How do I enter line items in a deal?

What's in it for me?

Accurate line item data in HubSpot will allow you to create lists based on your contacts' purchase habits. It will also allow the delivery team to predict possible issues regarding resource allocation.

What are line items in HubSpot?

"Line Items" in HubSpot are the individual products associated with a deal. Utilizing the line items section of a deal in HubSpot attributes contract value to the individual product offerings in each deal.

When should line items be added to a deal?

The line items section of the deal should be updated once products and pricing have been discussed with the client and a proposal can be created.

Why? This gives the delivery team as much lead time as possible for forecasting future resource allocation.

Adding line items on deal creation

Adding line items from the deal record

Check pricing details

When using the Unboxed product library in HubSpot, these properties will be auto-populated for you in the line items section of the deal record.

Start Date: Default to “At Payment” unless billing terms dictate a date in the future.

Term (Months): This is important for deals with ARR. Leave blank if there is no recurring revenue. Note: If "Annually" is selected as the Billing Frequency, the Term has to be divisible by 12.

Billing Frequency: Select Annually, Quarterly or Monthly if this a Line Item with ARR associated with it. No ARR will be attributed to the deal if none of the Line Items have a billing frequency other than "At Payment."

Unit Price: For Line Items with ARR, this is the Annual, Quarterly or Monthly payment amount. For one-time payments, it is the total value attributed to the line item. HubSpot will update the total value, annually recurring revenue and monthly recurring revenue for the line item and the deal based on the frequency and payment amount.

Frequently Asked Questions

What if we are so early in the deal process that I don't know what Line Items to include? You can use the "Placeholder" product as a line item if you don't have enough information to fill out Line Items. Use this process to update the "Amount" field upon creation.

What counts as ARR? The following software and service offerings are considered ARR if they are set for renewal at a later date: Spoke, Mentor, Coach, ReadySet, TGA, Go1, Software Support and Spoke Integration Maintenance. We now consider support packages that renew (usually tied to a Spoke deal) as ARR.

What's the difference between Software Support and Software Development? Software Support is typically tied to configuration for Spoke, Mentor or Coach and is not engineer-driven. Software Development refers to enhancements, integrations and customizations that require a software engineer.

What contact lists can I create relating to Line Items? You could create a list of contacts who have Spoke deals but haven't added Coach or Mentor or a list of contacts who are connected to Custom Training deals that were Closed Lost for follow-up.