Mark Lerner
Sep 29, 2021
4 min read

As a growing startup ourselves, we have a bird’s-eye-view of the challenges and opportunities for SaaS startups. We’ve seen the technology landscape grow and change, and the ecosystem of tools has become even more diverse. 

HubSpot has emerged as an all-in-one solution for startups, providing a variety of “Hubs” that interconnect to create a single source of truth for Go To Market teams. 

And it’s been wildly popular for growing companies; we’ve even moved our entire stack over to HubSpot ourselves! 

From the perspective of a growing company, HubSpot offers an amazing product with so many useful features. 

But we also saw a huge opportunity to provide even greater value to HubSpot sales users, so we decided to take a leap. 

Over the last few months, we’ve been hard at work on one of the most important launches we’ve ever done:

The RevOps + HubSpot integration.

To request access to this integration, head over to our HubSpot integration page.

We have been building out this integration with a few existing customers and are excited to now open access up to everyone through our early preview program.

First, we wanted to peel back the curtain and give you a peek into what we are doing and our vision for the future of Agreement Automation for HubSpot. 

Let’s talk about the Why, What, How, and When of the RevOps HubSpot Integration. 

Why Are We Building It

Before ever getting started on this project, we first had to identify why HubSpot users would want RevOps Agreement Automation. To do this, we created an in-depth document identifying the “Why”s for different use-cases and how RevOps can be beneficial to businesses. 

Our first step was to identify three types of HubSpot users who could benefit from RevOps. 

  1. Haven’t adopted HubSpot Quotes and Line Items.
  2. Have adopted Quotes and Line Items, but they no longer fit their business needs.
  3. Have adopted Line Items, but not Quotes, and they no longer fit their business needs.

Based on our research, we saw a clear need for four different areas in which companies wanted to formalize their processes:

  1. Quoting and Pricing
  2. Legal Language on Sales Agreements
  3. Approval Processes
  4. Post-Close Automation

After doing our research and identifying the areas where we could provide value, we go to work building our integration. 

What We Are Building

RevOps was built to help companies get rid of the chaos of closing deals, helping them lay the groundwork to scale their teams.

With this in mind and the learnings we gathered in our initial research, we set out to provide this kind of value within the HubSpot ecosystem. 

The RevOps HubSpot integration brings the full power of Agreement Automation to HubSpot users, helping them turbocharge their quote-to-cash process within HubSpot Sales Hub. 

Our goal is to bring limitless quoting and approval functionality to HubSpot users, giving them the power to create a quoting, approval, and deal closing machine. 

Based on this thesis, we focused on a few essential features for our integration.

Customizable Templates

One of the first opportunities to provide value to HubSpot users that we identified was the ability to customize and save sales agreement templates.

Not just the design of these templates, but actually how a deal is structured in terms of pricing and terms. 

RevOps’s template builder, Deal Studio, works by using SKU and Term Blocks to give you the freedom to build your perfect agreement every time. 

Sales can use these templates to customize deals, but within a set of guardrails to ensure that no quote goes out that will eventually be rejected.

With this integration, reps can access existing templates directly from a Deal in HubSpot through a card on the right-hand side of the Deals view. 

Deals created using a RevOps template will automatically fill in the line items in your HubSpot quote with the correct information and pricing. 

Any Kind of Sales Agreement

RevOps Agreement Automation is not only meant for generating quotes and proposals, it can be leveraged for all sorts of agreements – New Orders, Renewals, Co-Term Agreements, NDAs, MSAs, and Quotes. 

RevOps gives HubSpot users the power to automate their entire sales agreement process, using customizable templates for all agreements that reps can flexibly leverage.

Flexible Pricing Models

As RevOps has grown in the marketplace, we’ve seen enormous growth in earlier stage startups fully embracing these kinds of pricing models, such as tiered volume pricing. However, finding a solution to manage the quote to cash solution to support these kinds of models is a challenge for them.

That’s why we felt it was so important to empower HubSpot users with the tools to leverage complex pricing models such as Usage-Based, Tiered, Bucket, Ramped, and others to help grow their businesses to the next level. 

Deals based on pricing beyond standard subscription models can be created with RevOps, and all the correct information will be synced directly to the HubSpot line items. 

Automated Approval Rules

HubSpot Approval Workflows

Binary approval rules – all deals need approvals, or no deals need approvals – are not a great fit for many companies. RevOps gives users the ability to create automated approval rules for specifying which types of deals require additional review and which ones can be approved automatically.

How to Use It

The flow for using RevOps in HubSpot deals is simple, intuitive, and powerful.

Here’s Elaine, our Head of Product, doing a quick walkthrough of how the integration works. 

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To request access to our open access program for this integration, head over to our integration page here. Stay tuned for more details of our launch!

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Mark Lerner

Mark Lerner

Mark is the Head of Marketing at RevOps. He has over 10 years of experience leading marketing at SaaS companies and is passionate about all things Revenue Operations.