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HubSpot Solutions Partner Program FAQs

A list of FAQs about the HubSpot Solutions Partner Program

Solutions Partner Program

What is the HubSpot Solutions Partner Program?
What is HubSpot solutions provider and partner? What's the difference?

 

Solutions Partner Package

How do I become a HubSpot solutions partner?
How much does it cost to become a HubSpot solutions partner?
How can the HubSpot software help my business?
What is the Solutions Partner Certification?
What are the benefits of becoming a HubSpot solutions partner?
Is the HubSpot Solutions Partner Program global?

 

Solutions Provider Package

What do I need to do to be a solutions provider?
How much commission do I make if I refer or re-sell HubSpot?
How do I get credit for referring or reselling HubSpot?
I referred or sold someone HubSpot before joining the program -- can I get credit now?
I am a solutions provider and it won’t let me access a partner resource - what do I do?
How can I advertise the fact that I am a HubSpot solutions provider?
How do I get help as a solutions provider?
How does HubSpot measure my success as a solutions provider?
How do I get more benefits as a solutions provider?
Will HubSpot send me leads?
My client wants to buy a product that has required onboarding. Since I am helping them with HubSpot, can I waive it?
As a solutions provider, can I join the solutions partner package?

 

Tiering and Commissions

How are HubSpot solutions partner tiers calculated?
What is the benefit of being a tiered partner?
How can I find a tiered partner?
Do I need to be the partner that originally sold a client HubSpot software in order to get managed MRR credit?
Why is a client I manage not appearing in my dashboard?
How often are tiers updated?
What is the median app usage metric?
How many apps do we have in the product for the app adoption metric? What are they?
How do I receive partner commissions?

 

Partner Events

What is Partner Day at INBOUND?
What other Partner Events occur during the year?
Where can I find information about HubSpot User Groups (HUGs)?

 

Partner Resources

Where can I find the HubSpot solutions partner logo and information on usage of HubSpot trademarks?
How does Partner lead registration work?
How can I tell if a contact is expired?
Can I re-register an expired contact?
Where do I log into my Partner Portal?

 

Solutions Directory

What is the HubSpot Solutions Directory?
Do I have to be a partner to be listed on the Solutions Directory?
How can I add a Solutions Directory review badge to my website?

 

Lead Registration

What does it mean to register a lead?
What does it mean if a lead is unavailable?
How does “Best Partner Wins” work?
If a lead is unavailable, does that mean that it is impossible for me to win commission?
Will HubSpot reach out to my leads when they are registered?
When is the best time to register a lead? Should I register a lead after I set them up with a free account?
Does HubSpot offer unique partner payment links (referral link technology)?
Can I earn commission on an existing HubSpot customer I did not sell?
Does my commission rate differ depending on if I refer or sell the client myself?
My client purchased HubSpot under a different domain than the domain that I registered -- can I still receive commission?

Solutions Partner Program

What is the HubSpot Solutions Partner Program?

The HubSpot Solutions Partner Program is designed for customer-centric agencies, service providers, and resellers that want to learn, grow their business, and use the best technology. It's a global community of businesses who sell the HubSpot platform to their clients and/or use HubSpot to help their clients to meet their goals.

 

What is the difference between a HubSpot solutions provider and partner? 

The HubSpot Solutions Partner Program has two packages that you can choose between to join. The provider package is a low-cost way to find out how a partnership with HubSpot works. The partner package is for anyone who wants to go deeper with HubSpot and become an expert.

Solutions Partner Package

How do I become a HubSpot solutions partner?

Once you apply to the Solutions Partner Program, you can speak with a partner growth specialist to see how your agency or business can uniquely benefit from the program. Learn more and apply to become a HubSpot solutions partner.

 

How much does it cost to become a HubSpot solutions partner?

The cost of HubSpot’s Solutions Partner Program is based on your business’s needs and size. Learn more about HubSpot’s Solutions Partner Program pricing.

 

How can the HubSpot software help my business?

HubSpot allows service providers to keep all of their marketing, sales and service tools in one spot. The biggest benefit that service providers value from HubSpot is the ability to use the software for their clients. It helps them clearly prove ROI and build more sophisticated marketing strategies for their clients. Learn how you can use HubSpot for your clients.

