How to Measure Revenue metrics (ARR, NDR) using HubSpot’s Invoice Line Items

How to Measure Revenue metrics (ARR, NDR) using HubSpot’s Invoice Line Items

Mor Shabtai
Mor Shabtai
July 21, 2024
5 min read

In today’s data-driven business landscape, accurately measuring revenue metrics like Annual Recurring Revenue (ARR), Monthly Recurring Revenue (MRR), and Net Dollar Retention (NDR) is crucial for making informed decisions and driving growth. HubSpot’s invoice line items feature offers a powerful way to track these essential metrics effectively. Here, we’ll explore best practices for leveraging HubSpot’s capabilities to measure and analyze your revenue metrics.

Understanding Key Revenue Metrics

Before diving into the best practices, let’s briefly recap what these key metrics represent:

  • ARR (Annual Recurring Revenue): The total value of recurring revenue generated annually from your customers.
  • MRR (Monthly Recurring Revenue): The total value of recurring revenue generated monthly from your customers.
  • NDR (Net Dollar Retention): The percentage of recurring revenue retained from existing customers over a specific period, factoring in upgrades, downgrades, and churn.
Alta Dashboard displaying various revenue metrics including MRR Trend, ARR Trend, Paying Customers Trend, New Paying Customers, Customers Churn Trend, Monthly MRR Growth, and ARR Breakdown.
Alta Revenue Metrics Dashboard Based on HubSpot's Line Items

Why Use HubSpot’s Invoice Line Items?

HubSpot’s invoice line items allow you to capture detailed transaction data, making it easier to track and analyze various revenue streams. By effectively utilizing this feature, you can gain insights into your business’s financial health and performance.

Best Practices for Measuring Revenue Metrics

  1. Set Up Your Invoice Line Items Correctly
    • Ensure that your HubSpot account is configured to capture all necessary invoice data.
    • Standardize the way you input line items to maintain consistency and accuracy.
  2. Categorize Your Revenue Streams
    • Create categories for different types of revenue (e.g., subscription fees, one-time payments, upgrades).
    • Use these categories to filter and analyze data more effectively.
  3. Automate Data Capture
    • Leverage HubSpot’s automation tools to ensure that invoice data is captured in real-time.
    • Set up workflows to automatically categorize and tag revenue streams.
  4. Regularly Review and Update Metrics
    • Schedule regular reviews of your revenue metrics to ensure accuracy.
    • Update your categories and workflows as your business evolves to capture new revenue streams.
  5. Utilize Custom Reports and Dashboards
    • Create custom reports in HubSpot to track ARR, MRR, and NDR.
    • Use dashboards to visualize trends and identify areas for improvement.
  6. Integrate with Other Tools
    • Integrate HubSpot with your accounting software and other financial tools to consolidate data.
    • Use integrations to automate data flow and reduce manual entry errors.

Tips for Maximizing Insights

  • Segment Your Data: Break down your revenue metrics by customer segments, product lines, or regions to gain deeper insights.
  • Track Leading Indicators: Monitor metrics like customer acquisition cost (CAC) and customer lifetime value (CLTV) alongside your revenue metrics for a comprehensive view.
  • Benchmark Against Industry Standards: Compare your metrics to industry benchmarks to identify strengths and areas for improvement.


Accurately measuring and analyzing revenue metrics is essential for understanding your business’s financial health and driving growth. By following these best practices and leveraging HubSpot’s invoice line items, you can gain valuable insights into your ARR, MRR, NDR, and other key metrics. Regularly reviewing and updating your data will ensure that you have a clear and accurate picture of your revenue streams, enabling you to make informed decisions and optimize your business strategy.

If you’re looking to dive deeper into this topic, check out our comprehensive guide and video tutorial on using HubSpot’s invoice line items to measure revenue metrics effectively.

Additional Resources:

Feel free to reach out to us if you have any questions or need further assistance. Happy analyzing!

Mor Shabtai
Mor Shabtai
July 21, 2024
5 min read