Cross-platform pipeline review: HubSpot CRM + Autotask PSA. Identifying bottlenecks, measuring stage velocity, and spotting revenue at risk.
Cross-platform pipeline review: HubSpot CRM + Autotask PSA. Identifying bottlenecks, measuring stage velocity, and spotting revenue at risk.
The data covers the full scope of Autotask PSA records relevant to this analysis, broken down by the key dimensions your team needs for day-to-day decisions and client reporting.
Who should use this: Sales leads, MSP owners, and account managers tracking pipeline health
How often: Weekly for pipeline reviews, monthly for forecasting, quarterly for strategy
Cross-platform pipeline review: HubSpot CRM + Autotask PSA. Identifying bottlenecks, measuring stage velocity, and spotting revenue at risk.
Combined pipeline across HubSpot (115 deals) and Autotask (1,465 opportunities).
EVALUATE
ROW(
"TotalDeals", COUNTROWS('BI_HubSpot_Deals'),
"TotalValue", SUM('BI_HubSpot_Deals'[amount]),
"TotalOpps", COUNTROWS('BI_Autotask_Opportunities'),
"TotalOppValue", SUM('BI_Autotask_Opportunities'[amount])
)115 deals worth €354,349 across 8 stages. HubSpot win rate: 40.9%.
| Stage | Deals | Total Value | Avg Deal Size | % of Pipeline |
|---|---|---|---|---|
| Closed Lost | 26 | €131,771 | €5,068 | 22.6% |
| Qualified to Buy | 25 | €43,337 | €1,969 | 21.7% |
| Closed Won | 18 | €49,540 | €2,914 | 15.7% |
| Decision Maker Bought In | 15 | €59,584 | €4,256 | 13.0% |
| Contract Sent | 11 | €19,816 | €1,981 | 9.6% |
| Presentation Scheduled | 9 | €49,765 | €6,220 | 7.8% |
| Qualified to Buy (Alt) | 9 | €0 | €0 | 7.8% |
| Appointment Scheduled | 2 | €536 | €536 | 1.7% |
EVALUATE
SUMMARIZECOLUMNS(
'BI_HubSpot_Deals'[deal_stage],
"DealCount", COUNTROWS('BI_HubSpot_Deals'),
"TotalValue", SUM('BI_HubSpot_Deals'[amount]),
"AvgValue", AVERAGE('BI_HubSpot_Deals'[amount])
)
ORDER BY [DealCount] DESC1,465 opportunities worth €14,965,393 tracked in Autotask PSA. Overall win rate: 62.0%.
| Stage | Deals | Amount | Avg Probability | Weighted |
|---|---|---|---|---|
| Voorstel verstuurd (proposal sent) | 46 | $3,059,496.53 | 50.65% | $1,531,188.27 |
| Voorstel maken (drafting) | 31 | $757,155.48 | 50.00% | $378,577.74 |
| Verloren (lost) | 18 | $56,678.68 | 50.00% | $28,339.34 |
| Verlopen (expired) | 16 | $37,677.06 | 43.75% | $18,838.53 |
| Getekend, verwerkt naar ticket (signed) | 10 | $21,757.99 | 50.00% | $10,879.00 |
| Voorstel gelezen (proposal read) | 2 | $4,837.60 | 25.00% | $2,418.80 |
| CSAL | 1 | $1,199.90 | 0.00% | $0.00 |
EVALUATE
SUMMARIZECOLUMNS('BI_Autotask_Opportunities'[stage_name],
FILTER(VALUES('BI_Autotask_Opportunities'[status_name]), 'BI_Autotask_Opportunities'[status_name] = "Active"),
"Deals", COUNTROWS('BI_Autotask_Opportunities'),
"Amount", SUM('BI_Autotask_Opportunities'[amount]),
"AvgProbability", AVERAGE('BI_Autotask_Opportunities'[probability]),
"Weighted", SUMX('BI_Autotask_Opportunities', 'BI_Autotask_Opportunities'[amount] * 'BI_Autotask_Opportunities'[probability]/100)
)
ORDER BY [Deals] DESC124 active opportunities worth €3,938,804 in the Autotask pipeline.
