The Finance Org
Resource Stewardship and Value Accounting
Your Role in the Business
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:
- • Finance managers and controllers
- • Revenue operations
- • Billing and collections
- • Financial planning and analysis
- • Anyone whose primary job is tracking and stewarding resources
Your Unified View: Unified Revenue View
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.
Learn more about Unified Revenue ViewObjects That Matter Most to You
Deal
Commercial opportunity tracking
Deals are where commercial relationships begin: pipeline value and stage, expected close dates, win probability, and associated products and value.
What you need on Deal:
- • Amount and close date
- • Stage and probability
- • Associated Line Items
- • Forecast category
Order
Confirmed purchases
Orders represent commitments: what was actually purchased, confirmed amounts, payment terms, and fulfillment status.
Why Orders matter: Deals can change. Orders represent what was actually agreed to — the baseline for revenue recognition and delivery tracking.
Invoice
Requests for payment
Invoices track what you've billed: invoice amounts and dates, due dates and payment terms, status (sent, paid, overdue), and aging analysis.
What you need on Invoice:
- • Amount and due date
- • Status
- • Days outstanding (if unpaid)
- • Associated Order/Service
Payment
Cash received
Payments track actual money: amount received, payment date and method, associated invoice, and cash flow timing.
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.
Subscription
Recurring revenue
Subscriptions are your foundation: monthly/annual recurring value, renewal dates, health status, and churn risk.
What you need on Subscription:
- • Recurring amount and frequency
- • Status (active, at risk, churned)
- • Renewal date
- • Health indicators
Service
Value delivery tied to revenue
Services connect revenue to delivery: commercial value of engagement, delivery health status, and renewal/expansion potential.
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.
Product
What you sell
Products define your offerings: pricing and terms, product mix analysis, revenue by product, and margin analysis.
Learn more about ProductLine Item
Transaction details
Line Items capture specifics: quantities and pricing, discounts applied, margin calculation, and transaction-level detail.
Learn more about Line ItemUse Cases That Matter to You
Managing Commercial Flow
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."
Measuring Relationships
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."
What Unified Revenue View Gives You
Complete Commercial Picture
- → Pipeline by stage and weighted value
- → Closed revenue (new, expansion, renewal)
- → Outstanding AR by age
- → Active MRR and churn indicators
Not just pipeline — full lifecycle visibility.
Cash Flow Visibility
- → Invoiced vs. collected amounts
- → Collection rate tracking
- → Aging analysis by bucket
- → Cash timing patterns
Subscription Health
- → Total MRR and growth trends
- → At-risk subscription identification
- → Renewal pipeline visibility
- → Expected retention rates
Your Dashboards
Revenue Dashboard
REVENUE 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)
AR Aging Dashboard
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)
Subscription Dashboard
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%
The Transformation
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."
Quick Reference: Your Objects
| 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 |
Getting Started
- 1 Connect commercial objects — Deal → Order → Invoice → Payment flow
- 2 Configure Subscription tracking — Status, health, renewal dates
- 3 Build AR aging view — Outstanding invoices by age
- 4 Link Service health to revenue risk — Delivery problems = revenue problems
Can you give a complete revenue picture — pipeline through cash — in under a minute without leaving HubSpot?