Deal-Based Commissions

A transparent, predictable, and rewarding way to earn commissions as a HubSpot Solutions Partner.

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What is the Deal-Based Commissions Model?

Partner commissions are moving from a "product-line" model to a "deal-based" commission model to compensate partners for the value they bring to customers.

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Why HubSpot Moved to Deal-Based Commissions

We want to reward partners who save and grow any customer, including those they didn’t originally sell

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Rewarding Partner Activity

HubSpot has evolved from a single app to a connected platform, but our partner commission structure hasn't kept pace. Our 2010 policy of 20% lifetime commissions no longer aligns with customer value—it under-rewards partners who grow accounts they didn't originally sell, while over-rewarding those no longer engaged with customers.

 

 

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Easier, More Transparent Forecasting

We've listened to your feedback about commission clarity and predictability, and we're responding with a system that's more transparent and easier to track and forecast. 

This Deal-Based Commissions Model creates a more transparent, value-driven partnership that better serves everyone involved, with clearer paths to revenue you can confidently predict.

 

 

What Does This Mean

This means that any partner-sourced MRR (including upsell) will earn Revenue Share as long as a shared deal is created in line with the HSPPA and our Rules of Engagement, regardless of whether this is a new or existing customer to HubSpot and who originally sold to the customer.

This Deal-Based Commissions Model is designed to better reward partners who drive value for their customers to help them grow with HubSpot.

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The following landing pages  will be updated on November 17th, 2025, with the full terms for Deal Based Commissions. Please be sure to review these pages at your convenience:

 

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Context:

  • December 2023 - Partner A sold customer Marketing Hub Professional.
  • November 2025 - Partner B upsells customer to Marketing Hub Enterprise for $2000 MRR. 

Product Line Model (old model): Partner A receives commission on the upsell because they sold the original product line.

Deal-Based Model (new model): Partner B receives commission on the net upsell of $1200 ($2000 Enterprise - $800 Pro) for three years.

 


How Deal-Based Commissions Work

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Upon the successful close of an eligible sale:

 

Solutions Partners will receive a 20% Revenue Share for up to three years, along with Sourced Monthly Recurring Revenue (MRR) credit—applied to the subscription value of eligible product lines—that counts toward your partner tier. Creating and closing a shared deal is required to receive credit in this new “deal-based” model (including upsell and expansion deals). 

Providers will receive 20% Revenue Share for up to twelve (12) months.

 

Please refer to the HubSpot Solutions Partner Program Agreement and our Rules of Engagement for full eligibility criteria.


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Upon the successful close of an *eligible Upmarket Assisted deal:

 

Solutions Partners must meet the upmarket assisted criteria (CRM implementation accredited and deal threshold > $3,000) for commission eligibility.

Solutions Partners will receive 20% Revenue Share for up to one year, as well as Partner-Assisted Monthly Recurring Revenue (MRR) credit that counts toward your partner tier on the value of the subscription for specific product lines sold. Creating and closing a shared deal is required to receive credit in this new “deal-based” model (including upsell and expansion deals).

Providers are not eligible to receive commission.

 

For more information on the Upmarket Referral Program, please see the Sales Rules of Engagement for more details under “upmarket referral program".

Example

Commissions for Upsells

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December 2023

Partner A sells Marketing Hub Professional for $800 MRR.


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November 2025

  • Partner B upsells a customer to Marketing Hub Enterprise for $2000 MRR.
  • Partner B receives commission on net upsell of $1200 ($2000 Enterprise - $800 Professional) for three years.


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December 2026

  • Partner A’s 3-year commission expires.
  • Partner B continues to be rewarded until their commission expires.

Looking for more examples?

Check out this deck for HubSpot Partners

*Find it here

*This link contains confidential information intended solely for the authorized Solutions Partner recipient and must not be forwarded, shared, or disclosed to others.

How This Benefits Our Partners

Get rewarded for the value you directly create— every deal, every time.

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New Upsell Opportunities

Clear path to earn additional commissions through upselling.

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Tier Advancement

Enhanced ability to progress through partner tiers with clearer metrics.

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Simplified Tracking

Easier to monitor and predict commission earnings.
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Clearer Revenue Forecasting

Predictable 20% commission for up to three years on any eligible sourced deals.

(net-new, cross-sell, upsell).

How will this work for legacy product lines?

