> ## Documentation Index > Fetch the complete documentation index at: https://docs.vortexiq.ai/llms.txt > Use this file to discover all available pages before exploring further. # Open Deal Pipeline Value, HubSpot > Open Deal Pipeline Value: sum of amount across all open deals (excludes closed_won + closed_lost). The hero number for B2B founders. How to read it, why it matters, and how to act on it. **Metrics type:** [Key Metrics](/nerve-centre/overview#metrics-types-explained) • **Category:** [Email Marketing](/nerve-centre/connectors#connectors-by-type) > Sum of amount across all open deals (excludes closed\_won + closed\_lost). The hero number for B2B founders. ## At a glance > Live sum of `amount` across every open deal in every pipeline. The headline pipeline figure that Sales Hub founders watch. Computed real-time from `GET /crm/v3/objects/deals` filtered to deals where `dealstage` resolves to a non-closed state (excludes both `closedwon` and `closedlost`). | | | | ----------------------------- | ------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------ | | **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** | | Five things this picture reveals: 1. **$1.45M unweighted pipeline against $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. 2. **Renewal pipeline is 57% of the total.** $828,000 of $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. 3. **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. 4. **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. 5. \*\*A 10%+ WoW drop ($145k) usually means one big deal slipped to closedlost.** With 11 deals in Decision-Maker Bought-In each averaging $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](/nerve-centre/kpi-cards/hubspot/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](/nerve-centre/kpi-cards/hubspot/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](/nerve-centre/kpi-cards/hubspot/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](/nerve-centre/kpi-cards/hubspot/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](/nerve-centre/kpi-cards/hubspot/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](/nerve-centre/kpi-cards/hubspot/deals-stuck-in-stage-30d) | The hygiene flag. Stuck deals overstate live pipeline. | | [Pipeline Drop Alert](/nerve-centre/kpi-cards/hubspot/pipeline-drop-alert) | The 24-hour anomaly detector. Surfaces the specific deals that caused a sudden contraction. | | [Pipeline-vs-Realised Revenue Gap](/nerve-centre/kpi-cards/hubspot/pipeline-vs-realised-revenue-gap) | The cross-platform 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](https://app.hubspot.com/sales/deals) (top-of-board total per pipeline) > [HubSpot → Reports → Sales analytics → Deal forecast](https://app.hubspot.com/reports-dashboard) (filter to "Open deals") > [HubSpot → Reports → Sales analytics → Pipeline snapshots](https://app.hubspot.com/reports-dashboard) (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. | **Cross-connector reconciliation:** The most useful reconciliations involve the commerce-revenue platform that ultimately realises pipeline. | Card | Expected relationship | What causes legitimate divergence | | ---------------------------------------------------------------------------------------------------- | ------------------------------------------------------------------------------------------------------------------------ | ---------------------------------------------------------------------------------------------------------------------------------------------------------------------------------- | | [Pipeline-vs-Realised Revenue Gap](/nerve-centre/kpi-cards/hubspot/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](/nerve-centre/kpi-cards/stripe/monthly-recurring-revenue) | 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](/nerve-centre/kpi-cards/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. | ***
Documentation cross-reference (for agencies running multiple CRM platforms) Pipeline value is a universal Sales-CRM concept. Same number exists on: * [`salesforce.sf_pipeline_amount`](/nerve-centre/salesforce/sf_pipeline_amount) (when added) * [`pipedrive.pd_open_value`](/nerve-centre/pipedrive/pd_open_value) (when added) The book-to-bill ratio (pipeline / MRR) is the cross-platform health proxy.
## 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-platform 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. *** ### Tracked live in Vortex IQ Nerve Centre *Total Deal Pipeline Value* is one of hundreds of KPI pulses Vortex IQ tracks across HubSpot and 70+ other ecommerce connectors. Nerve Centre runs the detection layer; Vortex Mind investigates the cause when something moves; Ask Viq lets you interrogate any number in plain English. [Start for free](https://app.vortexiq.ai/login) or [book a demo](https://www.vortexiq.ai/contact-us) to see this metric running on your own data.