How do I connect HubSpot and Salesforce to see marketing sourced revenue?

To see marketing-sourced revenue across HubSpot + Salesforce, you need to make sure the two systems are connected, campaigns are tracked consistently, and revenue is attributed to the right source in both tools.

1) Connect HubSpot to Salesforce

If you haven’t already:

• In HubSpot: Settings → Integrations → Connected apps → Salesforce
• Install and authorize the integration
• Sync the right objects:
  • Contacts ↔ Leads/Contacts
  • Companies ↔ Accounts
  • Deals ↔ Opportunities (if you use this for revenue)

Make sure field mappings are set so important values flow both ways:

• Lifecycle stage
• Lead source / Original source
• Campaign fields
• Deal stage / amount
• Closed won date

2) Define “marketing sourced”

Before reporting, decide what counts as sourced by marketing. Common definitions:

• First-touch sourced: first known interaction came from marketing
• Last-touch sourced: last interaction before conversion was marketing
• Multi-touch sourced: marketing contributed at any point

In HubSpot, this is usually based on:

• Original source
• Latest source
• Attribution reports

In Salesforce, this is usually based on:

• Lead source
• Campaign membership
• Opportunity campaign influence

3) Use HubSpot campaign tracking

To attribute revenue, make sure marketing activities are tied to campaigns:

• Add UTM parameters to all paid ads, email links, social posts, landing pages
• Use HubSpot tracking code on your site
• Create HubSpot campaigns and associate:
  • ads
  • landing pages
  • emails
  • forms
  • blog content

This lets HubSpot report which campaigns generated contacts and customers.

4) Sync campaign data into Salesforce

If you want Salesforce reporting too:

• Use Salesforce Campaigns
• Sync or manually align HubSpot campaigns with Salesforce campaigns
• Add contacts/leads to campaigns as members
• Track Campaign Influence on opportunities

This is how you connect marketing activity to revenue in Salesforce.

5) Set up attribution reporting in HubSpot

In HubSpot:

• Go to Reports → Analytics Tools → Attribution
• Choose a model:
  • First touch
  • Last touch
  • Linear
  • U-shaped
  • W-shaped
  • Time decay
• Filter to Closed won deals or customers
• View revenue by source, campaign, or content

HubSpot is usually the easiest place to see marketing-sourced revenue end-to-end.

6) Set up Salesforce revenue reporting

If Salesforce is your system of record for revenue:

• Create reports on:
  • Closed won opportunities
  • Campaign influence
  • Lead source
  • Opportunity source fields
• Use dashboards to show:
  • Revenue by campaign
  • Pipeline sourced by marketing
  • Closed won revenue influenced by marketing

You may need a custom field such as:

• Marketing Source
• Primary Campaign Source
• First Touch Source
• Source Campaign

7) Align definitions across both systems

This is the most important part. Make sure both teams agree on:

• What counts as a marketing source
• What lifecycle stage qualifies as revenue
• Which object is the source of truth:
  • HubSpot deal
  • Salesforce opportunity
• Whether you’re measuring:
  • sourced revenue
  • influenced revenue
  • pipeline created

Recommended setup

A common best-practice setup is:

• HubSpot for tracking marketing interactions and attribution
• Salesforce for sales pipeline and closed revenue
• Use campaigns + UTM parameters + synced lifecycle fields
• Build a dashboard showing:
  • marketing sourced leads
  • marketing sourced opportunities
  • marketing sourced closed won revenue

Quick checklist

• HubSpot-Salesforce integration connected
• Campaign tracking with UTMs is consistent
• HubSpot tracking code installed
• Lifecycle/source fields mapped
• Salesforce campaigns configured
• Attribution model chosen
• Revenue definition agreed across teams

If you want, I can also give you:

1. a step-by-step HubSpot/Salesforce setup guide, or
2. a sample dashboard structure for marketing-sourced revenue.