HubSpot | How-to guides
Guide 1. Install and connect
You need Super Admin or App Marketplace access permissions in HubSpot, and an AWSsome account with deal registration turned on.
From AWSsome:
- Log in to AWSsome and go to Settings > Integrations.
- Click Connect HubSpot.
- In HubSpot, select the account to connect and click Choose Account.
- Review the permissions and click Connect App.
- You return to AWSsome, and the setup wizard starts.
From the HubSpot Marketplace:
- In HubSpot, open the HubSpot Marketplace, find the AWSsome app and click Install.
- Enter your work email. AWSsome finds your workspace and signs you in.
- AWSsome connects HubSpot, and the setup wizard starts.
If you cannot install apps in HubSpot, open the app listing, click Request to install, pick an admin and click Send email.
Guide 2. Set up fields, pipelines, stages and filters
- Map fields. The wizard fills in Deal Name, Company Name, Amount and Close Date and locks them. It also fills in Deal Description (customer problem), Industry, Postal Code and Website URL when they exist in your HubSpot, and you can clear these. Keep Industry and Website URL mapped, because AWS requires them. The field mapping applies to all your pipelines.
- Choose pipelines and map stages. Select up to 3 HubSpot pipelines and map each pipeline's stages to AWS stages. You must map Prospect, Launched and Closed Lost. You can set every other AWS stage to None. Each HubSpot stage can map to only one AWS stage. If your pipeline has a Closed Lost stage, the wizard picks it for you.
- Set filters. Click Next: Additional Filters. For each pipeline, you can filter by amount, close date and a HubSpot deal property. Then click Pull Deals. If one pipeline holds deals for AWS and for other clouds, filter on a deal property that marks the AWS deals.
- Finish. Review the sync preview, click Finish setup, then click Go to approval queue.
You can change mappings and filters later without running the whole wizard again. What the AWS stages mean: - Prospect: AWS identifies the opportunity. - Qualified: your team talked with the customer, and the customer agrees the opportunity is real. - Technical Validation: all parties understand the implementation plan. - Business Validation: pricing was proposed, and all parties agree to the steps to close. - Committed: the customer signed the contract, but AWS has not started billing. - Launched: the workload is complete, and AWS has started billing. - Closed Lost: the opportunity is lost.
Guide 3. Review and submit deals from the queue
1. Open the approval queue in AWSsome. It opens on deals that need action: Pending, Approved, Submitting and Failed. 2. To narrow the list, use a pipeline's filters. To see other HubSpot properties, choose them as columns. Filters and columns are shared by everyone in your workspace. 3. To see every deal, turn on Show all deals. It shows every status and ignores filters. Search always looks across all statuses. 4. Open a deal and approve it. In the approve window, check the company, industry, country, postal code, website, close date and the customer business problem. 5. Read the customer business problem before you submit. AWSsome writes this text, and you can edit it. AWS asks for this customer's specific problem, why they must act now and the outcome they expect. Text that could fit any customer gets a low score. 6. Change the amount in HubSpot, not in AWSsome. The window shows Est. AWS MRR, which is 10% of the HubSpot amount. 7. Click Approve & Submit. The deal then leaves the default view. If a deal should not go to AWS, reject it. You approve and submit deals one at a time.
Guide 4. Link deals already in AWS Partner Central
From the queue:
- On the deal's row, click Link to AWS opportunity. You can do this for Pending, Approved, Rejected and Failed deals that are not linked yet.
- Pick the AWS opportunity. The list shows opportunities already submitted to AWS that have no HubSpot deal, oldest first. If there are more than 500, search by name, company or opportunity ID.
- Choose which stage the pair keeps: Keep AWS stage or Keep HubSpot stage. If the AWS opportunity is Launched, only Keep AWS stage is possible. If both stages already match, this step is skipped.
- Click Link. The row shows Submitted to APN (AWS Partner Network) with a Manually linked badge. From now on the pair syncs like any submitted deal.
From the opportunity: open an opportunity in AWSsome that has no HubSpot deal, click Link HubSpot deal, and follow the same steps.
Good to know:
- A link cannot be undone from the screen.
- You cannot link a deal from a HubSpot account that is disconnected. Reconnect HubSpot first.
- Opportunities that AWS shared and you have not accepted yet cannot be linked.
- An AWS opportunity with no matching HubSpot deal can be closed as Closed Lost. A queue deal with no match can be rejected.
Guide 5. Add and use the HubSpot card
To add the card, you need the Customize record page layout permission or Super Admin in HubSpot.
- In HubSpot, go to Deals and open any deal.
- Click Customize.
- Open the Record Customization tab and click Default view.
- Click the add (+) button and open the Card library tab.
- Search for AWSsome and click Add card.
- Close the panel, check that the AWSsome Deal Context card is in the list, and click Save and exit.
The default view shows to users who are not on an assigned team. If a team has its own team view, add the card to that view too, because team views start from the system default.
What the card shows:
- Not synced into AWSsome: AWSsome has not pulled the deal yet. It syncs automatically.