 

What is the Solutions Partner Certification?

The Solutions Partner Certification is a unique certification for partners who, upon completion, will be classified as an official Certified HubSpot Solutions Partner. This certification is an 11-part course covering the 4 stages of the Solutions Partner methodology: Market, Sell, Deliver, and Grow.

 

What are the benefits of becoming a HubSpot solutions partner?

The HubSpot Solutions Partner Program benefits include support from two dedicated account managers, sales training, access to exclusive partner events, software training, and white-labeled content to use on your website for lead generation. HubSpot’s partners also report an increase in leads, website traffic, monthly recurring revenue, and number of retainer clients. Check out how the program has benefited current partners in case studies.

 

Is the HubSpot Solutions Partner Program global?

Yes, the Solutions Partner Program has benefitted service providers in 116 countries across the world. To learn about their stories, check out the case studies. Additionally, you can search the HubSpot Solutions Directory to find partners in specific regions.

 

Solutions Provider Package

What do I need to do to be a solutions provider?

To sign up, follow these steps:

  1. Submit an application here
  2. If you have not already, purchase a HubSpot product (minimum product requirement: Starter)
  3. Register your first lead, and you are officially an activated solutions provider and can present yourself as one!

There are three things we expect you to to do in order to maintain your status as a HubSpot solutions provider:

  1. Actively refer or re-sell HubSpot. The expectation is that solutions providers remain active by reselling at least one HubSpot product per quarter.
  2. Maintain and use your HubSpot subscription. We have found that providers who use the HubSpot products themselves are far more comfortable – and successful – selling and servicing the tools. It does not have to be the highest HubSpot product tier, but it is important to maintain a subscription to stay up to date with the software.
  3. Solve for the customer. Do right by our shared clients, and give them a world-class service experience.

 

How much commission do I make if I refer or re-sell HubSpot as a solutions provider?

20% of the monthly total paid across all product types (Marketing, Sales, and Service) and add-ons for the first 12 complete months the customer is on HubSpot.

For example, if you sign up a client for 1 seat of Sales Starter ($50/month) in January 2019 and they stay as a client for 12 months, your commission would be $120 (20% of $600). If the client upgrades to Sales Professional ($400/month) in July 2019, your commission would be $540 (%20 of $2700).

Commission is paid out quarterly, provided you have completed your ACH and tax paperwork through the Documents Center within your HubSpot portal (instructions here). You will be compensated for any upgrades during this time, through the duration of that first year period.

In order to receive recurring commission, you will need to qualify for the solutions partner package.

 

How do I get credit for referring or reselling HubSpot?

The way we credit solutions providers for referring or re-selling HubSpot today is through a system called Lead Registration. When you have a company you want to refer or re-sell, simply pick a contact you have at the company and fill out the lead registration card on the left hand side of their contact profile. It is critical that you do this early in the process, before ever bringing up HubSpot to the prospect.

Without registering the lead, there is no way that we can guarantee you commission and credit on the sale. For more information on this process, see our Lead Registration FAQ.

Please contact your Channel Account Manager or Partner Development Manager for more detail on how to get credit.

 

I referred or sold someone HubSpot before joining the program -- can I get credit now?

Unfortunately, we are unable to pay commission on any leads who were not registered properly and purchased HubSpot prior to joining the program. If the lead has not purchased yet, please register them, and if this is not successful, contact partnerteam@hubspot.com

 

I am a solutions provider and it won’t let me access a partner resource -- what do I do?

Certain resources are not accessible to solutions providers, as they are only available to our solutions partners today. If you feel we did not make this clear, let us know so we can update the language on the page.

Want to learn more about our Solutions Partner Package? Just reach out to partnerteam@hubspot.com.

 

How can I advertise the fact that I am a HubSpot solutions provider?

As a solutions provider, you can advertise on your website, social media profiles, and in conversations with prospects. You can use this official badge on your website.

 

How do I get help as a solutions provider?

