HubSpot

Win more deals through better pilots.

Overview

Connecting your HubSpot account is an important step in unlocking the power of Opine. Deals provide critical details from your organization's sales pipeline that are essential to running a successful pilot. Key information from Opine is pushed to your CRM, keeping everyone in the know and minimizing time lost to manual updates.

Once you complete configuring the HubSpot integration, the stages of your sales pipeline and deals that have been created or updated since the start of your previous fiscal quarter are imported. Pipeline changes, new deals, and deal changes made in the CRM after installation are imported periodically. [1]

A pilot can be created for imported deals when you're ready to define success criteria. Pilot details are pushed to deals when criteria, tasks, and meetings are created, updated, deleted, or completed, or the target end date is changed [2].

Configure

Take these steps to configure the integration.

1. Authorize the HubSpot integration in the organization settings.

2. Specify the stage of your deals when pilots are active.

3. Specify the month when your fiscal year starts.

4. (Optional) Specify deal properties to update pilot details in the CRM.

5. (Optional) Specify deal and company properties to display in Opine's deal view.

Connect

Authorize the integration to get started with installation. The HubSpot user installing the integration must have these permissions.

• App Marketplace access (to install the app).

• View basic HubSpot account information.

• View details about users assigned to a CRM record.

Contacts

• View details about property settings for contacts.

• View properties and other details about contacts.

• Create, delete, or make changes to contacts.

Companies

• View details about property settings for companies.

• View properties and other details about companies.

• Create, delete, or make changes to companies.

Deals

• View details about (property settings for) deals.

• View properties and other details about deals.

• Create, delete, or make changes to deals.

Sales Email

• View details of one-to-one emails sent to contacts.

General

Deal import does not begin until these general settings are configured. The initial import process may take 15-30 minutes, depending on the number of deals ingested.

Pilot Stage

Identify the stage in HubSpot that represents the pilot stage of your sales pipeline. This information is used in various features to provide insight into the lifecycle of your deals. Stages from all pipelines are presented as an option, but only deals in the pipeline of your pilot stage are ingested.

Fiscal Year Start Month

Provide the month your business starts its fiscal year. Only deals created or updated since the start of your previous fiscal quarter are imported. Deals that were created before the previous fiscal quarter and updated since connecting Opine are included in subsequent ingestions.

CRM Enrichment

Update Pilot Details

Push certain details of the pilot to HubSpot when changes occur in Opine by enabling this feature. Existing deal properties can be mapped to available pilot details.

Unless you already have deal properties you want to use, you'll need to create deal custom properties in HubSpot. The following are example deal custom properties. We recommend placing these custom properties in the HubSpot "Deal Information" group.

• Pilot URL Field - Single-line text

• Criteria Total Field - Number, Unformatted (min limit 0)

• Criteria Completed Field - Number, Unformatted (min limit 0)

• Target End Date Field - Date picker (any date)

For more information on how to add custom properties to a HubSpot deal object, reference the HubSpot documentation.

Next Step Field

Opine AI can assist you with filling a HubSpot deal property you use for tracking next steps on your deals.

• Multi-line text - AI-generated content is pre-pended to a plain text, multi-line property.

Competitor Fields

Opine AI will assist you in identifying competition in your deals and add competitors to a HubSpot deal property you use to track them.

• Multiple checkboxes - Your list of competitors, used in AI analysis of a deal to identify which of them are competitors in the deal.

CRM Properties

Configure Opine to display deal and company properties on Opine's deal view alongside other important deal information.

Deal properties added to the list are presented as Key Deal Details when viewing a deal. Any changes made to CRM properties in Opine's interface are immediately pushed to your CRM.

• Toggling Required for Pilot will ensure your team provides a value for the property before they're able to create a pilot in Opine.

• Toggling Include in Update will present the property when using the Update CRM feature on a deal.

Caveats

1. Changes to a deal's stage, amount, owner, and a few other properties immediately trigger an update of CRM data in Opine. Additionally, every 24 hours, Opine will refresh deals that have changed in any other way. Note, however, that deal properties configured to display in Opine's Key Deal Details view are fetched from HubSpot when the view is loaded to ensure current values are always displayed there.

2. Changes to the custom domain do not currently trigger an update, though changes to other noted properties will carry the current domain information, causing the deal's pilot URL to be updated as a side effect.