- Not a good fit: the deal does not match the filters your team set in AWSsome, such as amount or close date. The card lists the reasons.
- Waiting for internal approval: the deal is in the queue in AWSsome, waiting for your team to review and submit it.
- Submitted to AWS: AWS is reviewing the deal.
- Action needed from you: AWS reviewed the deal and asks for fixes before it approves it. Click Update deal in AWSsome.
- Rejected by AWS: AWS reviewed the deal and did not move it forward. The deal is now read-only in AWS, so it cannot be changed or submitted again. Revise and resubmit in AWSsome opens the deal in AWSsome.
Once AWS approves the deal, the card shows:
- AWS's opportunity quality score (0 to 100) with its reasoning.
- Help me improve the score.
- AWS's recommendation and next best action.
- AWS Marketplace engagement score: AWS's High, Medium or Low rating of the deal's engagement and potential success. In HubSpot views and reports, the same value is the AWS Engagement Level field.
- Deal intelligence: three signals that AWSsome AI makes from public data. Transactable: the customer can buy and be billed through AWS Marketplace. Committed spend: the customer has budget committed to AWS. Procurement-led: a procurement team drives the purchase. Each signal shows Highly likely, Likely, Possible or Unlikely.
- Your AWS account manager, with their email and a Book intro call link. The link opens a ready-to-send intro email that you can copy.
- Send private offer, which opens the Quote tab. The tab lists every private offer for the deal, newest first, with its status, value, expiry date and a link to the offer.
Use "Help me improve the score":
- On an approved deal with an AWS quality score, click Help me improve the score.
- AWSsome proposes better values for the customer business problem, use case, next steps, primary needs from AWS and industry. It uses the deal, the company website and, if you granted email access, the deal's emails.
- Pick the suggestions you want and click Update deal. Your choice is the approval: AWSsome sends the changes straight to AWS. If AWS refuses the update, the card says so, and nothing on the opportunity changes.
- AWS scores the deal again after these changes. The score looks at the customer business problem (the main part), next steps, the primary need from AWS, and the solution and AWS products. An edit that removes detail can lower the score.
AWS's documentation says the customer business problem and industry cannot change after approval, so AWS can refuse suggestions for these two fields. As in step 3, the card then says so, and nothing on the opportunity changes.
Guide 6. Accept opportunities that AWS shares
- In AWSsome, accept the opportunity that AWS shared with you.
- If you mapped more than one pipeline, choose the pipeline for the new HubSpot deal. With one pipeline, AWSsome uses it.
- AWS creates the opportunity in your Partner Central account. AWSsome creates one HubSpot deal with your mapped fields and the matching stage. It finds the company by website domain, then by name, or creates it.
- The HubSpot amount is ten times AWS's expected monthly spend. AWSsome keeps the deal name, amount and close date in line with AWS.
Good to know:
- If HubSpot refuses the deal, a banner with Retry shows in the deal drawer in AWSsome.
- Accepting the same opportunity again does not create a second deal.
- These deals do not go to the review queue.
- If HubSpot is not connected, nothing is created in HubSpot.
- If your installation has not re-authorized yet, the deal is created without its company.
Guide 7. Create and send a private offer
You need a HubSpot deal that AWS has approved. The product must be live on AWS Marketplace, as a public or limited listing. You create the offer in AWSsome and send it from HubSpot. You do not need an AWSsome account first.
From HubSpot:
- Open the deal and find the AWSsome Deal Context card.
- Click Quote tab in the card then click Open in AWSsome. The deal opens in AWSsome, and you are signed in with your HubSpot login. If you have no AWSsome account yet, AWSsome creates one for you as a Seller, and Sellers can create private offers.
In AWSsome:
- On the deal, click Associate offer. If the deal already has an offer, the button says Replace Offer.
- In the window that opens, click Create private offer. AWSsome starts a new offer and fills in the company name, contact name, email and phone from the deal. It sets billing to Monthly.
- Rename the offer. AWSsome names it "Private Offer for Deal Registration" plus the deal title, and the buyer sees this name.
- Enter the buyer's 12-digit AWS account ID. The deal does not have it, so ask the buyer.
- Fill in the rest of step 1, Offer details. See "What to enter in each field" below.
- Fill in step 2, Pricing. Select the dimensions the buyer gets, enter a quantity for each, then enter the Total Contract Value.
- Check step 3, Review. It shows every field and the invoice dates AWSsome calculated.
- Click Publish, check the net payment terms in the window, and click Yes, publish it. The offer shows Publication In Progress until AWS finishes.
Already published the offer from the Private Offers page? Click Associate offer on the deal, pick the offer from the list and click Associate offer.
Back in HubSpot:
- On the card, click Send private offer. The Quote tab opens.
- Click Send to customer. HubSpot's email composer opens with the offer link and expiry date. Or click Copy link and send it your own way.
- The tab also has View on AWS Marketplace and Open offer in AWSsome.
