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Impact Awards 2020

Recognizing HubSpot solutions partners for exceptional client work.

About the Impact Awards

We want to recognize you for helping your clients grow better. What better way to showcase the results of your efforts and honor your best client success stories than with a prestigious award?

There are two types of awards open to any HubSpot solutions partners: Category & Performance.

  • New Project

    Quarterly Category Awards

    Split by region, submission is required throughout the year. You're welcome to submit as many stories as you wish to share.
    All details to apply can be found here.

  • Yearly Performance Awards

    Yearly Performance Awards

    All active solutions partners automatically qualify for the yearly performance awards. No submission is required.
    Check out the criteria here.

What Does Winning an Award Mean?

All winners will have their client stories featured on our Impact Awards Hall of Fame page. We will share a PR kit for self-promotion, add the award to your solutions directory profile, share your achievement with the greater partner community, and send you a shiny trophy!

Quarterly Category Awards

  • Centered around the flywheel, this award will go to a business who has helped a client grow better by means of applying positive forces and minimizing friction. This award will acknowledge a company who has made a positive impact for a client by delivering exceptional HubSpot Sales Hub services. Case studies must define the challenge, solution, results, and impact. Please reference scoring rubric for criteria guidelines.
  • Centered around the flywheel, this award will go to a business who has helped a client grow better by means of applying positive forces and minimizing friction. This award will acknowledge a company who has made a positive impact for a client by delivering exceptional HubSpot Marketing Hub services. Case studies must define the challenge, solution, results, and impact. Please reference scoring rubric for criteria guidelines.
  • Centered around the flywheel, this award will go to a business who has helped a client grow better by means of applying positive forces and minimizing friction. This award will acknowledge a company who has made a positive impact for a client by delivering exceptional HubSpot Service Hub services. Case studies must define the challenge, solution, results, and impact. Please reference scoring rubric for criteria guidelines.
  • Recognizes a business for creative use of a unique integration build or use of a HubSpot app integration for their client. Case studies must define the challenge, solution, results, and impact. Please reference scoring rubric for criteria guidelines.
  • Honors a business who has taken their client’s website to the next level. This can be building a new website from scratch or a redesign of an existing site. Case studies must define the challenge, solution, results, and impact. Please reference scoring rubric for criteria guidelines.

Yearly Performance Awards

  • Participants

    To qualify as a competition participant, a partner must:

    • Have joined the HubSpot Solutions Partner Program prior to January 1, 2021.
    • Still be active and in good standings with the program at the time that final awards are evaluated and have no pending escalations on channel clients.
    • Have a tier of gold or higher at the time the awards are evaluated.

    Criteria

    There are three special criteria for ranking the Global Partner of the Year award:

    • At least $20k Managed MRR for all of 2020.
    • At least 105% Revenue Retention for 2020 overall.
    • At least 85% Customer Dollar Retention for 2020 overall.

    The partner who meets these criteria and has the highest sum of sold MRR from eligible deals wins.

    Eligible MRR categories

    Marketing New, Marketing Cross-Sell, Marketing Add-On Upgrade, Marketing Additional URL, Marketing Starter Upgrade, Sales New, Sales Cross-Sell, Sales Seat Upgrade, Sales Edition Upgrade, Service New, Service Seat Upgrade, Service Cross-Sell, Service Edition Upgrade.

  • Participants

    To qualify as a competition participant, a partner must:

    • Have joined the HubSpot Solutions Partner Program prior to January 1, 2021.
    • Still be active and in good standings with the program at the time that final awards are evaluated and have no pending escalations on channel clients.

    Criteria

    The partner from each region with the highest sum of sold MRR from eligible deals wins.

    Eligible Deals

    Deals that closed in 2020, that were sold by the partner (includes partner collaboration), and that fall into the following categories are counted towards this contest:

    Marketing New, Marketing Cross-Sell, Marketing Add-On Upgrade, Marketing Additional URL, Marketing Starter Upgrade, Sales New, Sales Cross-Sell, Sales Seat Upgrade, Sales Edition Upgrade, Service New, Service Seat Upgrade, Service Cross-Sell, Service Edition Upgrade.

  • Participants

    To qualify as a competition participant, a partner must:

    • Have joined the HubSpot Solutions Partner Program on or after April 1, 2019 and before January 1, 2021.
    • Still be active and in good standings with the program at the time that final awards are evaluated and have no pending escalations on channel clients.

    Criteria

    The partner from each region with the highest sum of sold MRR from eligible deals wins.

    Eligible Deals

    Deals that closed in 2020, that were sold by the partner (includes partner collaboration), and that fall into the following categories are counted towards this contest:

    Marketing New, Marketing Cross-Sell, Marketing Add-On Upgrade, Marketing Additional URL, Marketing Starter Upgrade, Sales New, Sales Cross-Sell, Sales Seat Upgrade, Sales Edition Upgrade, Service New, Service Seat Upgrade, Service Cross-Sell, Service Edition Upgrade.

  • Participants

    To qualify as a competition participant, a partner must:

    • Have joined the HubSpot Solutions Partner Program before January 1, 2021.
    • Still be active and in good standings with the program at the time that final awards are evaluated and have no pending escalations on channel clients.
    • Have a tier of gold or higher at the time the awards are evaluated.
    • Have at least five reviews that were posted in 2020 published on the directory at the time that the final awards are evaluated.
    • Have at least $20k Managed MRR throughout all of 2020.
    • Have at least 90% Customer Dollar Retention for 2020 overall. 

