Contract Source of Truth is the HubSpot Revenue Hub play that makes signed contracts the single source for MRR and ARR: the contracts object configured, active contracts backfilled from billing, renewal spreadsheets and legacy objects retired, and contract MRR reconciled against billing for a full cycle.
See it in HubSpotTalk to us about this playThe problem: Sales reports one number, finance another, and the board deck gets rebuilt in Excel every month.
How to read it: Follow a fictional book where sales says $66,667 of MRR and finance says $44,000: contracts backfilled, legacy sources retired, one under-billed upgrade found, and one number left: $48,000. The bar on top shows which part of the play you're on, and the orange boxes point at what matters on each screen.
Try it: run the import (step 3) and correct the billing variance (step 5). Use Next / Back or your arrow keys. Illustrative mockup with fictional customers.
Decide required properties (start, end, renewal date, billing frequency) and document how HubSpot calculates MRR and ARR from recurring line items, so one-time fees never inflate them.
Create active contracts from the billing or subscription system through the Contracts API (beta) or the Direct Create contracts beta, map plans to catalog products, and check each against the signed agreement.
Archive the old renewal tracker, legacy subscription objects and manual MRR properties on a set cutover date.
Compare contract MRR with billed MRR for every contract before anyone reports from contracts, and fix variances at the source.
Browse all 28 quote-to-cash plays in the HubSpot Revenue Hub playbook, or start with how to use HubSpot Revenue Hub.
Deal amounts include one-time fees, contracts that haven’t started and customers who later churned. Contract MRR counts only recurring line items on active contracts.
Create active contracts from the billing or subscription system through the Contracts API (beta) or the Direct Create contracts beta, map plans to catalog products, associate them to companies, and verify each against the signed agreement.
At least one full billing cycle, comparing contract MRR and billed MRR line by line and fixing each variance at the source.
Variance between sales and finance MRR (target zero), hours spent on monthly revenue reporting, and the share of contracts with complete data.
JayOh is a HubSpot Platinum Partner. A Growth Pod scopes the play against your portal, builds it in sprints and sets up the reporting so you can see it working.
We engineer growth systems. JayOh builds the RevOps architecture, GTM execution and data infrastructure that turn messy revenue operations into predictable pipeline for B2B SaaS and PE-backed teams.