(Sold before April 1, 2023)

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Continued Commissions

Partners will continue to receive 20% ongoing lifetime commission on legacy product lines as long as the partner continues to manage the customer.

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Product Edition Tier Upsells

Upsell on edition upgrades within product lines will be 20% 3 year commission on the "net" upsell amount, awarded to the partner who upsold. The original partner who is still managing their legacy customer can still receive their 20% ongoing lifetime commission on the original deal as long as they are managing the customer by the end of each quarter according to our Legacy Policy.

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Upsells on Legacy Customers

If the original partner who is managing their legacy customer and is receiving commission on that account upsells the account, their 20% will continue, on the "net" upgrade value in addition to the original deal. In this case, two records will be created and if the partner stops managing their legacy customer by the end of a quarter according to our Legacy Policy, then all records at 20% ongoing lifetime will be terminated. 

If the original partner upsells their own legacy customer:

  • They'll receive 20% commission on both the original deal AND the net upgrade value
  • Two separate lifetime commission records will be created (both at 20%)
  • Both records continue as long as the partner manages the customer
  • If the partner stops managing this customer by quarter-end (per our Legacy Policy), both lifetime commission records will end

Note: This is different from when a second partner upsells the account - in that case, the new partner receives 3 years of commission while the original managing partner keeps their 20% lifetime as long as they continue to manage by quarter-end (per our Legacy Policy).

See more details in the FAQ section below

What does this mean for Tiers and Points?

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We're Moving to Deal-Based Tiers and Points

We’re simultaneously mirroring our sold tier points calculation with how our deal-based attribution works.

Similarly to our deal-based commissions system, a Closed Won shared deal is required on both sourced or assisted deals. 

With deal-based tiers, your tier progression is tied directly to the value you deliver—helping you grow with HubSpot by focusing on customer impact today.

  • Want to see examples of how deal-based tiering works? Check out this deck.
  • To learn more, see how our tiers work page here.
  • To get a refresh on ensuring your shared deal is eligible, please review the HSPPA. 

 

What this means for you as a partner:

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Credit on Value You Drive

Partners earn precise sold-tier credit for the value they drive—whether a deal is sourced or assisted, and no matter who made the initial sale.

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No Change To Sourced vs. Assisted

  • Sourced deals earn 5 points per $100 MRR
  • Assisted deals earn 3 points per $100 MRR.
  • Growth markets will remain at the 2x multiplier (no change). 
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Credit on Upsells

You’ll earn sold multiplier tier points on the net upsell amount based on whether the deal is sourced or assisted. To qualify, the shared deal must be created, closed, and accepted by HubSpot.

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Credit on Touchless Purchases

Partners remain eligible for 12 months after the initial product line sale. The most recently sold partner on that product line will earn the sold tier points, and the multiplier depends on whether the latest deal was sourced or assisted. For any product lines sold before the global launch on November 17, 2025, the 12-month eligibility window starts on that launch date.

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Transparency and Predictability

Your tier points stay active for 12 months after the deal closes, helping you keep a clear, ongoing view of your progress.

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Transfer of Systems

As we transition to deal-based tiers, we’re introducing a new system that will gradually phase out previously accrued points. These points will expire month by month over the next 12 months leading up to the launch. If a customer cancels, their associated historical points will be reduced, but downgrades will not affect points. This temporary approach will remain in place until November 17, 2026.

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For currency rates, please see the "How Tiers Work" page

Find Them Here

FAQ

  • Net-new partner sold product lines sold: Touchless purchases after the initial product line sale will open up a 12-month window of opportunity for touchless credit that will credit the most recent shared deal/partner who sources or assists on the product line. After 12 months from the deal close date, touchless purchases won't be credited. 
  • Existing partner sold product lines: Touchless purchases on these product lines will open up a 12-month window of opportunity from launch date for touchless credit that will credit the most recent shared deal/partner who sells on the product line (Nov 17, 2025). After Nov 17, 2026 touchless purchases won’t be credited. Please note, for customers located in ANZ, LATAM, and DACH, existing product lines that partners sold to these customers prior to Oct 1, 2025 BETA launch will have their 12 month window for touchless credit opportunity close on Oct 1, 2026.

Solutions partners and providers must use deal registration exclusively. 