  • For solutions provider related questions and resources (pitch decks, marketing materials, service guides, etc), check out HubSpot’s Provider Resource Center.
  • For help re-selling or referring HubSpot software, please reach out to partnerteam@hubspot.com.
  • For technical issues or product-related questions, please reach out to our support team by clicking the purple “Help” button on the bottom right of your portal or call 1-888-HUBSPOT x3 (1-888-482-7768 x3) - phone support for professional customers only.
  • For help or questions regarding using your own HubSpot subscription, please reach out to your Customer Success Manager (or customersuccessteam@hubspot.com if you do not have an assigned CSM).

 

How does HubSpot measure my success as a solutions provider?

HubSpot evaluates the performance of solutions providers with one metric: Re-sold (or referred) Monthly Recurring Revenue (MRR). MRR is measured by looking at the total monthly spend of all the clients you have referred or re-sold HubSpot.

 

How do I get more benefits as a solutions provider?

To unlock more official benefits, you will want to join our solutions partner package. In this program, we have tiers you can progress through as you sell more, allowing you to unlock additional value (free INBOUND tickets, better visibility to existing HubSpot customers, more lead registration capacity etc.). To learn more about the solutions partner package and see if it is a good fit, please reach out to your partnerteam@hubspot.com.

 

Will HubSpot send me leads?

It is possible HubSpot will share leads with you, but nothing is guaranteed.

HubSpot has no formal lead sharing program in place, but constantly sends leads to providers and partners via internal referrals (i.e. sales rep needs provider/partner to help close deal so they refer partner to help with data migration), as well as through our directory.

Want more referrals? Your best bet is to get out there and build a reputation as a solutions provider and deliver results in the software, and the business will start to come to you.

 

My client wants to buy a product that has required onboarding. Since I am helping them with HubSpot, can I waive it?

Solutions providers cannot waive required onboarding, but we are happy to make you the main point of contact so that you can lead the implementation with our team. If you want to waive required onboarding, you can join our solutions partner package.

If this is of interest, please reach out to partnerteam@hubspot.com and we can set you up with a specialist here who can help you evaluate if it is right for you.

 

As a solutions provider, can I join the solutions partner package?

Yes!

This is a normal progression for many providers who see success in the solutions provider package, and want to make a deeper investment in the partnership. We find solutions providers who join tend to be even more successful, as they start day one with lots of HubSpot expertise.

To learn more about the solutions partner package and see if it is a good fit, please reach out to partnerteam@hubspot.com.

Tiering and Commissions

How are HubSpot solutions partner tiers calculated?

HubSpot uses a combination of metrics — including monthly sold and managed recurring revenue (MRR), retention, and software engagement — to classify solutions partners as untiered or tiered. From lowest to highest the tiers are gold, platinum, diamond, and elite. Learn more information about partner tiers.

 

What is the benefit of being a tiered partner?

Being a tiered partner allows you to differentiate yourself in the partner ecosystem and proves to potential clients that you can deliver sophisticated services around HubSpot’s software and its collection of integrations. For example, tiered solutions partners are more visible on the HubSpot Solutions Directory. For more details, check out the program benefits page.

 

How can I find a tiered partner?

You can find HubSpot tiered partners on the HubSpot Solutions Directory. Tiered partners can be identified by a corresponding tier icon on the partner directory profile listing.

 

Do I need to be the partner that originally sold a client HubSpot software in order to get managed MRR credit?

No, you don't need to be the original partner that sold the account to get managed MRR credit. However, you must fulfill all the managed MRR criteria to get credit.

 

Why is a client I manage not appearing in my dashboard?

The dashboard updates once every 24 hours. A client that you manage will not appear in your dashboard if you do not have a user from your portal active in the client's portal within the last 90 days, or if your first activity was today. If it has been over 24 hours since your first activity in the client portal, contact your Channel Account Manager.

 

How often are tiers updated?

Tiers are updated monthly, on the 15th of the month. This means, each month you have the opportunity to move up in tier based on how much you sell and manage. 

 

What is the median app usage metric?

