topic Re: Custom Setup for Multi Deal Business Model in CRM

Custom Setup for Multi Deal Business Model

BLeung6 — Fri, 27 Mar 2026 02:49:42 GMT

Hi Community,

Would appreciate some input on setting up Hubspot objects and properties for my firm's sales pipeline. While it may not be the most common sales model, I want to ensure that I set up our data model as efficiently as possible. (Currently we are just using standard objects: Companies <> Deals <> Contacts etc. to track deals)

Sales model context:

Currently, we sell to large enterprises. However, we sell team to team within enterprises so for example, selling to Customer A doesn't mean we sell to all of Customer A, but a particular team within Customer A.
This is reflected within our individual Deals, which is pretty standard to what is expected out of the box with Hubspot. i.e. Company A can have multiple Deals associated to it.

This has worked fine but as we expand our team, there is a liklihood that different Account Execs may be working active deals across a single Company A (which did not happen in the past for us). In this case, we want a way to potentially Round Robin assignments across our AE team when new leads may come in that are associated to a different team within the Company A.

From looking around, would creating a custom object such as

Business Unit or
Team Name

be an appropriate use case for this goal? With the idea of this new Custom Object sitting between Company level and Deal/Contact Level....where an AE would "Own" a Business Unit within Company A, but another AE could "Own" a different Business Unit within Company A systematically.

It''s not something we've implemented before so if anyone has managed through this use case, that would be helpful thanks!

Re: Custom Setup for Multi Deal Business Model

karstenkoehler — Fri, 27 Mar 2026 04:57:42 GMT

Hi @BLeung6,

If you have ruled child company records for this purpose, and if a custom deal property for the business unit wouldn't meet your requirements - then yes, a custom object could be a good solution here.

That would allow you to:

Associate deal with custom business unit object and company record + business unit object with company record
View easily on a business unit which deals are associated to it
Assign business units to AEs

Best regards

Re: Custom Setup for Multi Deal Business Model

CosminExplore — Fri, 27 Mar 2026 12:04:07 GMT

Hi @BLeung6,

Although I agree with @karstenkoehler, you can use a custom object as you have described it, let's verify if you can obtain the same result with a different, lighter setup (when you can, it is best to keep it simple for efficiency and clarity).

I'll describe the setup so you can see if it would work for you:

It is clear that you have Company A and associated to it there can be multiple Deals(being counted as teams or business units)
As your team is getting bigger, there can be multiple AEs, each handling their deal(s) from one company and you want to do round robin assignment for new leads from teams without a owner
I'm sure you have in your contact forms a property that specifies the Business Unit/Team/Department of the lead (e.g. Finance/Marketing.etc)
*if you don't have that, then you should create a dropdown type property. You should have one for the deals as well
Create a contact workflow that, for every new contact that has a company associated and is not part of a deal, create a deal based on a business unit(e.g. Finance Team at Google Company), and copy the business unit from contact to deal
Associate the company with the deal
Use round robin assignation for Contact Owner

You will obtain a flow that keeps your Company <> Deals <> Contacts structure and uses round robin assignation for users that are part of new deals

Re: Custom Setup for Multi Deal Business Model

BLeung6 — Fri, 27 Mar 2026 15:38:34 GMT

Thanks @CosminExplore @karstenkoehler for your help an input.

For the proposed solution of altering forms on our website to capture Business Unit, How would you mark that association in a round robin workflow to identify if the lead is not associated to a team before executing the round robin?

It seems that Karsten's proposal of creating a custom object would make it more straightforward to set up workflows since you can use the custom object as an identifier in the workflow? Let me know if I'm misunderstanding as well thanks!

Re: Custom Setup for Multi Deal Business Model

BérangèreL — Thu, 02 Apr 2026 19:10:22 GMT

Hi @BLeung6 and thanks for getting back to us!

Here is how you could proceed:

You could manage round robin assignments by team:

Capture “Business Unit / Team” with a dropdown field on your form. In your workflow, add an if/then branch:

– If “Assigned team” isn’t set, you can round robin leads based on Business Unit.
– If the team is already assigned, simply skip this step.
The “Rotate record to owner” action works perfectly for assigning leads within each Business Unit!

And you could simplify complex scenarios with custom objects:

If your leads or deals relate to multiple units (like franchises or projects), try creating a custom “Business Unit” object. Link it to your contacts or deals, and let your workflow use this association for smart assignment and round robin routing.

This way, you can keep your assignments organized and tailored to your unique needs!

I hope this helps!
Bérangère

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