Partners are responsible for logging shared deals through one of the approved methods to be eligible for credit on the sale: (i) via a banner on the partner dashboard, (ii) on a contact or company record, or (iii) by converting an existing deal within the Partner’s CRM.. The Shared Deal must meet eligibility requirements outlined in the HSPPA and our Rules of Engagement in order to be qualified and accepted by HubSpot. 

Credit will not be awarded on deals where a partner has failed to create a shared deal through one of these methods  and HubSpot closes the deal without the partner’s involvement.  (Except, touchless purchases will credit the most recent shared deal and partner on the product line within the first 12 months).

TIMELINE: 

  • Global Launch (November 17, 2025): HubSpot will be moving to a deal-based tiering model. Any sale to a net-new or current customer in any region and on any product line will be ” processed under the “deal-based” revenue share and attribution model and will accurately credit the appropriate partner on corresponding sold points (sourced or assisted) towards the partner’s tier. 

How will this work in tiering? 

• For partners that joined prior to Nov 17, 2025 global launch and have existing product lines with tier points at the time of launch, these points will expire month by month (not daily due to system constraints as we move from our old tiering system to a new one). However, downgrades won’t impact these historical tier points as we move into our new deal-based system. This will occur for only 12 months after global launch. After November 17, 2026, we will have no historical points as all points will be under “deal-based tier” points. 

Please see our section above on deal-based tiers and “how tiers work page” to learn more details. 

If the customer terminates their HubSpot subscription, the Revenue Share is also terminated. Sold and Managed credit expires on the date of termination as well.

*Eligible sales include:

  • Net-new sales to new customers.
  • Cross-selling new product lines to existing customers. 
  • Upselling customers from starter to professional or professional to enterprise, regardless of who originally sold to the customer.

 

A deal must contain at least one of the following products in order to be eligible:

  • Marketing Hub Professional or Enterprise
  • Sales Hub Professional or Enterprise
  • Service Hub Professional or Enterprise
  • Content Hub Professional or Enterprise
  • Operations Hub Professional or Enterprise
  • HubSpot Credits
  • Other Hub-Agnostic Products  such as Reports Add-on and Core Seats

 

Please note the acceptance or rejection of the deal as an eligible sale is at the discretion of HubSpot, and will be determined prior to the close of the relevant deal.

For additional information please review our HubSpot Partner Sales Rules, specifically the Deal Eligibility section.

When two or more partners pursue the same deal, we follow a process called 'Best Partner Wins.' In most cases, the partner who obtains the client’s signature on the Proof of Involvement (POI) will receive the applicable sold credit and/or commission, subject to HubSpot’s discretion.

For additional information please review our HubSpot Partner Sales Rules, specifically the Deal Eligibility section.

Partners will receive commission for any MRR they cross-sell on any product line. 

  • Example 1 - Partner A cross-sells a second product to the same customer: Partner A sells Marketing Hub Pro for $890 per month to the customer in December 2025 and receives 20% commission, $178 per month, for up to 3 years. Then Partner A sells Sales Hub Pro for $100 per month to the same customer in March 2026 and receives 20% commission, $20 per month, for up to 3 years.
  • Example 2 - Partner A sells to a customer, then Partner B cross-sells a second product to the same customer: Partner A sells Marketing Hub Pro for $890 per month to the customer in December 2025 and receives 20% commission, $178 per month, for up to 3 years. Then Partner B sells Sales Hub Pro for $100 per month to the same customer in March 2026 and receives 20% commission, $20 per month, for up to 3 years.

 Please note that cross-sell or upsell is not available on customer accounts where another partner owns the contract for that customer.

Partners will receive commission on the net up-sell MRR of any product line.

  • Example 1 - Partner A up-sells the same customer: Partner A sells Marketing Hub Pro for $890 MRR to the customer in December 2025 and receives 20% commission, $178 per month, for up to 3 years. Then Partner A up-sells the same customer to Marketing Hub Enterprise for $3600 MRR in March 2026 and receives 20% commission for up to 3 years on the net upsell amount of $2710 (the delta in the MRR between the original product and the upsell, or $3600 Enterprise - $890 Pro). The partner will receive $542 commission per month for up to 3 years.
  • Example 2 - Partner A sells to a customer, then Partner B upsells the same customer: Partner A sells Marketing Hub Pro for $890 MRR to the customer in December 2025 and receives 20% commission, $178 per month, for up to 3 years. Then Partner B up-sells the same customer to Marketing Hub Enterprise for $3600 MRR in March 2026 and receives 20% commission for up to 3 years on the net upsell amount of $2710 (the delta in the MRR between the original product and the upsell, or $3600 Enterprise - $890 Pro). Partner B will receive $542 commission per month for up to 3 years.

