Plan your product structure
Before creating anything in HubSpot, list every product and service you sell. For each one, document: the name (as it should appear on quotes), a short description, the unit price, the billing frequency (one-time, monthly, quarterly, annually), and any variants (e.g., basic vs premium tier, per-user vs flat-rate).
Decide on your granularity. If you sell "Consulting" at different rates depending on seniority, create separate products ("Consulting, senior" and "Consulting, junior") rather than one product with a variable price. This gives you cleaner reporting and prevents reps from guessing rates.
Create products
Go to Settings, then Objects, then Products. Click "Create product". Fill in the name, description, and unit price. Set the billing frequency: one-time for implementation fees or project work, recurring for subscriptions and retainers.
For recurring products, specify the term: monthly, quarterly, or annually. HubSpot uses this to calculate the total contract value on deals and quotes. If you offer both monthly and annual billing for the same product, create two products ("Software, monthly" and "Software, annual") with the appropriate pricing.
Add a SKU or product code if your accounting system uses them. This makes reconciliation easier when invoices sync to your financial tools.
Organise with folders
If you have more than 10 products, organise them into folders. Go to the Products view and create folders by category: services, software, add-ons, one-time fees. Reps search for products when building quotes, so clear folder names speed up the process.
Name products consistently. Use a format like "[Category] [Product name] [Variant]": "Software, CRM platform, annual" or "Service, onboarding, standard". Consistent naming makes the product list scannable and prevents duplicate entries.
Set default pricing and discounts
Each product has a default unit price. Reps can override this on individual quotes, but the default should be your standard rate. If you offer volume discounts, document them in the product description so reps know the thresholds ("10% discount for 10+ licences").
For products with complex pricing (usage-based, tiered, or custom), set the most common price as the default and instruct reps to adjust as needed. Create a pricing guide document and link it in the product description for reference.
Connect to accounting
If you use accounting software (Xero, QuickBooks, or similar), check for a native HubSpot integration. Many accounting integrations sync products and line items, so creating a product in HubSpot automatically creates a corresponding item in your accounting tool.
Go to Settings, then Integrations, then Connected apps. Search for your accounting platform and connect it. Configure the product sync settings: which fields map, whether new products sync automatically, and how pricing updates are handled.
