Contract Revenue (Booked) and Contract Revenue (Scheduled) data sources to report on revenue. Report on specific revenue events or revenue changes over time to support internal forecasting. For example, you could report on revenue by month, revenue changes over a defined period of time, or revenue driven by specific events (e.g., expansions or renewals).

• Contract revenue (booked): created once per line item, per contract change. A contract booking event is created when a contract is created, renewed, or terminated.
• Contract revenue (scheduled): created once per line item, per billing month for a contract. A contract revenue scheduled event is created when a contract is created, when direct edits are made to the line items of a contract (if you're enrolled in the Direct Create, Edit, and Renew HubSpot Contracts beta), a change or renewal quote is accepted, and when a contract is terminated.

To create a custom report using the events:

1. In your HubSpot account, click More, then navigate to Reporting > Reports. If More doesn't appear in your account, navigate to Reporting > Reports directly.
2. In the top right, click Create, then select Create report.
3. In the left sidebar menu, click Custom report.
4. Click Next.
5. Click the Primary data source dropdown menu and select your primary source.
6. Toggle the Add more data sources switch on.
   
   
7. In the Other section, select Contract Revenue (Booked) or Contract Revenue (Scheduled).
   
   
8. In the top right, click Next.
9. To view the available properties, in the left sidebar, click Contract Revenue (Booked) or Contract Revenue (Scheduled).
   
   
10. Configure the report.

Use revenue events to report using the HubSpot API

Use the Events API to report on revenue. Learn more about using revenue events with the Events API.