Contracts Configuration Scorecard

Contracts create automatically from accepted quotes, with no manual record-building or spreadsheet tracking.

Mid-contract changes run through a defined change-quote motion, with proration logic that has been tested.

Renewals run through a renewal-quote motion with renewal dates and triggers set, not handled ad hoc.

Termination and downgrade paths are documented and followed the same way every time.

Reps know when to use a new quote, a change quote, or a renewal quote without having to ask.

CS and account teams review the contract record before every renewal or expansion conversation.

A written SOP covers contract changes, renewals, and proration, and the team actually uses it.

Edit permissions on contracts are scoped by role, so the wrong people cannot alter committed revenue.

ACV, ARR, MRR, and TCV pull automatically from contracts, and the team trusts the numbers.

A renewals-at-risk view surfaces upcoming and at-risk contracts before they lapse.

An MRR waterfall shows new, expansion, contraction, and churn from contract changes.

Committed revenue is reported straight from HubSpot, not exported and rebuilt in a spreadsheet or billing tool.

The Contracts object is live and configured for your model, not left at default settings.

Price books with assignment rules govern what reps can quote, keeping contract data clean.

Billing schedules are defined on line items and match how customers are actually invoiced.

Contract and revenue data reconciles with your ERP or finance system, with a clear source of truth.