Lesson 4 of 7 · 2 min
Revenue plans
Manage competing revenue plans and know which one a scenario is reading.
Revenue uncertainty only becomes useful once it is split into named, comparable plans.
Liquidity → Revenue splits into Overview and Master Data. Overview shows the Currently selected plan, a Visible bars chart split into Recurring, Non-recurring and Adjustments, and a Plan library listing every plan with its Author, Created date, Last update, Status, Departments and whether it is Active.
New plan opens a dialog asking for a Plan name, a Select plan source, a cut-off date for excluding inactive items, a probability threshold, a calculation method — Binary inclusion or Probability weighted — and users to give Read, Write or Approve rights to.
The probability threshold is what separates committed revenue from hopeful revenue. Binary inclusion takes a deal in whole once it clears the threshold; Probability weighted counts a share of it in proportion to its probability. Merge plans combines plans into one, and the same revenue object appearing in two of them is the thing to catch before it is counted twice.
Master Data is where the underlying deals actually live, and it's richer than a single list. Above the table: Source — HubSpot in this tenant — with a Last updated date, and Sync data, Edit and Customize table buttons. The deals themselves split across three tabs: Recurring, Non-recurring and Excluded — a third bucket for deals that shouldn't count toward the plan at all, not just the two you'd expect. Each tab carries the same rich column set — Name, Customer name, Amount, Start date, End date, Frequency, CC, Source, Account, Probability (%), Discount, Stage name, VAT (%) — every one of them filterable, so a filter like Probability (%) equals: 100 stacked with End date is after: 2026-08-31 is how you'd isolate exactly the deals a plan should be built from.
⚠ Sync data pulls the latest from HubSpot; it does not happen automatically just because you opened the page. A plan built from Master Data that hasn't been synced recently is a plan built on a stale pipeline, even though nothing on screen says so.
- 1Currently selected plan
- 2Chart split into Recurring, Non-recurring, Adjustments
- 3Merge plans and New plan
- 4Plan library — Author, Created date, Last update, Status, Departments, Active
ValueWorks 2026.08
- 1Plan source and the cut-off date
- 2Probability threshold
- 3Binary inclusion vs Probability weighted
- 4Read, Write and Approve, per person
ValueWorks 2026.08
- 1Source and Last updated
- 2Sync data, Edit and Customize table controls
- 3Recurring, Non-recurring and Excluded tabs
- 4Active filters and the full revenue data table
ValueWorks 2026.08
Takeaways
The probability threshold and calculation method decide how uncertain revenue is treated.
Binary inclusion takes a deal whole; Probability weighted takes a share of it.
Master Data splits deals into Recurring, Non-recurring and Excluded — Excluded is a real third bucket, not a leftover.
Sync data pulls fresh figures from HubSpot — it isn't automatic.
Surfaces covered
- Liquidity
Micro-check
Two quick questions
Practice only — nothing here is scored or recorded.
1. A plan uses Binary inclusion with a 70% probability threshold. A deal sits at 65% probability. What happens to it?
2. A deal has been marked as won but shouldn't count toward the revenue plan at all. Which tab does it belong in?