HubSpot’s Tier Points Program has been designed to recognize your business’s strengths as you grow through tiers.
Please Note: HubSpot's Tier Program and tier points rules and formulas are subject to change, at HubSpot's sole discretion.
You progress through tiers by earning sourced, assisted and managed points. As you’d expect, sourced points are earned by sourcing and closing deals with customers, assisted points are earned by assisting on deals sourced by HubSpot and helping close those deals, and managed points are earned by servicing your existing customers.
When you sell to clients that are based in specific growth markets you can receive more points. See current growth markets. Across all tiers, partners are required to meet a minimum number of sourced points and a minimum number of total points, which is the sum of sourced Points + assisted Points + managed Points. See tier thresholds.
On July 15, 2025 HubSpot raised Total points by approximately 5% on average but replaced Sold Points minimum thresholds with Sourced Points minimums thresholds.
Historically, both Partner Sourced deals (formerly known as Partner Collab) and Partner Assisted deals (formerly known as DIFM) counted towards Sold Points minimum thresholds. Moving forward, only Partner Sourced deals will count toward the Sourced Points minimum thresholds. Partner Assisted deals will still count toward Total point thresholds. HubSpot made this change to accelerate Partner Sourced demand and drive growth goals.
On January 15, 2026 HubSpot updated the retention requirements for Elite and Diamond partners and the Managed Points requirements for all tiered Partners:
Please see this FAQ for more information on GRR.
Sourced, assisted and managed points are awarded per $100 USD MRR. For calculating tier points in connection with deals sold in other currencies, HubSpot will convert such amounts to USD using the exchange rate in effect on the date of calculation (at HubSpot’s sole discretion).
For illustrative purposes only, please see The approximate point conversion rates at the time of publication of this article:
|
Sourced Points (Growth Market) |
Assisted Points (Growth Market) |
Managed Points (Growth Market) |
|
| US $100* US Dollar |
5 points
|
3 points
|
1 point
|
| AU $154 Australian Dollar |
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| COP $408.000 Colombian Peso |
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| EUR €88 Euro |
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| GBP £74.00 Pound Sterling |
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| SGD $129 Singapore Dollar |
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| JYP ¥14400 Japanese Yen |
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|
ZAR R1,768 South African Rand |
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| CAD $130 Canadian Dollar |
*Conversion rates displayed here are for illustrative purposes only. In practice, currency conversion rates are factored into the point values for local currencies. In order to prevent market volatility from causing volatility in tier performance, point values may not reflect current market conversion rates.
*Growth markets are geographical areas in the world where HubSpot is just getting started, meaning that we have lower market penetration and in many cases we do not have a local presence in the country. Partners are critical to helping us develop these markets, but face unique headwinds that come with building brand equity in a new market. To solve for that inequity, we launched “growth market tiers” in 2020. We expanded those in 2021 and set lower tier targets for both sold and managed MRR for partners who are located in growth markets. In July 2022 we improved our approach to growth markets by moving away from the location of the partner to the location of the customer. This means, rather than setting lower tier targets, we're giving partners increased credit (2x points multiplier) for selling to customers located in growth markets, regardless of partner location. Customer location will be determined at the sole discretion of HubSpot.
In January 2024, we updated our list of growth markets below:
The growth market customer locations include:
North and South East Asia: Bangladesh, Brunei, Cambodia, China/Taiwan, Hong Kong, India, Indonesia, Laos, Malaysia, Maldives, Mongolia, Myanmar (Burma), Nepal, Pakistan, Philippines, Singapore, South Korea, Sri Lanka, Thailand, Timor-Leste, and Vietnam.
Latin America: any country/territory in the Caribbean, South America or North America (excluding Canada and the USA).
Central and Eastern Europe: Czech Republic, Bulgaria, Poland, Serbia, Belarus, Hungary, Ukraine, Lithuania, Estonia, Slovak Republic, Macedonia, Armenia, Georgia, Greece, Albania, Latvia, Croatia/Hrvatska, Slovenia, Montenegro, Moldova, Bosnia and Herzegovina, Romania, Azerbaijan, and Russian Federation.
