Yes. Each night the deals, companies and line items the reports need are read from HubSpot with read-only access and loaded into a warehouse you own, beside the accounting system. Won deals are set beside that customer's invoices, matched deal by deal where the invoice carries a deal reference, so you can see which campaigns and sources produced invoiced revenue and cash, not only closed deals. Nothing in HubSpot is changed.
Why the HubSpot figure and the finance figure rarely match
HubSpot's Amount is, in HubSpot's own words, the total value of the deal in the deal's currency. It can be worked out from the line items or typed in by hand, and when it is typed in it does not change if the line items do. The close date is the day the deal is expected to close, or was closed. Neither is an invoice.
Finance counts revenue when it is invoiced, in the ledger, often in another system and sometimes months later or in instalments. So the pipeline report and the management accounts each tell the truth by their own rules, and the meeting spends its time reconciling them instead of deciding anything.
The gap widens with time. HubSpot keeps up to twenty past values of a deal property, and an export arrives as an emailed link that expires after thirty days. Neither was built to be the long record of how the pipeline moved.
Questions HubSpot cannot answer on its own
None of these can be answered inside HubSpot alone. Your board will have its own versions; these are the common ones.
Campaign to cash
Which sources and campaigns produced customers who were invoiced and paid, not only deals marked won.
Pipeline against the budget
Weighted pipeline by month beside the revenue budget, so the gap to plan is visible while it can still be closed.
Won but never invoiced
Deals closed won with no invoice for that customer since, listed for finance and sales every morning.
Commission on invoiced value
Commission worked out from what was invoiced and collected, using the figure finance signs off.
Margin by source
Gross margin from the ledger, grouped by the HubSpot source that first brought each customer in.
How HubSpot is read, and what the warehouse keeps that HubSpot does not
HubSpot lets other software read its records through an interface with access scopes, one per kind of record, and read-only scopes exist for deals, companies, line items and invoices. We ask for those, and nothing that can write. The app that holds the key is created by a super admin on your side, and it can be withdrawn at any time.
The warehouse keeps a dated copy of every night's read, so it holds the whole history of every deal: each stage it passed through, each change of amount and each move of the close date. That is what makes questions about how the pipeline really behaves answerable a year later, beyond the twenty past values HubSpot keeps per deal property.
Contact-level detail is read only where a report needs it, and sits behind access by role, so a board pack shows totals by source while the people who work the leads see the names.
The HubSpot deal fields finance reads differently
These are HubSpot's default deal properties, described from HubSpot's documentation. Each one is useful; none of them is a finance figure on its own.
| HubSpot field | What HubSpot means by it | What finance needs beside it |
|---|---|---|
| Amount | The total value of the deal, in the deal's currency | The invoices actually raised for that customer, in euro |
| Close date | When the deal is expected to close, or did | The invoice date and the payment date |
| Deal probability | Set from the stage the deal sits in | What share of each stage has historically been invoiced |
| Weighted amount | Amount multiplied by deal probability | A forecast finance will stand behind |
A services company whose pipeline and accounts never agree
A Maltese business services firm runs marketing and sales in HubSpot and invoices in its accounting system. Some contracts are billed monthly, some up front. Marketing reports on deals won; finance reports on invoices.
- The board sees two revenue numbers for the same quarter, and a week goes on explaining the difference.
- Marketing's best campaign on paper is judged on deals won, several of which were never invoiced.
- Commission is calculated in a spreadsheet from deal amounts and corrected by hand when invoices differ.
- Won deals sit beside that customer's invoices, matched by deal where the invoice carries the deal reference, and the board sees one revenue line with the pipeline beneath it.
- Campaigns are ranked by invoiced and collected revenue, with deals won shown alongside.
- Commission is worked out from invoiced value, using the definition finance and sales agreed.
HubSpot stayed the sales team's home. What changed is that its figures now end in the same place as finance's.
