HubSpot CPQ that gets accurate quotes out the door faster
CPQ stands for configure, price, quote. In HubSpot it lives in Revenue Hub. A rep picks the products, the right price fills in, a manager approves if needed, and the buyer signs online. We set it up around your real price lists and approval rules.
Free, 30 minutes, and you'll leave with at least one clear next step.
- Hub
- Revenue Hub (formerly Commerce Hub)
- Plan needed
- Professional or Enterprise
- Status
- Generally available
Advanced approvals and quote rules need Enterprise
Why do quotes take so long?
For any business that sends quotes, the quote is often where a deal is won or lost. These are the slowdowns we see most.
Prices live in a spreadsheet
Reps copy prices from a file that may or may not be current. Two reps quote the same item at two prices.
Discounts wait on the sales manager
Anything over a set discount waits for the sales manager to reply to an email. The buyer waits too.
Quotes are built in Word or another system
The quote never makes it back to HubSpot, so managers can't see what's out, for how much, or when it expires.
Volume pricing is done by hand
Price breaks by quantity, term length or package get worked out on a calculator. Mistakes slip through.
What's included in HubSpot CPQ?
Product library and price books
Every product or service with its price. HubSpot supports flat, stair-step and tiered pricing. Price books let you keep separate prices for different customer groups, such as partners and direct customers.
Branded quote templates
Quotes go out on your letterhead, with a line-item editor that pulls from the product library.
Approvals
Standard approvals send a quote to a manager before it goes out. Advanced approvals, on Enterprise, let you set up more detailed approval rules.
Quote rules
Checks that run before a quote is sent, such as required products or a discount limit. Quote rules come with Revenue Hub Enterprise.
E-signature and click-to-accept
Buyers sign or accept online. Professional includes 25 e-signatures per user per month, and Enterprise includes 50.
Quotes from Breeze Assistant
HubSpot's AI assistant can draft a quote on Revenue Hub Professional or higher. A rep still checks it before it goes out.
Revenue Hub Professional or Enterprise?
Revenue Hub Professional is enough when
- One or two price lists cover most customers
- A single manager approves discounts
- Your product and service list is short enough for reps to scroll
- 25 e-signatures per rep each month covers your volume
Revenue Hub Enterprise makes sense when
- Approvals depend on deal size, margin or region
- You need rules that stop a bad quote before it's sent
- Several teams quote different products or services
- Reps send more than 25 signed quotes a month each
What to decide before we build
- Which system owns prices. If your accounting or back-office system holds the price list, we decide how prices reach HubSpot and how often.
- Which customer groups get their own price book, such as partners, large accounts and everyone else.
- Where volume or package breaks fall and whether they're stair-step or tiered.
- Who approves what, and at what discount or deal size.
- What every quote must include, such as payment terms, delivery or start date and expiry date.
- What happens when a quote is accepted, such as an order or invoice in your other systems or a handoff to the team that delivers.
From your price file to live quotes
- Week 1
Review your current quotes
We look at a batch of recent quotes, your price lists and your approval habits. You send sample quotes and your current price file.
- Week 1 to 3
Load products and price books
We clean up your product list and load it into HubSpot with the right pricing type for each item. If prices come from another system, we set up that sync.
- Week 2 to 3
Build templates, approvals and rules
We build quote templates that match your brand and terms, then set up approvals and, on Enterprise, quote rules.
- Week 3 to 4
Quote live deals in a test run
Two or three reps quote live deals in HubSpot alongside the old way, and we compare the results line by line.
- Week 4
Train reps and connect what happens next
We train every rep, and set up workflows for quote follow-up and accepted-quote handoffs.
When HubSpot CPQ is the wrong fit
If each quote needs an expert to design a one-off solution, CPQ helps with the paperwork but can't do the design work. If your pricing lives in a big matrix in another system, like customer-specific prices on thousands of items, you'll need a plan for getting that data into HubSpot. Sometimes the answer is to keep pricing where it is and bring only the final quote into HubSpot.
Each person who creates or edits quotes or tiered products needs a Revenue Hub seat. Count your quoting team before you pick a plan.
What about quotes that start as a customer's PDF?
A lot of quotes start with a document from the buyer, such as a request for quote, a purchase order or a list of needs. HubSpot CPQ doesn't turn those PDFs into line items by itself. We build custom AI workflows that read the PDF, match each line to your product library and fill in the quote for a rep to check.
We've worked on complex quoting before. One client needed expert input, pricing and several approvals on every sale. We moved it from Salesforce to HubSpot, and it kept working with us on quoting and reporting.
CPQ and quotes questions
What do we need to buy to use HubSpot CPQ?
Revenue Hub Professional or Enterprise, which used to be called Commerce Hub. Advanced approvals and quote rules need Enterprise. Anyone who builds quotes also needs a Revenue Hub seat.
Does everyone who touches a quote need a Revenue Hub seat?
Anyone who creates or edits quotes or tiered products needs one. People who only look at quotes on a deal may not. We check who does what before you buy seats.
Can HubSpot handle volume and tiered pricing?
Yes. The product library supports flat, stair-step and tiered pricing, and price books let different customer groups see different prices.
Can prices come from our accounting or back-office system?
Yes, with an integration. HubSpot's NetSuite integration can sync products with item records, for example. Complex customer-specific price lists often need custom work. See our NetSuite integration page.
How many e-signatures do we get?
Revenue Hub Professional includes 25 e-signatures per user per month. Enterprise includes 50. Buyers can also click to accept without a signature.
Can Breeze Assistant draft quotes for us?
Breeze Assistant, HubSpot's built-in AI helper, can create quotes on Revenue Hub Professional or higher. HubSpot also lists a Closing Agent, in beta. A rep should check every AI-drafted quote before it goes out.
Do we still need a separate CPQ tool?
Many teams don't, once HubSpot CPQ is set up well. If your products need a visual configurator or complex build rules, a separate tool or custom work may still make sense.
Related
Bring us a quote that took too long
On the call, walk us through one recent quote. We'll show you how it would work in HubSpot CPQ and which plan you'd need.