Who’s missing from where?

Bottomline identifies orphan records and gap patterns so you know which contacts are missing from which systems.

What does each gap pattern mean for my business?

Bottomline explains what each missing-data pattern means in plain English, from broken billing to invisible customers.

Which customers appear in which systems?

Bottomline maps every contact across your accounting, CRM, payments, and ads so you can see exactly who exists where.

Are there Stripe payments that don’t match any customer in my books?

Bottomline flags every Stripe payment that cannot be linked to a customer record in your accounting software.

How confident can I be in each metric?

Bottomline shows you a confidence score for every metric based on the completeness and match quality of the underlying data.

Are there deals in my CRM with no contact assigned?

Your pipeline says $340,000 in open deals. But some of those deals have no contact, no company, no one to follow up with. They are pipeline ghosts. Here's how to find them.

6 min read

The short answer

Do you have orphan deals? In HubSpot and Salesforce, deals can exist without an associated contact. These orphan deals inflate your pipeline value, cannot be followed up on, and distort your win rate calculations. Most businesses have more of them than they think.

Orphan deals inflate your pipeline and hide follow-up failures

A deal with no contact is a deal nobody can work. Your pipeline report says you have $340K in open opportunities. But $45K of that is deals with no associated person. No one is going to close those deals because no one knows who to call.

Worse, these phantom deals skew your metrics. Your win rate looks lower than it should because orphan deals sit open forever. Your average deal cycle time gets inflated. And when you forecast revenue, you are including deals that will never close.

Orphan deals usually happen when someone creates a deal quickly (during a call, at a conference) and forgets to associate a contact. Or when deals are imported from a spreadsheet without proper mapping. They accumulate quietly over months.

How to find orphan deals in HubSpot (step by step)

1
Go to CRM → Deals
Open your deals pipeline view in HubSpot.
2
Switch to table view
Click the table/list icon (not the board view). This gives you a filterable list of all deals.
3
Add a filter: Associated Contacts is unknown
Click Advanced filters. Add a filter where “Number of associated contacts” is equal to 0, or where “Associated contact” is unknown. This isolates deals with no linked contact.
4
Review and sum the pipeline value
Count the orphan deals and note their total value. Check each one: is it a real opportunity that just needs a contact linked, or is it stale and should be closed?

How to find orphan deals in Salesforce (step by step)

1
Go to Reports → New Report
Select “Opportunities” as the report type (not “Opportunities with Contact Roles”).
2
Add a cross-filter
Click Add cross filter. Set it to “Opportunities without Contact Roles.” This filters for deals that have no contact role assigned.
3
Run the report and export
Click Run Report. The results show all opportunities with no associated contact. Export to CSV for further analysis. Click the Export dropdown and select “Details Only” as CSV.

Total time: 10-15 minutes per CRM. The finding is easy. The cleanup (associating the right contact or closing stale deals) is what takes time, often an hour or more if you have dozens of orphan deals.

Orphan deals keep appearing unless you change the process

You can clean up orphan deals today. But next week, someone will create another deal without linking a contact. Unless you have a required field or a validation rule, the problem comes back every month.

Checking for orphan deals should be a monthly hygiene task, ideally automated so it does not depend on someone remembering to run a report.

Or get orphan deal alerts automatically

Bottomline connects to your CRM and flags orphan deals as part of its monthly data quality analysis. It tells you how many deals have no contact, their total pipeline value, and how long they have been sitting there.

CRM data quality

Deals with no contact23 deals ($45,200)

Oldest orphan deal127 days old

Pipeline inflation estimate13% of open pipeline

From a real Bottomline report. Orphan deals are flagged automatically with their total value and pipeline impact.

No manual filtering or report-building needed. And because Bottomline also runs identity resolution, it can sometimes suggest which contact should be associated with an orphan deal based on matching signals from other systems.