The duration of the revenue share term for new deal MRR is changing from 20% customer lifetime to 20% for three years, for all deals sold on or after April 1, 2023. That includes all deals that are eligible for commissions today:
- Qualifying new customers
- Cross-sold customers
- Customers upsold from starter.
Please note that three years is the maximum period. If a customer churns sooner your revenue share will stop.
For deals sold prior to April 1, 2023, HubSpot will continue to pay 20% commission for two years, until April 1, 2025, regardless of whether you are managing the client or not. After April 1, 2025, partners can maintain their legacy commissions on these deals as long as they are getting managed MRR credit for that customer according to the updated managed MRR criteria, which includes the removal of workflows for credit and shortening of the window from 90 days to 60 days. See the Knowledge Base article for more information about managed credit.
We’re changing the criteria for untiered partners in order to maintain prestige in the program. If a partner joined the program before January 17, 2021 and is currently untiered, they will have until July 15, 2023 to reach the gold tier to stay in the program. Otherwise, they will be given a choice to move to the provider level or exit the program, and their commissions will be affected accordingly. Moving forward, untiered partners will have two years from their join date to tier up. We will evaluate all untiered partners who have hit their two-year tenure during each recalibration and provide them six months' notice to tier back to gold. If not gold by the end of the six months notice, they will be given the option to move to the provider level or exit the program. Gold partners who downtiered on January 18, 2023 will be exempt from this new policy until the January 2024 recalibration process, unless they tier back up to gold or above. To learn more about the recalibration process, visit the How Tiers Work page.
There’s a new “Upmarket Referral Program” which provides a 10% one-year, co-selling commission, starting February 17, 2023. Platinum, diamond, and elite partners who have achieved a CRM Implementation Accreditation may be eligible for 10%, one-year commission when they help close and service certain types of upmarket deals that are referred to them by our direct sales team. See the Sales Rules page for more details.
Lastly, HubSpot is exploring paying for servicing in the future.
We have started gathering additional data for the design of this program and are planning to test out an initial concept this year.