Please note that cross-sell or upsell is not available on customer accounts where another partner owns the contract for that customer.

All partners who sell into the same product line will see their commissions reduced by the same percent as the MRR downgrade.

  • Example 1 - Partner A sells to a customer, then Partner B upsells the same customer, then the customer downgrades: Partner A sells 10 seats on Sales Hub Pro for $1000 MRR in December 2025 and receives 20% commission, $200 per month, for up to 3 years. Then Partner B sells 20 more seats to the same customer for $2000 MRR in March 2026 and receives 20% commission, $400 per month, for up to 3 years. Then, in August 2026, the customer downgrades from a total of 30 seats ($3000 MRR) to 15 seats ($1500 MRR), a 50% MRR downgrade. Both Partner A and Partner B will see a 50% decrease in their commissions. Partner A will receive 20% commission on $500 MRR ($100 per month) until December 2028. Partner B will receive 20% commission on $1000 MRR ($200 per month) until March 2029.
  • Example 2 - Partner A sells to a customer who then downgrades: Partner A sells 10 seats on Sales Hub Pro for $1000 MRR in December 2025 and receives 20% commission, $200 per month, for up to 3 years. Then Partner A sells 20 more seats to the same customer for $2000 MRR in March 2026 and receives 20% commission, $400 per month, for up to 3 years. Then, in August 2026, the customer downgrades from a total of 30 seats ($3000 MRR) to 15 seats ($1500 MRR), a 50% MRR downgrade. Partner A will see a 50% decrease in commissions. Partner A will receive 20% commission on $500 MRR ($100 per month) until December 2028 and 20% commission on $1000 MRR ($200 per month) until March 2029.

Upon successful close of a deal that meets the eligibility requirements, the Revenue Share is 20% of the monthly recurring revenue (MRR) subscription value of the product line(s) sold:

  • For solutions partners, this is paid for up to three years. 
  • For providers, this is paid for up to 12 months.

Revenue Share is accrued monthly and paid on a quarterly basis. For example, if you sell a Marketing Professional deal for $890USD, you will accrue $178/month, paid out as $534 per quarter. This payment will continue as long as the customer continues to pay HubSpot for up to three years for the relevant Subscription, and as long as you continue to be in good standing and fulfill all your obligations as a Solutions Partner/Provider under the Solutions Partners Program Agreement.

Rules are generally not different with the introduction of Deal Based. Please do note that, per our global revenue share policy, Providers get 20% revenue share  for 1-year. 

  • Example 1 - Partner A sold Marketing Hub to the customer before April 1, 2023, then Partner B upsells the same customer: Partner A sells Marketing Hub Pro for $890 MRR to the customer in March 2020and receives 20% lifetime commission of $178 per month since Partner A continues managing the customer by the end of each quarter according to our policy.  Then Partner B up-sells the same customer to Marketing Hub Enterprise for $3600 MRR in March 2026 and receives 20% commission for up to 3 years on the net upsell amount of $2710 (the delta in the MRR between the original product and the upsell, or $3600 Enterprise - $890 Pro). Partner B will receive $542 commission per month for up to 3 years. Partner A (as long as they continue to manage the customer every quarter) will continue to receive their lifetime commission on the original deal.
     
  • Example 2 - Partner A sold Marketing Hub to customer before April 1, 2023 and then upsells the same customer: Partner A sells Marketing Hub Pro for $890 MRR to the customer in March 2020 and receives 20% lifetime commission of $178 per month since Partner A continues managing the customer by the end of each quarter according to our policy.  Then Partner A up-sells the same customer to Marketing Hub Enterprise for $3600 MRR in March 2026 and receives 20% lifetime commission on the net upsell amount of $2710 (the delta in the MRR between the original product and the upsell, or $3600 Enterprise - $890 Pro). Partner A will receive lifetime commission of $542 per month as long as they continue to manage the customer by end of each quarter.

The deal-based model applies to all product lines. Any MRR a partner closes (creates a shared deal and it's partner sourced) will be commissioned 20% for 3 years.

Helpful Resources