CRM commercial model case study
HubSpot product catalogue and commission model
MPED and AutomateNow delivered and deployed a governed HubSpot product catalogue, line-item commercial model, finance reporting and Azure-based commission calculator for a reseller business.
Project at a glance
- Client profile
- Electronics reseller and services provider
- Delivery team
- MPED with AutomateNow
- Engagement
- HubSpot product and commission model
- Status
- Production deployment completed
Business context
Challenge
An electronics reseller and provider of complementary services needed a more controlled commercial model in HubSpot for product-led deals. Commercial activity, pricing support and commission interpretation were spread across HubSpot and surrounding processes, which made it harder to treat HubSpot as a reliable source of truth for line-item-led deal values, margin visibility and finance review.
Delivery response
Solution
Working with AutomateNow, MPED delivered a HubSpot-native commercial model built around a governed product catalogue, line-item-driven deal values, controlled commission visibility and finance-facing reporting. The production solution combined commercial architecture, HubSpot configuration, validation assets and an authenticated Azure Function for margin-based line-item commission calculation and write-back.
From catalogue to commission
What was delivered
The production deployment combined governed product data, line-item deal values, commission visibility, finance reporting and Azure calculation write-back.
- Governed HubSpot product catalogue for approved sellable items
- Product-based line items connected to commercial deals
- Deal amount driven from line items rather than rough estimates
- Margin-capable commercial structure using sell price, cost, quantity and category context
- Controlled commission model with deliberately bounded Phase 1 logic
- Finance-facing commission review report in HubSpot
- Authenticated production Azure endpoint that reads HubSpot deals and line items, calculates per-line commission, aggregates totals and writes results back to HubSpot
Production workflow
How the model supports commercial operations
The live model supports product-led selling and finance review while keeping its first production phase deliberately controlled.
- Product-based sales opportunities managed in HubSpot
- Deals combining hardware, software and related services
- Line-item values used as the basis for deal amounts
- Margin-aware commission visibility for finance review
- A controlled path toward broader commission automation without introducing unnecessary rules-engine complexity
Production architecture
HubSpot-to-Azure commission flow
The production architecture keeps commercial ownership in HubSpot and delegates the targeted margin calculation to an authenticated Azure Function.
- End-to-end flow: HubSpot Product Library to Line Item to Deal to Azure commission calculation to HubSpot commission results and finance report
- Product structure includes native price and cost-of-goods fields plus custom classification fields
- The HubSpot model supports controlled revenue-based or margin-based deal-level commission logic
- The Azure Function calculates margin-based commission from sell price, quantity, cost snapshot and commission-rate snapshot
- Function outputs cover line-level commission, aggregated commission totals and calculation results
- Commission status remains business-owned in HubSpot and is not overwritten by Azure
- Function-level authentication protects the endpoint, with secrets held in application settings
- The production deployment is supported by infrastructure as code, automated tests and an Azure DevOps pipeline
Production delivery
Production outcome
- Deployed a practical commercial model in HubSpot built around products, line items, commission visibility and governance
- Produced HubSpot administrator guidance and reusable validation assets
- Created controlled product-library and deal-validation structures
- Delivered the Azure commission-calculation package with automated tests, infrastructure as code and deployment automation
- Deployed the authenticated Azure Function and commission-calculation workflow to production
- Kept commission status and finance review business-owned in HubSpot while automating the targeted calculation and write-back path
Summary
A production foundation for cleaner commercial control
For a client of AutomateNow, MPED moved fragmented product-led selling into a structured, production-deployed HubSpot commercial model. Governed products, line-item-led deal values, finance-facing commission visibility and an authenticated Azure calculation path now provide a practical foundation for cleaner commercial control while keeping the first production phase intentionally focused.
Integration options
Need to connect a different platform?
HubSpot is only one part of the integration landscape. MPED can apply the same delivery approach to CRM, ERP, accounting, finance and operational platforms such as NetSuite, Xero, QuickBooks, Sage, Microsoft Dynamics 365, custom APIs and internal business systems.