Labra HubSpot App: AWS Mapping Manager Guide

The Labra HubSpot Mapping Manager allows you to configure how HubSpot data maps to AWS Co-sell referrals and Marketplace offers directly within Labra.

Using the Mapping Manager, you can:

• Create reusable mapping templates for AWS Co-sell and Marketplace workflows.
• Automatically populate referral and offer forms using HubSpot data.
• Configure custom field mappings and default values.
• Manage how referral information syncs between HubSpot, Labra, and AWS Partner Central.
• Standardize AWS workflows across your sales team.

This guide walks you through configuring mapping templates and managing your HubSpot integration settings.

Table of Contents

1. Prerequisites
2. Access the Mapping Manager
3. Create a Referral (Co-sell) Template
   1. Understanding the Co-sell Mapping Template
   2. Co-sell Mapping
   3. HubSpot Co-sell Automations

4. Create an Offer (Marketplace) Template

   1. Understanding the Marketplace Mapping Template
   2. Marketplace Mapping Fields
   3. Saving and Managing Marketplace Templates

    

Prerequisites

Before configuring the Mapping Manager, ensure:

• You have access to Labra and the required permissions to manage sync configurations.
• Your HubSpot account is connected to Labra.
  
  
  Fig. 1
   
• At least one team member has ACE User or ACE Manager permissions in AWS Partner Central. 

⚙️ Access the Mapping Manager

1. Log in to the Labra Platform.
2. From the left navigation menu, go to Settings.
3. Select Sync Configuration.
4. Choose the workflow you want to configure:
   
   
   Fig. 2
    
   • Co-sell: AWS Referral templates and sync settings.
   • Marketplace: AWS Marketplace Offer templates.

🤝 Create a Referral (Co-sell) Template

The Co-sell Mapping Manager allows you to:

• Map HubSpot fields to AWS referral fields.
• Automatically populate referral forms.
• Create multiple templates for different opportunity types and AWS programs.

Examples include:

• Net New Business
• Expansion Opportunities
• Renewals
• WAFR referrals
• ISV Accelerate referrals

🧩 Understanding the Co-sell Mapping Template

The HubSpot Co-sell Mapping Manager allows you to configure how HubSpot data is used to populate AWS referral fields when creating opportunities through Labra.

Unlike Marketplace templates, Co-sell mapping templates are organized into four sections:

• Customer Details: Information about the customer organization, including company name, location, industry, and primary contact.
• Referral Details: Opportunity information, including deal value, expected close date, use case, and sales activities.
• AWS Details: AWS-specific information, including the customer's AWS Account ID, associated AWS products, and partner programs.
• Contacts: Information about the partner sales representatives responsible for the opportunity.

Each section contains AWS referral fields that can be mapped to existing HubSpot properties or populated using default values.

You can also configure field visibility and editing permissions using the Hidden and Read Only settings, where available.

➡️  Step 1. Access the Mapping Manager

Go to: Settings → Sync configuration → Co-sell 


Fig. 3

 

➡️  Step 2. Add AWS Partner Central User

Enter the First Name, Last Name, and Email of someone on your team who has access to AWS Partner Central. Make sure to add all users who will be using the integration in HubSpot to submit and manage opportunities, and ensure they have the necessary permissions in Partner Central.

• That user must have ACE User or ACE Manager permissions.

• You can easily add or remove users here.

c

Fig. 4

➡️  Step 3. Create & Manage Templates

Click on Go to Templates to start creating/continue editing existing Referral /Co-sell) templates.


Fig. 5

Click on Create new template to start from scratch, or choose an existing template to edit (if applicable)


Fig. 6

Each template contains mappings organized into 4 sections:

• Customer Details

• Referral Details

• AWS Details

• Contacts

Fig. 7
 

✔️ Use the “Required fields” filter to view only the mandatory fields

Fig. 8

✔️ Some fields are pre-mapped by Labra
✔️ Not all fields need to be mapped—just what’s relevant to your workflow

To map a field:

1. Choose the HubSpot object: Deal, Company, or Contact

2. Select the field to which you'd like to map - Only fields with a matching data type (e.g., text-to-text) will be available
   
   
   Fig. 9
    

3. You can also add a default value instead of mapping
   
   
   Fig. 10
    

➡️ Step 4. Automatically Create HubSpot Companies & Contacts

• Enable the toggle to auto-create a Company and/or Contact in HubSpot when a referral is received or shared.