    Criteria

    Once qualified, partners are ranked against one another using revenue retention metrics evaluated at the partner level. The partner from each region with the highest 2020 revenue retention of all of their sold and managed clients wins. Ties will be broken with the following criteria, in order:

    • The partner with the largest number of customers (including both managed and sold) wins.
    • The partner with the highest 2020 sold MRR (calculated in the same manner as the Partner of the Year award) wins.

    Revenue Retention

    Revenue Retention is a measure of how cross-sell, upgrades, downgrades, and cancellations compare to your install base of sold and managed clients, specifically, an annualized calculation of monthly net MRR changes for customers. Each month, we look at the client subscriptions at the start of the month, and then compare these to cross-sell, upgrades, downgrades, and cancellations within the month. That gives us a percent change for the month. We then “annualize” this percentage (multiply it by itself 12 times) to calculate Revenue Retention, which says “if this same pattern continued for the next year, how would revenue at the end of the year compare to revenue at the beginning of the year?” The formula for Revenue Retention is (End-of-Month MRR/Beginning-of-Month MRR)^12, where the End-of-Month MRR doesn’t include any new clients from the month.

     

    So, for example, if your install base dollars are 1% higher at the end of the month than the beginning, then your retention for that month is 101%. The annualized Revenue Retention would be (101%)12 = 113%. Likewise, if your install base dollars are 1% lower at the end of the month than the beginning, then your retention for that month is 99%. The annualized Revenue Retention would be (99%)12 = 89%

     

    How can I improve my install base revenue retention?

    First and foremost, work with your Channel Consultant -- they’re customer satisfaction experts and can help you find specific levers in your install base for improving your Revenue Retention.

     

    Generally, the activities that improve Revenue Retention are:

    • Cross-Sell new product lines
    • Up-sell on existing product lines
    • Minimize downgrades
    • Minimize churn

     

    Does selling new business help my revenue retention?

    Not directly. Selling new business makes your Revenue Retention more stable -- that is, less likely to move up and down. This can mean that a cancellation will have less impact on your Revenue Retention number, but it also means that you’ll need to keep up cross-sell and upsell efforts across new clients to keep the Revenue Retention number up.

     

    Customer Dollar Retention

    Customer Dollar Retention is specifically a measure of churn, and ignores upgrades/downgrades. Like Revenue Retention, Customer Dollar Retention is annualized. The formula is (Beginning-of-Month MRR less churns/Beginning-of-Month MRR)^12. Any complete cancellation of a product hub, even if the customer keeps other product hubs, counts towards the churns total.

Rules, Deadlines, Conditions and Eligibility

Rules

  • You must be an active HubSpot solutions partner during both the time of submission and the time the winners are announced.
  • Submissions must be submitted as a blog post (1,000 words or less) or video clip (five minutes or less), and received by 11:59 PM EST on the day of the deadline.
  • Submissions will be scored quarterly and by region, with a minimum score of 70+ required to win.
  • Submissions must be work done for the partner's client. Submission of work done by a partner for their own business will be disqualified.
  • Client permission is required to share the work with HubSpot for consideration. Submissions without a valid permission letter will be disqualified.
  • Client work can only be submitted for consideration one time. That means the same entry can’t be submitted to the same category in different quarters and/or the same entry can’t be submitted to multiple categories.
  • You can use the same client for multiple submissions in different categories. 
  • You can submit as many unique entries each quarter and/or categories as you want! Please see the categories for specific criteria and scoring rubric.

Deadlines

  • Q1: January 1, 2020 - March 31, 2020 (closed)
  • Q2: April 1, 2020 - June 30, 2020 (open)
  • Q3: July 1, 2020 - September 30, 2020 (closed)
  • Q4: October 1, 2020 - December 31, 2020 (closed)

All partners who have submitted will be notified of the results prior to the greater partner community announcement of the winners. This will be 30 days post submission deadline.

 

Conditions and Eligibility

Only partners in good standing (as determined by HubSpot) are eligible. All applicable federal, state and local laws and regulations apply. Void where prohibited or restricted by law. NO PURCHASE NECESSARY. A PURCHASE WILL NOT IMPROVE YOUR CHANCES OF WINNING. HubSpot reserves the right, at its sole discretion, to cancel, terminate, modify or suspend any contest (or portion thereof). HubSpot also reserves the right in its sole discretion to disqualify any entry. BY ENTERING, YOU WAIVE ALL RIGHTS TO BRING (AND COVENANT NOT TO BRING) ANY CLAIM AGAINST HUBSPOT OR ANY OTHERS ASSOCIATED WITH THIS CONTEST. YOU FURTHER AGREE TO RELEASE AND HOLD HARMLESS HUBSPOT FROM ANY AND ALL LIABILITY ARISING FROM THEIR PARTICIPATION IN THE CONTEST. Any disputes that may arise hereunder shall be governed in all respects by the laws of the Commonwealth of Massachusetts without regard to conflicts of laws principles. Venue with respect to any such disputes shall be the state and federal courts of the Commonwealth of Massachusetts.

Ready to Apply?

Let's Hear Your Story

Remember, these awards are only open to HubSpot solutions partners. To apply, click below, login with your HubSpot portal, and submit your application.

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