The Finance Org is everyone responsible for resource stewardship. You track the money — where it comes from, where it goes, whether value is being created. You ensure the business is sustainable and growing wisely.
Who’s in the Finance Org:
Your focus: Financial health — revenue flowing, cash collecting, investments paying off, resources allocated wisely.
The Unified Revenue View answers the question you need answered constantly:
“What’s the commercial health across the full lifecycle?”
This isn’t just pipeline and forecasting. It’s the complete commercial picture — from first opportunity through ongoing revenue, from invoiced amounts to cash received, from one-time purchases to recurring subscriptions.
Commercial opportunity tracking
Deals are where commercial relationships begin:
What you need on Deal:
Confirmed purchases
Orders represent commitments:
Why Orders matter: Deals can change. Orders represent what was actually agreed to — the baseline for revenue recognition and delivery tracking.
Requests for payment
Invoices track what you’ve billed:
What you need on Invoice:
Cash received
Payments track actual money:
Why Payments matter: Invoiced isn’t paid. The gap between Invoice and Payment is cash flow risk and relationship friction. You need visibility into both.
Recurring revenue
Subscriptions are your foundation:
What you need on Subscription:
Learn more about Subscription →
Value delivery tied to revenue
Services connect revenue to delivery:
Why Service matters to Finance: Revenue depends on delivery. A Service at risk is revenue at risk. You need visibility into both commercial and delivery health.
What you sell
Products define your offerings:
Transaction details
Line Items capture specifics:
Your core use case. Track revenue across the full lifecycle — pipeline through payments.
“Pipeline: $1.2M. Closed this quarter: $450K. Outstanding invoices: $125K (15% overdue). Active subscriptions: $89K MRR. Cash received MTD: $340K.”
Revenue health depends on relationship health. Know which customers are thriving and which are at risk.
“3 subscriptions flagged at-risk. Combined MRR: $12K. 2 related to delivery issues, 1 has payment concerns. Proactive intervention in progress.”
Not just pipeline — full lifecycle:
REVENUE VISIBILITY
Pipeline:
├── Stage 1: $400K (10%)
├── Stage 2: $350K (25%)
├── Stage 3: $280K (50%)
└── Stage 4: $170K (75%)
Weighted Pipeline: $420K
Closed (This Quarter):
├── New Business: $320K
├── Expansion: $85K
└── Renewal: $45K
Total: $450K
Outstanding:
├── Current: $95K
├── 1-30 days: $18K
└── 30+ days: $12K
Total AR: $125K
Recurring:
├── Active MRR: $89K
├── At Risk: $12K
└── Net New MRR: $8KTrack what you’ve actually received:
CASH FLOW
Invoiced This Month: $185K
Collected This Month: $172K
Collection Rate: 93%
Aging:
├── Current: 76%
├── 1-30 days: 14%
├── 30-60 days: 7%
└── 60+ days: 3%Monitor recurring revenue:
SUBSCRIPTION METRICS
Active Subscriptions: 47
Total MRR: $89,450
By Health:
├── Healthy: 42 ($78,200 MRR)
├── At Risk: 4 ($9,800 MRR)
└── Churning: 1 ($1,450 MRR)
Upcoming Renewals (90 days):
├── 8 subscriptions
├── Total MRR at risk: $24,500
└── Health: 7 healthy, 1 at riskREVENUE OVERVIEW
This Quarter:
├── Target: $500K
├── Closed: $450K (90%)
├── Pipeline: $420K weighted
└── Forecast: $530K (106%)
Breakdown:
├── New Business: $320K
├── Expansion: $85K
└── Renewal: $45K
Month-over-Month:
├── Oct: $142K
├── Nov: $158K
└── Dec: $150K (MTD)ACCOUNTS RECEIVABLE
Total Outstanding: $125,000
By Age:
├── Current: $95,000 (76%)
├── 1-30 days: $18,000 (14%)
├── 31-60 days: $8,000 (6%)
└── 60+ days: $4,000 (3%)
Largest Outstanding:
├── Precision Components: $12,497 (current, due in 15 days)
├── Beta Corp: $8,500 (32 days, follow-up sent)
└── Delta Inc: $4,000 (65 days, escalated)RECURRING REVENUE
MRR: $89,450
ARR: $1,073,400
Movement This Month:
├── New: +$12,500
├── Expansion: +$3,200
├── Contraction: -$1,800
├── Churn: -$5,900
└── Net Change: +$8,000
Renewal Pipeline (Next 90 Days):
├── Total MRR at renewal: $24,500
├── Healthy: $22,100 (90%)
├── At Risk: $2,400 (10%)
└── Expected Retention: 94%Before Unified Revenue View:
“What’s our revenue situation?” “Pipeline is in Salesforce, invoices are in QuickBooks, subscriptions are in Stripe, and I’d have to pull a report to see AR aging. Give me an hour.”
After Unified Revenue View:
“What’s our revenue situation?” “Pipeline: $1.2M total, $420K weighted. Closed this quarter: $450K against $500K target. AR: $125K outstanding, 10% overdue — Beta Corp and Delta Inc flagged. MRR: $89K, up $8K this month. 3 subscriptions at risk representing $12K MRR — interventions in progress. Cash collection rate: 93%. We’re tracking ahead on revenue, behind on collection.”
| Object | What It Gives You | Priority |
|---|---|---|
| Deal | Pipeline and opportunities | Essential |
| Order | Confirmed purchases | Essential |
| Invoice | Billing and AR | Essential |
| Payment | Cash received | Essential |
| Subscription | Recurring revenue | Essential |
| Service | Revenue-delivery connection | High |
| Product | Revenue by offering | High |
| Line Item | Transaction detail | Medium |
Your success metric: Can you give a complete revenue picture — pipeline through cash — in under a minute without leaving HubSpot?
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