• You can also specify the type of contacts you want to include.
  
  
  Fig. 11

➡️  Step 5. Select Pipelines for Incoming Referrals & Leads

If you’re syncing incoming referrals:

1. Set up a custom pipeline in HubSpot if needed.

2. Re-open the Labra Sync Configuration to load any new pipelines.

3. Choose your preferred pipeline for incoming referrals.

4. Select the “Initial Deal Stage” within that pipeline: Open the dropdown and select a valid stage (the default “AppointmentScheduled” may not exist in your account).
   
   ✅  This ensures that test opportunities and real referrals are processed correctly.
   
   
   Fig. 121

➡️  Step 6. Update referral record based on HubSpot deal changes

Enable this to sync any updates made in HubSpot to your Labra Referral card.


Fig. 13

Click Map Stages to:

• Link HubSpot deal stages to Labra referral statuses

• Choose the correct pipeline, then select one or more stages
  
  
  Fig. 14

   

➡️  Step 7. Sync Referral Record Back to HubSpot

Enable if you want updates from Labra to push into HubSpot.


Fig. 15
 

Click Map Referral Data to:

• Select which Labra referral fields should sync into HubSpot

• Choose the corresponding HubSpot object and field

🛒 Create an Offer (Marketplace) Template

The Marketplace Mapping Manager allows you to configure how HubSpot data is used to populate AWS Marketplace offer forms.

This helps reduce manual data entry and standardize your Marketplace workflows.

Depending on the available HubSpot integration capabilities, Marketplace templates may support workflows such as:

• Standard Private Offers
• Multi-year Agreements
• Installment-based Offers
• Reseller Authorizations

To access Marketplace templates:

1. Navigate to Settings → Sync Configuration → Marketplace.
2. Open the Marketplace Mapping Manager.
3. Click Create New Template.
   
   
   Fig. 16
    
4. Enter a unique template name.
5. Select the appropriate template type, where available.
6. Click Create.
   
   
   Fig. 17

Your template will now be available for configuration.

🧩  Understanding the Marketplace Mapping Template

The HubSpot Marketplace Mapping Manager displays all available AWS Marketplace Offer fields in a single configuration page.

Each field can be configured individually, allowing you to:

• Map AWS Marketplace fields to existing HubSpot properties.
• Set default values to automatically populate offer information.
• Configure picklist values where applicable.
• Control field visibility using Hidden and Read Only settings.

Fig. 18

🔗 Marketplace Mapping Fields

The Marketplace Mapping Manager allows you to map HubSpot properties to AWS Marketplace Private Offer fields, helping automatically populate offer forms and reduce manual data entry.

Each row represents an AWS Marketplace field that can be configured using a HubSpot property or a default value.

Field Mapping Columns

Table 1

Configuring Field Mappings

To map a Marketplace field:

1. Locate the AWS Marketplace field you want to configure These fields are pulled from your current HubSpot configuration.

2. Under HubSpot fields, select the corresponding HubSpot property.
    

   📒 Please note: Only HubSpot properties with compatible data types will be available for mapping. You can configure either a HubSpot property mapping or a default value for each field.

   
   
   
   Fig. 19
    

    

3. For Picklist fields, use the Map option, where available, to configure matching values.
    

4. Alternatively, enter or select a Default value to automatically populate the field. 

   📒 Please note: You can either map a HubSpot field or enter a default value, but not both. Selecting one option automatically disables the other for that field.
   Fields will remain editable when creating the Private Offer, allowing users to adjust the pre-populated values as needed.
    

   
   Fig. 20

Hidden and Read-Only Fields

The final two columns allow you to control how fields appear when creating Marketplace offers.

Table 2

Fig. 21

Saving Your Mappings

Once you have configured the desired fields, click Save at the bottom-right corner of the Mapping Manager.


Fig. 22

You can also use:

• Discard: Discard unsaved changes.
• Reset to default: Restore the default mapping configuration.