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Deal type auto-classification (new business vs expansion)

One of 565 written HubSpot workflow specs, by a collective of independent HubSpot consultants.

Professional

Seat pricing: Professional edition. To build it, a GTM Seat or an Ops Seat (an Ops Seat cannot create marketing emails or sequences). Per-hub plans: Sales Hub Professional.

Deal3 stepsUpdated for HubSpot seat pricing
OutcomeA new deal gets classified as new business or expansion automatically, based on whether its associated company has a prior Closed Won deal, so pipeline reports split cleanly without a rep manually tagging every deal.
Workflow mapdeal-hygiene-029
Deal created, company associated, Deal Type unknown leads to Company on Closed Won history list?. Company on Closed Won history list? leads to yes: Deal Type = expansion; no: Deal Type = new-business. yes no Deal created, company associated, Deal Type unknown Company on Closed Won history list? Deal Type = expansion Deal Type = new-business
Deal created, company associated, Deal Type unknown leads to Company on Closed Won history list?. Company on Closed Won history list? leads to yes: Deal Type = expansion; no: Deal Type = new-business. yes no Deal created, company associated, Deal Type unknown Company on Closed Won history list? Deal Type = expansion Deal Type = new-business

When to use it, when not to

Use it

  • Use it at deal creation. This fiche classifies once and does not keep re-checking, since re-running the same logic after the fact could reclassify a deal mid-cycle if the company happens to win another deal concurrently.
  • Use it when "new business vs expansion" is a standing reporting need for sales leadership, not a one-off report someone can pull manually.
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Skip it

  • Do not use it if a company can have a Closed Won deal that does not count as prior business for classification purposes, for instance a free pilot recorded as Closed Won. Exclude those from the active list definition below.
  • Do not use it on a company-less deal. Classification depends entirely on the associated company's deal history, pair with deal-hygiene-017 first.
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The rest of this spec

Prerequisites · 3 items

Every property with its label, internal name, type and options, plus the assets the workflow needs.

Enrollment · 4 parts

The trigger, the criteria as ticked in the UI, the re-enrollment rule and the suppression list.

Steps · 3 numbered actions

Each action in order with its parameters, branches and delays.

Known pitfalls · 5

Traps seen in production, each with what breaks and what to do instead.

Test plan and UAT script · 3 cases, 3 variants

How to prove it works in a test portal, one case per branch, and a sign-off sheet.

Files · PDF, Markdown, JSON, CSV

The properties JSON creates the fields in one call. The workflow JSON documents the build.

Install · 1 click, switched off

The installer creates the properties and the workflow, switched off, then opens a task for what it cannot create. Nothing is deleted, enabled or enrolled.

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