Every client has a number of apps being used. One of the qualifications for solutions partners is to have a median client app usage equivalent to 3 or more, across HubSpot Marketing Hub, Sales Hub and/or Service Hub. This metric evaluates the accounts you've sold in the last 12 months and the accounts you're currently managing.

 

How many apps do we have in the product for the app adoption metric? What are they?

There are 25 apps that count toward the app usage metric. Partners can also click on the info icon on the new Partner Dashboard to view the apps.

Apps    
Ads Blog Calls to Action
Companies Contacts Contacts Report
Custom Reports CRM Custom Dashboard
Conversations Deals Email
Feedback Forms Knowledge
Landing Pages
Lists
Page Performance
Reporting Add-on
Social Inbox Social Monitoring
Social Publishing
Sources Tasks
Tickets Website Pages Workflows
 

How do I receive partner commissions?

Solutions partners and solutions providers receive commissions when they resell HubSpot’s software. Commissions are paid quarterly, 45 days after the quarter closes. To request a commission statement or ask a question regarding commissions, you can email VARcommissions@hubspot.com.

Partner Events

What events are available to me as a partner?

There's serveral opportunities as a HubSpot Solutions Partner to attend HubSpot-run events. We host regional Partner Day events for platinum, diamond and elite partners in Cambridge, Dublin, Singapore and Sydney every year. We also deliver a partner-exclusive experience at our annual INBOUND event in Boston, MA. This includes access to partner-only sessions, lounges, evening events. 

 

Where can I find information about HubSpot User Groups (HUGs)?

HubSpot User Groups are in-person meet-ups that occur each quarter. These events are often sponsored by a HubSpot solutions partner and are open to all HubSpot users. Learn more information or join a HUG.

Partner Resources

Where can I find the HubSpot solutions partner logo and information on usage of HubSpot trademarks?

All promotional information can be found on our Partner Promotional Guidelines page. You can also reach out to partners@hubspot.com with any questions.

 

How does partner lead registration work?

Partner lead registration is processed through your HubSpot portal or partner toolset. If you need help setting this up, please contact your Channel Account Manager. For full details on how registration works, please read this slide deck.

 

How can I tell if a contact is expired?

After one year, the contact's “Registration Status” property will change to “Expired.”

 

Can I re-register an expired contact?

Yes. Once a contact expires, just complete Step 8 in this slide deck again.

 

Where do I log into my Partner Portal?

You can log into your Partner Portal here.

Solutions Directory

What is the HubSpot Solutions Directory?

The HubSpot Solutions Directory allows agencies and businesses that provide marketing, sales, customer service, web design, CRM, and IT services to get discovered by HubSpot customers looking to hire service providers. Create a listing and gain exposure for your business.

 

Do I have to be a solutions partner to be listed on the Solutions Directory?

No, you do not need to be a partner to get listed on the Solutions Directory, but you do need to have a valid Inbound Certification. Certification is required to ensure that your agency or business is equipped to deliver quality inbound services to potential clients. Even if you're not a partner, you can get listed on the Solutions Directory.

 

How can I add a Solutions Directory review badge to my website?

Adding an Agency Directory review badge to your website can encourage existing customers to review you. It can also point potential customers to your directory listing and show them the great work you've done for others. You can add an Agency Directory review badge to your website with these instructions.

Lead Registration

What does it mean to register a lead?

Lead registration is the process of claiming an account that you want to refer or resell HubSpot to at some point.

A few things to keep in mind:

  1. Registering a lead DOES NOT mean that HubSpot will reach out to the leads you add -- we will only reach out if you ask us to.
  2. You should register leads BEFORE introducing the company to HubSpot -- or you risk losing the commission!
  3. If a lead you register buys HubSpot, we will pay you commission -- you have nothing to lose and everything to gain!

 

What does it mean if a lead is unavailable?