When the buyer accepts, the offer shows Signed and the date they accepted. If it expires first, it shows Expired and a Create new private offer button.
What to enter in each field:
- Private offer name. The buyer sees this. Keep it clear, for example "Acme - Growth pack 12 months".
- Buyer AWS account ID. The ID of the AWS account that will accept and pay. This is the only buyer field AWS uses. Check it twice. If it is wrong, publishing fails, or the buyer cannot see the offer.
- Buyer company name. Any name your team will recognise. It does not need to be the legal name, and it does not need to match anything in AWS. AWS never receives it.
- Buyer name and email. The person who will accept the offer and set up the product. This is often not the person who signs the purchase order. AWSsome sends order and subscription emails to this address. AWS does not receive it.
- Buyer phone. Optional.
- Private offer description. Optional. Do not write anything here that you would not want the buyer to read.
- This is a renewal for an existing customer. Turn this on only if the customer already has, or had, a private offer for this product. Expansions count. Then pick a Renewal Type. Choose Renewal on AWS Marketplace if their current contract is on AWS Marketplace. Choose Existing customer moving to AWS Marketplace if they paid you directly before. A customer who moves from your public AWS Marketplace listing to a private offer is not a renewal.
- Product. The product the offer is for. You cannot change it after you create the offer.
- Offer expiration date. The last day the buyer can accept. The offer closes at 23:59 UTC on that day.
- Contract start. Upon buyer acceptance date, or Start at future date.
- Contract duration. 1 to 60 months.
- Net payment terms. How long the buyer has to pay each AWS invoice. Choose Net 15, 30, 45, 60, 90 or 120. Leave the default to use the buyer's own AWS payment terms. You cannot change this after the buyer accepts.
- Billing frequency. Monthly, Quarterly or Annually. AWSsome calculates the invoice dates, and you see them in step 3.
- Currency. Only currencies turned on in Admin Center show here. You cannot change it after you publish.
- License agreement. Most sellers use the Standard AWS contract. You can upload your own agreement as Custom EULA.
How dimensions work:
A dimension is one priced item on your product, such as "Growth pack" or "FTR add-on". After the buyer accepts, your product reads which dimensions they bought and how many.
- Select several dimensions. You can select one or more dimensions of the product in the same offer, with a quantity for each.
- Add-ons are dimensions too. If an add-on is not on the product yet, click Add Custom Dimensions. A custom dimension shows only in private offers, not on your public listing. It stays on the product after you create it, and you can use it again in later offers. Give it a clear name, such as "FTR add-on", not "Custom 4".
- Different prices, one total. Example: Growth pack at $5,000 and FTR add-on at $5,000. Select both dimensions, quantity 1 each, and enter $10,000 as Total Contract Value. The buyer sees the total and the invoices, not a price for each item. If they need the breakdown, put it in a custom EULA.
- Units. Count packs and add-ons in Units. One pack is 1 unit, one add-on is 1 unit.
How billing works when the duration does not match the frequency:
AWSsome splits the total equally across the invoices. It does not prorate a short last period.
Example: 14 months, Annually, $14,000. AWSsome creates two invoices of $7,000, one at the start and one 12 months later. It does not create $12,000 and $2,000. Change billing from Monthly to Annually first, then check the invoice dates in step 3 before you publish.
If you choose Upon buyer acceptance date, the first invoice date is the day you create the offer. If the buyer accepts later, AWS bills the first invoice when they accept. The later invoice dates do not move.
Good to know:
- A private offer is always for one product. You cannot send an offer without a product.
- One offer cannot include two products. Create one offer per product. The buyer accepts each offer separately.
- AWS allows only one active contract per product for each buyer account. If the customer may buy an add-on during the contract, put it in the first offer.
- With Monthly billing, set the expiration date less than a month away. AWS allows only one invoice date before the buyer accepts.
- A deal has one current offer. When you create a new offer from the deal, it replaces the old one on the deal as soon as you save step 1. The old offer stays live in AWS, but it leaves the Quote tab. If you stop before you publish the new offer, click Replace Offer on the deal, pick the old offer and click Associate offer.
- The Quote tab shows offers you have published. Drafts and failed offers do not show. Copy link and Send to customer appear once AWS has published the offer.
- The Quote tab has no create button. Always create offers in AWSsome.
- If the buyer cannot see the offer, check that they signed in to the exact AWS account in the offer.
Guide 8. Reconnect, disconnect and uninstall
Re-authorize. On the Integrations page, click Re-authorize and sign in with the same HubSpot account. Your setup stays as it is. If you sign in with another HubSpot account, AWSsome refuses the change.
Disconnect.
- Go to Integrations > HubSpot and click Disconnect.
- Click Yes, disconnect.
See "What happens when I disconnect?" in the FAQ.
Uninstall from HubSpot.
- In HubSpot, click the settings icon and go to Integrations > Connected Apps.
- Click Actions on the AWSsome app, then click Uninstall.
- Type "uninstall" and click Uninstall.
The AWSsome fields stay on your deals after you uninstall.