We use Shipley pGo and pWin in Hubspot. Here’s how I implemented it.
Firstly, our data definition for this to work:
- We say the Forecast Category field is equivalent to pWin, and
- the Deal Stage is equivalent to pGo.
So: to set a Deal’s pwin or pgo, you use those two fields.
So if you’re using the board view of Deals, moving left to right, you are increasing the Deal Stage.
I put deal probability into the pipeline to match our judgement on what % pGo suit the named stages we chose. There are more stages in Shipley’s method, but we simplified it down to five (the sixth is closed won), like this:
System fields used by Hubspot consequently work like this, so some built-in reports will work.
| Deal Probability | Is pGo. A field, automatically set by Hubspot to be the % defined by <Deal Stage>. Useful in display in reports. Cannot be renamed to pGo, as it’s a Hubspot system field. |
|---|---|
| Forecast Probability | Is result of pwin x pGo. A Hubspot system field, which is used automatically by the built-in (not very useful) Forecast feature. Workflow sets its value to be the same as pGo pWin factor (system) |
I also created a few custom fields:
| pWin | Is pWin. Is the decimal equivalent to whatever is set to. Used in display and reports, because it's shorter "pWin" and is what users will expect to look for. Users should not directly edit this though, since ... its value is automatically set through a Workflow. |
| pGo pWin factor | Factor of pGo [deal probability, which automatically comes from Deal Stage] x pWin [forecast category]. Calculated field using pWin x Deal Probability |
| Factored amount | The really useful field. Probably what you want to add to forecasting reports. It should be used instead of "weighted amount" field. Is based on Deal amount x pWin x pGo. Calculated field using pGo pWin factor. |