Leads are unavailable for one of the following reasons:

  1. The account is an existing HubSpot customer. This does not mean that you should stop working with them or offering your services, however, partners can only receive commission on existing Sales Hub customers upgrading to a Marketing Professional or Enterprise Hub. This is done through the partner collaboration process and must be worked through your Partner Development Manager.
  2. The account is in an active sales process with HubSpot. You may still be able to earn commission by working with us (partnerteam@hubspot.com), however we can not guarantee commission in this situation.
  3. The account is owned by a HubSpot rep, but is not in an active sales process. This means that you can still earn commission, but you have to notify us before the client signs up for HubSpot. Additionally, you will need to work with the HubSpot sales rep who will provide the payment link to the client.
  4. The account is owned by another partner. There is still an opportunity for you to receive commission if you sell the deal and have proof of services. It is important to contact our team (partnerteam@hubspot.com) to help you with this process.

 

How does “Best Partner Wins” work?

Leads are sometimes unavailable because another partner has already registered them. You are still able to earn commission under the following 2 conditions:

  1. Provide proof of services: You can use our Rider Letter or a signed contract outlining your services.
  2. The customer must purchase through a payment link that we send you. All we need to know is which HubSpot product(s) they are interested in, the HubID they would be using, and the email address of the person making the purchase.

 

If a lead is unavailable, does that mean that it is impossible for me to win commission?

NO!

There are four very common scenarios where you can still earn commission (see below). The key is that you have to reach out to your partnerteam@hubspot.com so that we can help.

  • The account is an existing HubSpot customer. Partners can receive commission on existing Sales Hub customers upgrading to a Marketing Professional or Enterprise Hub. This is done through the partner collaboration process and must be worked through your Partner Development Manager.
  • The account is in an active sales process with HubSpot. You may still be able to earn commission by working with us (partnerteam@hubspot.com), however we can not guarantee commission in this situation.
  • The account is owned by a HubSpot rep, but is not in an active sales process. This means that you can still earn commission, but you have to notify us before the client signs up for HubSpot. Additionally, you will need to work with the HubSpot sales rep who will provide the payment link to the client.
  • The account is owned by another partner. There is still an opportunity for you to receive commission if you sell the deal and have proof of services. It is important to contact our team (partnerteam@hubspot.com) to help you with this process.
    If you are in a sales process with an unavailable lead, please contact partnerteam@hubspot.com so that we can assist you.

 

Will HubSpot reach out to my leads when they are registered?

No, not unless you ask us to reach out to your lead.

When you register a lead, the account is marked as yours as a partner, stopping our sales team from approaching them.

Registering leads does not:

  • Trigger marketing emails from HubSpot
  • Prompt HubSpot to call or reach out to the lead
  • If you want us to target leads you register, we are more than happy to do so. Feel free to introduce us, or just give us the green light and we can begin reaching out. Otherwise, we will wait on you for guidance, and not reach out unless you tell us to!

 

When is the best time to register a lead? Should I register a lead after I set them up with a free account?

You should register leads as soon as you are aware of them. HubSpot’s website is designed to capture leads on its own, so if you bring up the software or HubSpot as a company, you risk having the lead be assigned to a HubSpot sales rep.

Never sign up a client for a free account without having registered them first! You risk losing the account.

As mentioned above, we do not contact your leads without your consent, and we will still pay you even if they buy without your involvement. In turn, there is nothing to lose, and everything to gain by registering early in the sales cycle -- ideally before even speaking to them.

 

Does HubSpot offer unique partner payment links (referral link technology)?

Not today, but we are working on it. In the meantime, you can auto-register leads using a form.

Referral link technology would provide an individual URL for each partner (to use for their clients) so that HubSpot could automatically credit the correct partner.

 

Can I earn commission on an existing HubSpot customer I did not sell?

Yes, you can earn commissions on existing HubSpot customers by cross-selling new product lines to them. Partners should work with their CAMs, and Providers should work with their PDMs during the sale to ensure they they receive commissions when the sale closes.

 

Does my commission rate differ depending on if I refer or sell the client myself?

No, we pay you the same commission regardless of whether you simply refer the client to us or were involved in the sales process.

 

My client purchased HubSpot under a different domain than the domain that I registered -- can I still receive commission?

No. Commission is entirely dependant on registering the domain under which a client purchases HubSpot. Many companies have multiple websites or redirects so it is critical that you work with your customer to ensure that they purchase under the domain that you registered. There are no exceptions here, but we are always happy to work with you during the sales process to avoid this situation.