Solutions Partner Program Rules of Engagement

Every solutions partner is assigned a Partner Development Manager (PDM), your primary contact at HubSpot for strategic planning, training, performance monitoring, issue resolution, identifying growth opportunities, and onboarding in addition to the following: 

• Business Planning: Creates business plans for joint initiatives, pipeline development, opportunity management, and business growth. Analyzes the partner’s total install base (IB) and works with them to understand commissionable opportunities. 
• Partner Relationship Management: Develops partner solution strategies, builds cross-functional teams, and fosters critical relationships at the C-level. Aligns with internal resources such as service consultants (SC), solutions engineers (SE), and customer success teams (CSM), to support partners on their IB strategy. 
• Enablement: Ensures partners have access and awareness of HubSpot programs (betas, new accreditations, etc.) and connects them to pitch decks, training, and assets to support the sales and positioning process. 

Note as both HubSpot and our partners grow, we may need to reassign a different PDM to work with you. Reassignments are not made lightly; we take measures to reduce the frequency with which any partner is assigned a new PDM.

Growth Specialists (GSs) are on HubSpot’s direct sales team and are assigned a geographical sales territory. They function as your day-to-day sales partner and are incentivized to collaborate with partners on all deals.

GSs can support the following:

• Works with partners on a communication strategy, roles, responsibilities, and a closing plan for each deal
• Collaborates with partners to close business
• Leads HubSpot demos when necessary
• Creates and sends quotes as agreed with the partner and customer 
• Supports partners in attaching Proof-of Involvement (POI) to each deal

Once you’ve registered a deal, the correct GS will automatically be assigned to your deal based on geography and segment. Please utilize the deal registration functionality to connect with the correct GS.

Solutions partners and providers sell HubSpot software in order to solve for their clients, grow their services businesses, and earn Revenue Share.

Eligibility & Commission Rates

• Familiarize yourself with our deal registration rules and two sales motions described on this page to ensure proper involvement in and credit on eligible sales.
  
• Upon the successful close of an eligible sale (review the HSPPA for more detail on eligibility):
  • Solutions partners will receive 20% Revenue Share for up to three years, as well as Sold Monthly Recurring Revenue (MRR) credit that counts toward your partner tier on the value of the subscription for specific deal sold.
  • Providers will receive 20% Revenue Share for up to twelve (12) months.
  • If the customer terminates their HubSpot subscription, the Revenue Share is also terminated
• Eligible sales include most prospect sales, cross-selling new product lines to existing customers, Upselling on existing lines and Upselling Starter customers to Professional (or Enterprise), regardless of who originally sold to the customer. You can also earn Managed MRR credit toward your tier for customers that you continue to service. 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.
• Touchless opportunity on net-new product lines sold:

  For a net-new product line sold after November 17, 2025, a 12 month window of opportunity opens for Touchless Credit. It credits (awards Revenue Share) a partner with the most recent closed won Shared Deal on the product line and adds the touchless credit to that Shared Deal. After 12 months from the initial product line sales, touchless purchases will no longer be credited (Revenue Share will no longer be credited to any partner).

• Touchless opportunity on existing product lines sold by a Partner in all regions outside of the BETA regions of ANZ, LATAM, DACH: On November 17th, 2025, a 12 month window on these existing product lines will start for touchless credit opportunity. A touchless purchase on these product lines will credit (award Revenue Share to) a partner with the most recent closed won Shared Deal on the product line and adds the touchless credit to that Shared Deal. After November 17, 2026, touchless purchases won't be credited (Revenue Share will no longer be credited to any partner).

• Touchless opportunity on existing product sold by a Partner in the BETA regions that launched October 1, 2025 [ANZ, LATAM, DACH]: On October 1, 2025, a 12 month window on existing product lines for customers located in these 3 regions will start for touchless credit opportunity. A touchless purchase on these product lines will credit (award Revenue Share to) a partner with the most recent closed won Shared Deal on the product line and adds the touchless credit to that Shared Deal. After October 1, 2026 touchless purchases won’t be credited (Revenue Share will no longer be credited to any partner). 
  
