topic Re: Deals with payments on an upfront, milestone and completion basis in Dashboards & Reporting

Deals with payments on an upfront, milestone and completion basis

arisdorf — Mon, 18 Jan 2021 11:18:19 GMT

Hello,

I'm new to the sales hub and would like to migrate our pipeline and deals to Hubspot but so far I'm getting the impression that the Sales Hub is more geared towards a simple deal structure suited for products rather than services.

We are a B2B company that provides services in the Pharma and Biotech industries. Our services are typically research projects that entail a certain degree of risk and for which payment is usually in installments based on the completion of milestones across the life of the project.

I'm wondering how to address the above issue with Hubspot, especially with regards to forecasting. Take for example a €300k project lasting for 1 year and consisting of:

a 30% upfront payment at the time of signing the deal (90k)
6 payment installments on a bi-monthly basis (35k each)

If we sign such a deal in early July 2021, the project will spread over 2 years (until June 2022) and we want to forecast based on when we invoice, i.e:

1 invoice of 90k in July 2021
invoices for 35k in September, November, January, March, May, and end of June

We also consider this a risky project and would like to apply a probability of 90% for the last 3 installments.

Is it possible to build such a deal structure in Hubspot?

Re: Deals with payments on an upfront, milestone and completion basis

sharonlicari — Tue, 19 Jan 2021 09:51:31 GMT

Hi @arisdorf

I think this is a really interesting case 🙂 I'll tag a few experts that can share their thoughts with you.

Hey @Mike_Eastwood @ElyshaShave @DPassman what would you advise in this case?

Thanks

Sharon

Re: Deals with payments on an upfront, milestone and completion basis

ElyshaShave — Tue, 19 Jan 2021 13:05:25 GMT

Hi,

I just wanted to jump on this quickly!

I completly understand where you're coming from. We also use HubSpots sales hub for a B2B service use case as well but it might be worth having a quick conversation with our solutions architect who may be able to help you devise a solution and a plan.

To book this call, click this link here - https://www.bbdboom.com/meetings/adamlewis/quick-fire-planning-session-with-adam-lewis

Thanks,
Elysha Shave

Inbound Specialist

BBDBoom.com

If this is something y

Re: Deals with payments on an upfront, milestone and completion basis

Mike_Eastwood — Fri, 22 Jan 2021 03:22:44 GMT

Hi @arisdorf

We're a HubSpot Agency – completely B2B – and we use multiple pipelines. We have Pre-Sales, Sales and Work In Progress Pipelines.

When a Deal hits "Closed Won" a Workflow copies the Deal to the next Pipeline and assigns it to the next team member e.g. from Sales to Business Manager.

In your example you could even create a third pipeline for "risky projects" and lower the percentages.

Would that work for you?

Mike