Stage-to-stage conversion rates showing where deals progress or drop off in HubSpot.
| Funnel Stage | Deals | Value | Stage Conversion |
|---|---|---|---|
| Appointment Scheduled | 2 | €536 | Entry |
| Qualified to Buy (Alt) | 9 | €0 | 450.0% |
| Qualified to Buy | 25 | €43,337 | 277.8% |
| Presentation Scheduled | 9 | €49,765 | 36.0% |
| Decision Maker Bought In | 15 | €59,584 | 166.7% |
| Contract Sent | 11 | €19,816 | 73.3% |
| Closed Won | 18 | €49,540 | 163.6% |
| Closed Lost | 26 | €131,771 | 144.4% |
Deal distribution and win rates per sales representative in HubSpot.
| Sales Rep | Total Deals | Total Value | Won | Lost | Win Rate |
|---|---|---|---|---|---|
| James Mitchell | 92 | €305,658 | 11 | 19 | 36.7% |
| Sarah Chen | 11 | €44,544 | 5 | 6 | 45.5% |
| Proxuma Sales | 4 | €6,345 | 2 | 1 | 66.7% |
The data tells a clear story. With 1,465 Autotask opportunities and 115 HubSpot deals tracked, the sales pipeline is sizable. The combined value of €15,319,742 represents real revenue potential, but the distribution raises flags.
In Autotask, the "Offerte verstuurd" stage holds 46 active deals worth €3,059,497. That is the single largest concentration of active pipeline value. These are proposals that went out but have not come back signed. When proposals sit too long, they go cold. The second largest active bucket is "Offerte maken" with 31 deals worth €757,155: quotes still being prepared.
The win rate of 62.0% across Autotask is workable, but the loss volume is concentrated. 505 out of 1,341 decided deals were lost at the proposal stage. That means most losses happen after a proposal has already been sent. The effort of creating and sending those proposals is wasted.
On the HubSpot side, 26 deals are marked "Closed Lost" against 18 "Closed Won," giving a 40.9% win rate. The "Qualified to Buy" stage has 25 deals parked there, the largest active bucket in HubSpot. Deals are entering the pipeline but not advancing to "Contract Sent" at a healthy rate.
The data points to two primary bottlenecks: (1) proposals waiting for client signatures in Autotask, and (2) qualified leads stalling before contract stage in HubSpot. Addressing these two areas would have the biggest impact on pipeline velocity and close rates.
Based on the pipeline data, here are the steps that would move the needle.
46 active proposals worth €3,059,497 are sitting in "Offerte verstuurd." Set a 7-day follow-up cadence for every proposal older than two weeks. Assign a specific owner to chase each one.
31 deals are stuck in "Offerte maken" worth €757,155. Review the quoting process for bottlenecks: template standardization, approval chains, and pricing lookups. Target a 3-day maximum from qualification to proposal sent.
25 deals sit in "Qualified to Buy" without moving to "Contract Sent." Create a weekly pipeline review meeting focused on these deals. Each one should have a next action and a target date for advancing.
505 opportunities were lost at proposal stage. Analyze loss reasons: is it pricing? Timing? Competition? A loss reason review across the last 50 lost deals will reveal patterns you can fix.
16 active opportunities are marked "Verlopen" (Expired) with €37,677 in value. Either re-engage these or close them out. Stale pipeline inflates numbers and obscures real performance.
Many MSPs use HubSpot for marketing and early-stage sales, then Autotask for quoting and project delivery. This report combines both to give you a single view of the full sales lifecycle.
It is Dutch for "Proposal sent." This is the Autotask stage where a formal quote or proposal has been delivered to the client and you are waiting for their response.
Win rate equals won opportunities divided by (won + lost). Active and expired deals are excluded. "Won" includes both "Closed" and "Implemented" statuses in Autotask.
Yes. Connect Proxuma Power BI to your Autotask and HubSpot instances. The DAX queries in this report work against the standard Proxuma data model. You can generate this same analysis from your live data in under fifteen minutes.
Start with the 46 stalled proposals in "Offerte verstuurd." That is over 3 million euros in pipeline value waiting for follow-up. A structured follow-up cadence will convert more of these before they go cold.
Connect Proxuma Power BI to your PSA, RMM, and M365 environment, use an MCP-compatible AI to ask questions, and generate custom reports - in minutes, not days.
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