  
• Most recent Shared Deal: In all Touchless Credit scenarios, the partner will only be credited a Touchless Purchase from the date of the most recent closed won Shared Deal on the product line (until the 12 month expiry) or until another partner sells into that product line (to be determined at HubSpot’s absolute discretion). If another partner sells into that product line within the 12 month period, then the original partner ceases to earn (or have the opportunity to earn) Touchless Credit, and the new partner will earn Touchless Credit from their Shared Deal until the 12 month expiry.

Managed Monthly Recurring Revenue

Managed Monthly Recurring Revenue (Managed MRR) credit is a measurement of the total HubSpot Subscription Services Monthly Recurring Revenue (Subscription Services MRR) value of a customer portal that a partner is actively managing or servicing. It is determined based on the partner’s eligible activity within their customer's portal. Eligible activity is defined as active engagement with your customer's HubSpot products post login (e.g., creating and editing assets). Logging in to the customer portal does not count as a qualifying activity.

For more information, review our full Legacy Commission Policy here or visit the Managed MRR Knowledge Base article.

Sold Monthly Recurring Revenue

Sold Monthly Recurring Revenue (Sold MRR) is paid by a customer on an eligible Qualified Transaction. Sold MRR is calculated based on the customer's contract price today vs what they were paying on the same product 12 months ago. Sold MRR credit contributes to a Solutions Partner's tier status and is not required to actively manage a customer. If a partner is earning sold MRR credit, then that means the partner has a sold association in place with the customer - that is, HubSpot acknowledges the partner's involvement in selling that product line to the customer.

Proof of Involvement

• Please also be aware that in all scenarios, a client-signed Confirmation Link is required as proof of your involvement (POI) in the sale (or in the event of a touchless purchase - in the same product line on the most recent Shared Deal) in order to be eligible for Revenue Share and Sold MRR credit. For solutions partners, the client-signed POI Confirmation Link is also required to waive onboarding for a customer in most scenarios. The POI Confirmation Link is automatically generated and attached to the shared deal from quote creation with subscriptions matching the quote. When that quote is updated, the auto-generated POI will also be updated. Your POI-Confirmation Link can be manually created in the partner portal under Partner > Dashboard > Confirmation Links and added to the POI section of the shared deal record if there is any problem with the auto-generated POI. Please note it is the partner’s responsibility to obtain the client’s signature on the POI in the month of the sale.

• Finally, please note that the Partner Admin permission set allows a partner access to perform services in the customer’s portal at no additional cost to them or you. You may be granted Partner Admin access, but this is at the sole discretion of the customer.

Communication

Partners are expected to communicate and collaborate on deal progress within a timely manner via the approved shared deals communication platform. This is to ensure all teams remain aligned and to enable a positive customer and buying experience. In general, we expect response time to be within 48 hours (consistent with our internal standards), with some reasonable exceptions (see below). We expect a partner to articulate an understanding of BANT (Budget, Authority, Need, Timing) and give a meaningful update on progress toward close. Failure to provide this or engage will be considered a breach of these Rules and may result in removal from a deal.

Onboarding Requirements

Partners should provide the services as outlined and agreed with the customer and/or HubSpot, and in line with the HubSpot Solutions Partner Program Agreement. You should not in any circumstances misrepresent the characteristics of your services to suggest they comply or may comply in the future with HubSpot's agreed-upon standards or Customer requirements if they do not.

Solutions Partners are required to provide services to a standard sufficient to meet HubSpot’s onboarding service goals. This standard includes: 1) providing live, private and tailored sessions during an onboarding with a customer; 2) delivering within customer's timeline or, if not otherwise stipulated by the customer, beginning onboarding within 10 business days of a customer's subscription start date; and 3) meeting the expectations of the customer as stated during the discovery and scoping process. HubSpot may review and provide feedback to Solutions Partners from time to time regarding the standard of their onboarding delivery. Please note that a failure to deliver sufficient onboarding will be recorded in a partner’s history, and a history of repeat issues could result in a requirement to undertake further training, a suspension from Partner Assisted opportunities, or, in severe circumstances, termination from the Program (at HubSpot’s absolute discretion). 

Discounting

Partners should not discuss or commit to discounts on any of HubSpot's products or services with the customer before aligning with and getting approval in writing on the discount from HubSpot. Any discounts communicated to customers without HubSpot’s approval in writing will not be honored.

Use Good Judgment (UGJ) on Incentives

Offering incentives, such as kickbacks, rewards, gifts or other items of value to HubSpot representatives for information, engagement or communication (including asking representatives to communicate outside of approved channels) is strictly prohibited.

