Document TypeSolution Overview
Prepared ForEsri
Prepared ByKongo Industries
Date31 July 2026

Quote to cash in Revenue Hub, and the road to automated billing.

01Quote to cash

From deal to contract, and everything the contract drives.

Deal → quote → approvals → e signature. Acceptance creates the contract, and the contract drives everything after it.

The diagram follows the full journey inside HubSpot Revenue Hub: a deal carrying priced line items drawn from Esri's price books and currencies, through a templated quote, the Asia discount approval thresholds, and on to acceptance by e signature.

The moment a quote is accepted, a contract object is created holding the subscriptions, orders and billing schedule. That contract data then drives three things: renewal automation that spins up the next deal and quote ahead of the renewal date, a complete revenue view on the company record for reporting, and the billing data that feeds downstream systems.

SALES PROCESS Deal Priced line items Quote Template per type Approvals Asia thresholds Accepted E signature ON ACCEPTANCE Contract Created automatically on acceptance Subscriptions Orders Billing schedule Renewal automation Next deal and quote created ahead of the renewal date Company record Complete revenue view for reporting Downstream billing Workday and the Esri Inc order RENEWALS RESTART THE CYCLE Deal to contract to renewal · one continuous loop inside Revenue Hub
Acceptance is the hinge: the quote becomes a contract, and the contract carries the subscriptions, orders and billing schedule that everything downstream reads. Each arrow is an association in HubSpot, so every number is traceable back to the record that created it.

The loop back from renewals to a new deal matters here, because renewals make up close to half of Esri's annual quoting volume.

02Future state

Automated billing with Workday.

HubSpot owns the commercial record. Workday owns the money. The integration keeps them in step, both ways.

This maps how automated billing would work once HubSpot and Workday are connected. HubSpot remains the source of truth for the commercial relationship, holding the signed contract, its billing schedule and any change or renewal quotes.

An event driven integration layer pushes that data into Workday the moment a contract is created or amended, replacing the manual rekeying the team does today. Workday keeps full ownership of invoicing, accounts receivable and revenue recognition, and syncs invoice and payment status back so a bill shows as paid in HubSpot without anyone opening the ERP.

COMMERCIAL SOURCE OF TRUTH HubSpot Revenue source of truth Contract signed Billing schedule Change and renewal quotes PUSH ON CREATE OR AMEND Integration Event driven ERP · BILLING STAYS HERE Workday Invoicing and revenue Customer contracts Invoicing and AR Revenue recognition Invoice and payment status synced back Bill marked paid in HubSpot Esri Inc ordering Manual today · a later automation phase on the path to the full end to end goal Contract data flows out of HubSpot · invoice and payment status flows back
HubSpot pushes contract data the moment it is created or amended, replacing manual rekeying. Workday keeps invoicing, accounts receivable and revenue recognition, and status flows back the other way so both systems always agree.

Esri Inc ordering sits deliberately outside the flow as a later automation phase on the path to the full end to end goal.