Sum of amount across all open deals (excludes closed_won + closed_lost). The hero number for B2B founders.
At a glance
Live sum ofamountacross every open deal in every pipeline. The headline pipeline figure that Sales Hub founders watch. Computed real-time fromGET /crm/v3/objects/dealsfiltered to deals wheredealstageresolves to a non-closed state (excludes bothclosedwonandclosedlost).
| What it counts | SUM(amount) across all deals where the current dealstage is open. Includes every deal pipeline (default, custom, multi-product) and every open stage within them. |
| HubSpot Hub scope | Sales Hub. Deals are a Sales Hub primary object. Marketing Hub and Service Hub portals without Sales Hub will see an empty card. |
| Pipeline aggregation | All open pipelines combined. A B2B portal with separate New-Business, Renewal, and Expansion pipelines sums all three here. To split, use Pipeline Value by Stage. |
| Stage filter | Open only. closedwon and closedlost deals are excluded. Stage labels vary per pipeline; HubSpot’s pipelineStage.metadata.probability and metadata.isClosed flags are the source of truth. |
| Amount weighting | No probability-weighting. This card sums the raw amount field. Forecast cards apply stage probability separately; this is the unweighted top-of-funnel figure. |
| Currency | Each deal stores deal_currency_code plus amount_in_home_currency. Vortex IQ sums amount_in_home_currency to give one normalised figure in the portal’s home currency. Multi-currency portals see the FX-converted total. |
| Deals with no amount set | Excluded from the sum. The deal record still exists; if 30% of open deals have no amount, the card understates pipeline. Audit HS05 surfaces this. |
| Manually-edited dealstage | Reflects whatever HubSpot currently shows. If a rep moved a deal back from closedlost to qualifiedtobuy ten minutes ago, this card includes it again on the next sync. |
| Time window | RT, real-time read. Pipeline value is a stock figure (a snapshot), not a flow. |
| Alert trigger | drop >10% WoW, drives sentiment_key: pipeline_trend. A 10%+ week-over-week contraction usually means a stage-mover dropped to closedlost (mass-loss event) or a sales-cycle slowdown. |
| Roles | owner, sales, finance |
Calculation
Calculated automatically from your HubSpot data. See the At a glance summary above for what the metric tracks and the worked example below for a typical reading.Worked example
A B2B SaaS company at $200k MRR running two HubSpot pipelines (New-Business and Renewal). Reading this card on 14 Apr 26:| Pipeline | Stage | Open deals | Sum of amount | Stage probability |
|---|---|---|---|---|
| New-Business | Appointment Scheduled | 42 | $84,000 | 20% |
| New-Business | Qualified to Buy | 28 | $168,000 | 40% |
| New-Business | Presentation Scheduled | 18 | $144,000 | 60% |
| New-Business | Decision Maker Bought-In | 11 | $132,000 | 80% |
| New-Business | Contract Sent | 6 | $96,000 | 90% |
| Renewal | Renewal Open | 34 | $612,000 | 70% |
| Renewal | Renewal Negotiation | 9 | $216,000 | 85% |
| Total open pipeline (this card) | 148 | $1,452,000 |
- 200k MRR is a 7.25× book-to-bill ratio. Healthy B2B SaaS sits in the 3-5× range; above 6× often means stage-stagnation (deals stuck open) rather than abundant pipeline. The Win Rate by Stage card is the next place to look.
- Renewal pipeline is 57% of the total. 1.45M is renewal revenue. A renewal-heavy ratio is normal for established SaaS but means the new-business pipeline is the leading indicator for growth, not this headline. Always read Renewal vs New-Business splits separately.
- Probability-weighted forecast comes to $929,800. That is 0.20 x 84k + 0.40 x 168k + 0.60 x 144k + 0.80 x 132k + 0.90 x 96k + 0.70 x 612k + 0.85 x 216k. Roughly 64% of unweighted. This card does not show the weighted figure; the Deals Closing This Month card brings probability in.
- 148 open deals is a lot for a single AE team. Industry rule of thumb: an AE handles 20-40 active deals at once. 148 deals across (say) 4 AEs is 37 each, near the upper bound. If two reps are out, deal hygiene degrades fast and stuck-deal counts spike.
- **A 10%+ WoW drop (12k, losing one drops pipeline by less than 1%. A single $145k+ enterprise deal moving to closedlost would clear the alert. The Pipeline Drop Alert card surfaces the actual deal causing it.