Review and Resolution

All program participants must respect and abide by HubSpot’s guidance concerning overall rules of engagement (internal or external).

HubSpot’s mission is to create a fully transparent co-selling culture with our partners, so in cases where you have been removed from a deal or an issue has arisen, the representative will be required to provide you with feedback on your removal from the deal. We expect partners to work collaboratively with representatives.

A history of repeat issues could result in termination from the program. Depending on the severity of the violation, consequences might include:  

• A warning notice (delivered by email)
• Loss of revenue share
• Removal of or a drop in tier level
• Inability to participate in special opportunities or events 
• Suspension from the program
• Termination from the program

Partners will be notified in writing via email if they receive a warning. We will only contact the primary contact for your account.

Feedback

Should you have any issues or feedback on a shared selling deal or process, you may highlight these in the post-sales survey or ask your PDM to raise a ticket with the Partner Operations team for investigation.

Partners are eligible for Revenue Share and Sold MRR tier credit when upselling an existing customer that purchased originally through them, another partner or purchased a product directly from HubSpot. There are a couple of caveats to upselling.

1. Net Upsell: Partners will receive Revenue Share on the net Upsell MRR of any product line upsell in line with these Rules. 
2. Downgrades: All partners who sell into the same product line will see their commissions reduced by the same percent as the MRR downgrade.

3. Product Edition Tier: Edition tier upgrades (Starter to Professional or Enterprise) will be 20% 3 year commission on the "net" upsell amount, awarded to the partner who upsold.

4. Legacy: Partners will continue to receive 20% lifetime commission on legacy product lines as long as the partner continues to manage the customer on a quarterly basis in line with our Legacy Commission policy. These legacy product lines are available for the 20% 3 years Revenue Share upsell by other partners (who will receive 20% 3 years Revenue Share on the “net upsell” on that customer). If the original partner who is managing their legacy customer and is receiving lifetime commission on that account upsells the account, their 20% lifetime will continue but on the "net" upgrade value (in addition to the existing Legacy Revenue Share). 

HubSpot requires proof of a partner’s involvement within a HubSpot Product line in order to grant Revenue Share and Sold MRR credit on any sale. All Partner Sourced and Partner Assisted deals require proof of involvement (POI). This includes cross-sell deals with customers that you have previously sold to.

Partners demonstrate POI when a customer acknowledges their involvement with a signed POI confirmation link that is auto-generated when a GS creates a quote and adds a partner. These confirmation links are also known as proof of involvement (POI). The POI is a HubSpot-only confirmation (to be relied on by HubSpot) and cannot be used as, or substituted for, inappropriate services agreement /contract with the end user when the partner is doing onboarding or is performing any other services for the customer.

The POI Confirmation Link serves two purposes:

1. Confirms your involvement in the sale of HubSpot software to the customer, and in so doing confirms your eligibility for both Revenue Share and Sold MRR credit. 
2. If you are waiving required onboarding for your client, the confirmation link verifies a) the client’s understanding that they are electing to use your services instead of HubSpot's, and b) that the services you will be providing are sufficient to cover onboarding requirements.

The POI process is automated. When a quote with a partner added is created by a GS, a POI confirmation link with matching subscriptions will be auto-generated and auto-assigned to the deal as Proof of Involvement. If that quote is later updated, the changes will automatically update the auto-generated POI. The POI confirmation link will then be automatically included in the customer’s checkout flow for the customer to confirm. By confirming the confirmation link, the customer is agreeing that the HubSpot products listed on it and/or onboarding, are the products being purchased. The prospect or customer can approve or reject the link with the click of a button. Should the customer reject an auto-generated confirmation link, you can create a new one in the Confirmation Links tab of your partner dashboard and add it to the shared deal record. You can then send the POI Confirmation Link URL to the customer to confirm. Learn more about how to create and share a confirmation link in this Knowledge Base article.

Please Note: To be eligible for revenue share and/or sold credit on a qualified transaction, POI must be signed by a customer contact and shared with HubSpot on the deal record by the deal close date. A PDM or GS is not responsible for ensuring valid POI is obtained and shared by the partner with HubSpot. It is the partner’s responsibility to obtain the client’s signature on the POI in the month of the sale.