Transforming revenue reporting at Yonda

Yonda Tax is a global tax compliance platform helping businesses manage sales tax, VAT, and GST obligations across multiple jurisdictions. Its solution automates registration, filing, and remittance, while integrating with leading e-commerce and accounting platforms.

As Yonda scaled, they faced a growing challenge: their board reporting relied on complex Excel spreadsheets maintained by co-founder Ben, with heavy monthly workloads and manual data manipulation required. Their existing HubSpot setup was underutilised, lacking the data model and automation needed to reflect their multi-entity, multi-currency, multi-product structure. 

To move forward, they needed HubSpot to become their single source of truth for clients, entities, and revenue.

Yonda’s operational model involves multiple client entities, jurisdictions and revenue relationships, making accurate CRM structure and reporting particularly important. We redesigned the underlying HubSpot data model so the platform could better reflect how the business actually operates, while replacing manual revenue reporting with automated calculations and real-time visibility.

The work included:

• A new CRM data model

• We introduced custom objects for Accounts, Registered Entities and Revenue Snapshots, with structured associations to deals, products and tickets. This gave Yonda a more scalable way to manage complex client structures spanning multiple jurisdictions.

• Automated revenue tracking and reporting

• We built a custom revenue model in HubSpot to track MRR, ARR, upsells, cross-sells and contractions. Automated calculations replaced Excel-based reporting, including account-level revenue logic and multi-currency validation.

• Programmable automation for complex business logic

• Custom-coded actions and programmable automation were used to manage complex fee structures, relationships between entities and validation throughout the onboarding and revenue processes.

• A clearer customer lifecycle

• We simplified how lifecycle stages are used in HubSpot, moving operational statuses such as onboarding, hypercare and former customer status into the new Account object rather than overloading the standard Lifecycle Stage property. We also worked with Yonda on Bowtie model alignment, pipeline standardisation, duplicate prevention and automated lead-to-deal progression.

• Stronger validation and onboarding processes

• New deal validation stages and onboarding workflows help ensure the right information is captured at the right point and improve the reliability of downstream revenue reporting.

• Documentation and team enablement

• We worked with Yonda’s leadership and operations teams to agree revenue definitions, introduce the new processes and document the setup so it can be managed and developed internally over time.