Three things to settle before HubSpot meets the ledger
How a HubSpot company finds its customer
The simplest key is the accounting system's customer code held as a property on the HubSpot company. Where it is missing, matching rules are agreed with finance, and anything they cannot match is listed rather than guessed.
Which amount is the deal value
Whether Amount comes from line items or is typed in, and whether it includes VAT, decides how it can be compared with invoices.
Which date counts
Close date for the sales view, invoice date for the finance view, payment date for cash. All three are kept; the definitions say which report uses which.
What we do not do
- We do not sell, license, implement or support HubSpot. Whoever looks after it for you keeps doing that.
- We do not change your pipelines, properties or workflows, or write anything back into HubSpot.
- We do not run your campaigns or your marketing reporting inside HubSpot.
- HubSpot data read for the reports lands in a warehouse in your account, never in one of ours.
How it works
- A strategy callThirty minutes with Glen, free, with no pitch deck. Bring the systems you run and the question none of them answers on its own. You leave knowing whether joining them is worth doing, and where to start.
- The data auditAbout three hours with your team, mapping where each figure comes from, which system holds it and which steps are done by hand. The audit confirms how each system can be read, and it ends with a quote.
- The buildThree to four weeks from an accepted quote to a live dashboard. Implementation is the first month. Your team agrees the definitions with us; we do the building.
- The fractional teamAn ongoing senior team keeps the loads running, follows changes made to your systems and connects the next source when the business needs it.
Glen Sultana founded 110 Analytics after a career built where the numbers move daily. Our people have run analytics for tier-one companies, S&P 500 firms and high-growth technology businesses. Glen is the person on the first call, and he runs every data audit himself.
- Built in your environment, under your account
- No lock-in: if we part company, it keeps running and stays yours
- Based in Malta
Straight answers
Do you replace HubSpot?
No. Sales and marketing keep working in HubSpot exactly as they do now. The warehouse takes a read-only copy each night and sets it beside the ledger; HubSpot itself is not altered.
Will this affect our HubSpot subscription or partner?
Your subscription and whoever supports HubSpot stay as they are, and nothing in HubSpot is changed. A super admin on your side creates the read-only key; if anything else is needed, the audit says so first.
How do you connect to HubSpot?
Through HubSpot's interface for other software, with read-only access to deals, companies, line items and the other records the reports need. Exports are not used, because HubSpot's export links expire and arrive by email.
Does HubSpot's own reporting not already do this?
For questions about HubSpot's own records, it does, and it remains the right tool for them. Questions that need invoices, payments or costs need the accounting system as well, which is where the warehouse comes in.
We sell in more than one currency. Does that work?
Yes. HubSpot holds each deal's amount in that deal's currency. The warehouse converts it with the rates and the rule finance chooses, so pipeline and invoices are compared in euro on the same basis.
What about the personal data in HubSpot?
Only the fields the reports need are read. Contact-level detail sits behind access by role, so most reports show totals rather than names, and the warehouse sits under your own account.
Terms on this page
- Amount
- HubSpot's total value of a deal, in the deal's currency, either worked out from line items or typed in.
- Weighted amount
- Amount multiplied by the deal probability, which HubSpot sets from the stage a deal is in.
- Association
- HubSpot's link between records, such as a deal and the company it belongs to. The warehouse uses it to reach the customer.
- Read-only scope
- A permission that lets other software see one kind of HubSpot record without being able to change it.
Where the product facts come from
Every product fact on this page comes from the vendor's own documentation, read on 8 October 2026. Vendors change their products, so the audit checks the version you run.
- HubSpot Knowledge Base: HubSpot's default deal properties
- HubSpot Knowledge Base: set defaults for creating deals (Amount from line items)
- HubSpot Knowledge Base: export records
- HubSpot Knowledge Base: export property history
- HubSpot Developers: scopes
- HubSpot Developers: private apps (super admin access)
- HubSpot Developers: authentication on the developer platform