Implementation Guide
Track and support natural progression
Configure HubSpot to recognize Value Path stages, track progression signals, and enable your team to support customers at every stage of their journey.
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Custom Value Path stage property on Contacts with all 8 stages
Automated detection of stage progression signals
Real-time view of contacts by Value Path stage
Automated actions triggered by stage changes
Time estimate: 2-3 hours for basic setup. Additional time for advanced automation.
⚠ Important
Use exact stage names from the canonical reference. No abbreviations, no variations.
Each stage has signals that indicate someone has naturally progressed. Recognize these—don't force them.
Value Path Stage and HubSpot Lifecycle Stage work together. Here's the official mapping:
| Value Path Stage | HubSpot Lifecycle | Notes |
|---|---|---|
| Audience | Subscriber | Early engagement, newsletter signups |
| Researcher | Lead | Object name only—never say "lead" to people |
| Hand Raiser | Marketing Qualified Lead | Explicit signal of readiness |
| Buyer | SQL / Opportunity | Active commercial process |
| Value Creator | Customer | Post-sale, implementing |
| Adopter | Customer | Realized value—this is the key distinction |
| Advocate | Evangelist | Actively referring |
| Champion | Evangelist | Strategic partner |
Key insight: HubSpot's Lifecycle Stage lumps post-sale into "Customer." Value Path Stage gives you the granularity to distinguish Value Creators from Adopters from Advocates.
Automatically update Value Path Stage when signals occur:
When: Deal stage = Closed Won
Then: Set Value Path Stage = Value Creator
When: Meeting booked
Then: Set Value Path Stage = Hand Raiser
When: NPS score ≥ 9 submitted
Then: Set Value Path Stage = Adopter (if Value Creator)
Alert the right people when stages change:
Stage changes to Hand Raiser
Notify: Sales team (respond within 24h)
Stage changes to Value Creator
Notify: Success team (begin onboarding)
Stage changes to Advocate
Notify: Marketing (referral opportunity)
Automation philosophy: Recognize and respond to signals—don't force progression. The goal is enabling support, not manufacturing advancement.
Pie or bar chart showing:
Track progression speed:
The critical metric:
Path TO Value
Stages 1-4
Path OF Value
Stages 5-8
Adopter Pipeline
Value Creator → Adopter
Referral Ready
Advocates + Champions
You now have everything you need to track Value Path stages in HubSpot and support natural customer progression.
Create Property
8 stages, exact names
Build Workflows
Signal recognition
Track Progress
Dashboard + views
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