Hi there. I’m doing work with a multi line site services company (think fencing, dumpsters, etc). When sales signs an MSA with a new customer (which is the event we want to track in Hubspot), we have an idea of how much the deal is worth. We won’t know until the company actually orders the services, maybe a week, or month later. How have others handled ambiguous situations like this?
Ideas include: track foreseeable project revenue within the current quarter, and / or full year potential for the service line.
Hey @BTurner61 this really is very hard to give an answer to without knowing more about your company.
What I would recomend though is using HubSpot deals for your leads/contacts. You can then use deal amounts, weighted amounts etc to define how much a contract/account is worth. Honestly, as great as HubSpot is (and any other system for that matter) it’s important to think of them as “dumb”, IE they only know what you tell them.
If you don’t know the information, let alone haven’t logged it anywhere, it’s impossible for a system to define or automate assignments. HubSpot can only just ingest data and automate based on the rules you’ve set. Without that data it can’t come up with information you haven’t given it.
One thing you may want to look into is lead scoring within HubSpot if you have a pro or enterprise account. This would allow you to define the “value” to your company of a lead, you could then let this trickle down into the “value” you may potentially define a deal as.
For example if you had “Tom @ toms little company” sign up you might give me a 5 lead score.
Whereas if you had “Jeff Bezos @ Amazon” sign up you might giveh im a 100 lead score and value this as a potential revenue generator in the future even if there’s no immediate deal signed up for.
Perhaps, it makes sense to change the Lifecycle Stage of this Lead to “Opportunity” (inside the team you can agree that “Opportunity” will mean that this is a Signed Customer without a deal yet) And when a Customer has a request, then you can move him to “Customer” with a concrete Deal Amount?
In terms of forecasting, you can have a number of Opportunities divided on an average deal amount per quarter or any period. Just an idea.