HubSpot Configuration
HubSpot Configuration
Section titled “HubSpot Configuration”HubSpot serves as the primary CRM platform for the WillDom ecosystem, providing centralized visibility into contacts, opportunities, and pipeline activity across branches and partners. Proper configuration and consistent data entry ensure that the ecosystem can track performance, measure program effectiveness, and make informed commercial decisions.
This document defines the contact property standards, pipeline stage mapping, and ecosystem-specific fields that all participants must maintain.
Contact Properties
Section titled “Contact Properties”Contact properties define the data captured for each lead, prospect, and client in the system.
Required Properties
Section titled “Required Properties”| Property | Required | Notes |
|---|---|---|
| First Name | Yes | |
| Last Name | Yes | |
| Country | Yes | |
| Position | Yes | Job function classification (see definitions below) |
| Buying Role | Yes | Role in the purchasing process (see definitions below) |
| Industry | Yes | For tech companies, use the underlying industry their product serves |
| Source (Outbound) | Yes | First known source through which the ecosystem reached the contact |
| Contact Type | Yes | Primary classification for campaign targeting |
| Lead Status | Yes | Current sales/prospecting status |
| Contact Owner | Yes | Determines visibility and edit permissions |
Recommended Properties
Section titled “Recommended Properties”| Property | Required | Notes |
|---|---|---|
| Phone Number | No | |
| State | No | Alert sent if Country = United States and State is empty |
| City / City List | No | Alert sent if both City and City List are empty |
| Company Name | No | If empty, HubSpot auto-fills from email domain |
| Job Title | No | Ideally taken from LinkedIn or email signature |
| No | Important for profile research | |
| Branch Sales Leader | No | Needed when the Contact Owner is not the primary sales contact |
| Partner / Associate | No | Required when a CRP participant originated the relationship |
| Technologies | No | Highly valuable after the first call — used for lead nurturing and talent matching |
| Tags | No | Used for further segmentation |
Ecosystem-Specific Properties
Section titled “Ecosystem-Specific Properties”| Property | Purpose |
|---|---|
| Branch | Identifies which branch owns or originated the contact |
| Transaction Type | Talent Transaction or Solution Transaction — set when opportunity is qualified |
| Ecosystem Participant | Identifies additional branches, partners, or associates involved in the opportunity |
Property Definitions
Section titled “Property Definitions”Position
Section titled “Position”Classifies the contact’s job function within their organization.
- Owner / Founder / Partner — founders and partners, generally in operating positions. If a contact holds both this role and a CXO/VP title, use Owner / Founder / Partner.
- CXO / VP / Director — chiefs (CEO, CFO, CTO, etc.), vice presidents, and directors with strategic decision-making responsibility.
- Manager — managerial positions without CXO/VP-level responsibility and decision-making authority.
- Senior Level — rarely used; for senior individual contributors.
- Junior Level — rarely used.
Buying Role
Section titled “Buying Role”Defines the role a contact plays in the purchasing decision.
| Role | Description |
|---|---|
| Decision Maker | Signs the agreement, allocates budget independently, approves the engagement. Typically C-suite. |
| Budget Holder | Responsible for approving expenditures. Generally a CFO or finance leader. |
| Champion | Helps advocate for the engagement internally but does not have final purchasing authority. |
| Influencer | Researches options and briefs the decision-maker. Has power to influence but not to decide. |
| Executive Sponsor | Sponsors the engagement at the executive board level. |
| End User | A user whose daily work will be affected by the engagement. |
| Blocker | A person who is unresponsive or actively opposed to the engagement. |
| Legal & Compliance | Members of legal, accounting, or compliance departments involved in contract review. |
| Other | For contacts that do not fit the above categories. |
Source (Outbound)
Section titled “Source (Outbound)”Identifies the first channel through which the ecosystem reached the contact.
- Client Referral Program (CRP) — first contact through the CRP initiative
- LinkedIn Outreach — first contact through the LinkedIn Outreach Program
- Email Outreach — first contact through email
- Business Trip — relationship established through a business trip or industry event
- Personal Relationship — contact through personal or professional relationship
Pipeline Stages
Section titled “Pipeline Stages”The WillDom Sales Pipeline in HubSpot has 11 stages:
| Stage | Description |
|---|---|
| MQL | Marketing Qualified Lead |
| SQL | Sales Qualified Lead |
| Contact Meeting | Initial meeting scheduled |
| Qualification | 7Ps+C qualification in progress |
| Investigation | Deep discovery phase |
| Proposal Pre-Validation | Internal margin review and approval |
| Proposal Presentation | Solution presented to client |
| Team Interviewed | Client evaluating team members |
| Closing | Contract negotiation and final terms |
| Closed Won | Agreement signed |
| Closed Lost | Opportunity lost |
Deal Properties
Section titled “Deal Properties”| Property | Values |
|---|---|
| Wave Opportunity Type | New / Upselling / Renewal / Former Client |
| Transaction Type | Talent Transaction / Solution Transaction |