Sibling cards merchants should reference together
Pipeline Value is the most important single number on a Sales Hub portal. Pair it with these:| Card | Why pair it with Total Pipeline |
|---|---|
| Pipeline Value by Stage | The shape inside the headline. Bulges at any stage flag stage-stagnation, the same total can be healthy or sick depending on its distribution. |
| Deals Closing This Month | The probability-weighted forecast for the current month. This card is unweighted, that one is weighted. Read together for “what’s the pipeline” and “what will land”. |
| Win Rate by Stage | The leakage map. Tells you where the pipeline burns down. A high pipeline number with sub-20% conversion at a critical stage is fragile. |
| Average Deal Cycle | The velocity. A growing pipeline with a slowing cycle is artificial growth, deals are stuck, not progressing. |
| Top 10 Deals by Amount | The concentration check. If the top 10 deals are 60%+ of pipeline, one slip moves the headline meaningfully. |
| Deals Stuck >30d | The hygiene flag. Stuck deals overstate live pipeline. |
| Pipeline Drop Alert | The 24-hour anomaly detector. Surfaces the specific deals that caused a sudden contraction. |
| Pipeline-vs-Realised Revenue Gap | The cross-channel reality check against Stripe / Shopify revenue. HubSpot’s closed_won doesn’t always become commerce revenue. |
Reconciling against the vendor’s own dashboard
Where to look in HubSpot: Three native views give the closest comparison:HubSpot → Sales → Deals → Board view (top-of-board total per pipeline) HubSpot → Reports → Sales analytics → Deal forecast (filter to “Open deals”) HubSpot → Reports → Sales analytics → Pipeline snapshots (latest snapshot date)The Deals Board view total per pipeline, summed across all visible pipelines, should match this card to within a few thousand on most portals. Why our number may legitimately differ from HubSpot’s:
| Reason | Direction | Why |
|---|---|---|
| Pipeline visibility | Theirs lower | HubSpot’s UI shows only pipelines the logged-in user has permission for. Vortex IQ reads through a portal-wide token, so it sees all pipelines. A finance-only Hub user looking at the deals board may see less than this card. |
| Sync lag | Ours lower for the most recent 5-15 minutes | Stage-changes happen in real time in HubSpot’s UI; Vortex IQ’s index trails by one sync cycle (15 minutes default, faster on portals with the deal-update webhook installed). |
| Currency conversion | Either | HubSpot’s Deals board shows raw amount in each deal’s deal_currency_code. This card sums amount_in_home_currency (HubSpot’s daily FX rate). For multi-currency portals the raw board total and our normalised total will differ; this is expected. |
| Portal timezone vs UTC | Negligible on a stock figure | Pipeline value is a snapshot at the moment of read, not a window-bounded total, so timezone has minimal effect. Deal-stage history-based reports may differ. |
| Deals-with-no-amount | Ours lower | HubSpot’s UI may include amount-less deals as “0” rows in the count. This card sums amounts only, so the deal-count and the amount-total can both be right but tell different stories. |
| Card | Expected relationship | What causes legitimate divergence |
|---|---|---|
| Pipeline-vs-Realised Revenue Gap | HubSpot’s closedwon $ should approximate Stripe / Shopify realised revenue from the same customer emails within 30 days | Deals marked closedwon but never invoiced (sandbox / test deals), wrong primary-contact email, contract terms with delayed billing. The gap card surfaces this as a single number. |
| Stripe MRR | New-business closedwon ÷ 12 (for annual deals) should approximate the Stripe MRR delta in the same month | Annual prepays land as one-time Stripe payments not MRR; MRR-impacting deals only become MRR on the subscription start date, often after closedwon. |
| Shopify Total Revenue | For commerce-attached B2B (D2C with sales-assist), HubSpot pipeline should approximate Shopify’s high-AOV order pipeline | Most Shopify orders never reach a HubSpot deal record (self-serve checkout). HubSpot pipeline only contains sales-assisted deals. |
Known limitations / merchant FAQs
Why is my deal pipeline number different from my dashboard? Three usual causes, in order of frequency: (a) you are looking at a single pipeline in HubSpot’s UI; this card sums all open pipelines. (b) Multi-currency, HubSpot’s board view shows raw amount in deal currency; this card sums home-currency-converted amounts. (c) Permission filtering, your HubSpot user account may not have visibility into all pipelines; Vortex IQ reads through the portal token and sees everything. Does this include closed_won deals? No. Open deals only.closedwon and closedlost deals are excluded. To see total bookings (closed_won), look at the Deal Pipeline-vs-Realised cross-channel card or HubSpot’s own Sales analytics report.
Is this probability-weighted?
No. This is the raw sum of amount. Stage probability is applied separately in the Deals Closing This Month card. We keep this card unweighted because that is the figure most founders read on the board view.
My pipeline number jumped overnight, why?
Three usual causes: (a) a rep moved a large deal from closedlost back to an open stage (revival), (b) a partner-channel deal import dropped 50+ deals into the qualified-to-buy stage, (c) someone created a renewal pipeline and seeded it with all upcoming renewals as open deals. The Pipeline Drop Alert card surfaces the inverse case (sudden contractions).
Why are some deals missing amounts?
Reps create deals with no amount when they want a placeholder for an early-stage opportunity. HubSpot allows this. Audit HS05 surfaces the share of open deals with amount IS NULL; if it is above 20%, the pipeline figure understates true book.
Multi-currency, how does this work?
HubSpot stores amount in deal_currency_code plus amount_in_home_currency (auto-converted by HubSpot daily). This card sums the home-currency field. If your portal is GBP-based and you have USD deals, the GBP figure here will track GBP↔USD rate movements, even when no deal changed.
My deal stage doesn’t match the Pipeline Value by Stage card, why?
Stage labels can be the same string in different pipelines but represent different probabilities. The by-Stage card groups by dealstage ID, not label, so two pipelines each with a “Qualified to Buy” stage appear as two separate rows. The Total Pipeline card sums everything.
Sequence enrolment vs send timing, does this affect deals?
No. Sequences are a Sales Hub Sequences feature, separate from deals. Sequence enrolment puts contacts into a 1-to-1 outreach flow; deals are created manually or via workflow. The two are independent.
Today-volatility, why does this number swing intra-day?
Pipeline value is a stock figure, not a flow, so it should not swing much intra-day. If it is swinging, the most likely cause is reps moving deals between stages (closing some, opening others) and Vortex IQ catching each change on the next sync. A 1-2% intra-day drift is normal; >5% means an active sales-team day or a workflow-triggered mass-stage change.