Middle East and Africa: Algeria, Burkina Faso, Mali, Angola, Palestine, Ivory Coast, Togo, Mauritius, Zimbabwe, Mozambique, Yemen, Cameroon, Chad, Swaziland, Guinea, Nigeria, Qatar, Mayotte, Cyprus, Iraq, Mauritania, Libya, Madagascar, Saint Helena, Ascension and Tristan, Reunion Island, Oman, Egypt, Liberia, Turkey, Sierra Leone, Benin, Ethiopia, Gambia, Equatorial Guinea, Tunisia, Saudi Arabia, Kenya, Gabon, Namibia, Rwanda, Malawi, Seychelles, Lebanon, Ghana, Bahrain, South Africa, Botswana, Tanzania, Senegal, Democratic Republic of Congo, United Arab Emirates, Jordan, Morocco, Somalia, Cape Verde, Lesotho, Kuwait, Israel, Congo, Uganda, Zambia.
Your sold and managed points expire over time.
| Points Type | Expiry |
|---|---|
|
Sold Points (Sourced & Assisted) |
1 year after deal close Sold (Sourced & Assisted) points will be lost if the customer downgrades, even before 1 year. Sold (Sourced & Assisted) points are always calculated by the increase in subscription value on the product line from 1 year ago to today. |
| Managed Points | 60 days from the Partner’s last account action |
As your sourced, assisted, and managed points grow, you’ll earn new tiers.
There are four tiers,
Since July 15, 2025, each tier required that you earn a minimum number of sourced and minimum number of managed points as well as achieving a tier’s total points threshold.
Note - we require every partner to be in good standing1 to both maintain their existing tier or to tier up. Determination of whether a partner is in good standing at the time of tiering is subject to HubSpot’s absolute discretion. Failure to maintain good standing may impact a Partner remaining in their current tier.
Since July 15, 2025: Replaced Sold Minimums With Sourced Minimums and Raising Total Thresholds
Since July 15, 2025, the overall total points thresholds was raised by approximately 5% on average across all tiers and the Sold Points minimum was replaced with a Sourced Points minimum. Partner Assisted deals do not count towards achieving the Sourced Points minimum threshold, only Partner Sourced deals (fka Partner Collaboration).
Partners will be recalibrated during the next bi-annual process in January 2026. That means partners have until 9am EST January 15, 2026, to reach the new tier thresholds introduced on July 15, 2025.
1. Good Standing in the HubSpot Solutions Partner Program requires as a minimum that partners: 1) are in compliance with the HSPPA and Program Policies; 2) have provided all necessary documentation for commissions; 3) uphold the standards required by our Code of Conduct; 4) adhere to all required security measures; 5) maintain positive relationships with HubSpot and customers (i.e. no current or recent ‘at fault’ escalations on record); and 6) have completed all required training and certifications.
|
Sourced Points |
Total Points Threshold (Sourced, Assisted, Managed) |
Average GRR % | |
|
Elite |
2,100
|
9,000 |
At least 85% |
|
Diamond |
950
|
3,100 |
At least 80% |
|
Platinum |
325
|
925 |
N/A |
|
Gold |
110
|
325 |
N/A |
| Sourced Points | Total Points Needed | Average GRR % | Has the Partner Earned Diamond Status? | |
|---|---|---|---|---|
| Diamond Status Requirements | 950 | 3,100 | 80% | |
| Partner A's Points | 900 | 4000 | 82% |
No While Partner A has met their managed minimum, exceeded their total points (through sourcing, assisting, and managing), and exceeded the GRR threshold, they need 50 more sourced points to meet the minimum. |
| Partner B's Points | 1000 | 4000 | 75% |
No Partner B has exceeded all point minimums but did not exceed the GRR minimum. |
| Partner C's Points | 1000 | 4000 | 82% |
Yes Partner B has exceeded all point minimums and the GRR minimum. |
All new partners will have two years from the date of them joining the program to achieve gold tier status. If untiered at the 2-year mark, partners will have another six (6) post recalibration to reach the gold tier level. If effective gold tier requirements are not fulfilled, the partner then will have the choice to move to the provider level of the program or leave the program. In some cases HubSpot may terminate the partner’s partner program participation altogether, at HubSpot's discretion. Partners who choose to be moved to the provider level will only receive commission for one year from the deal sold date. For deals sold beyond the trailing 12-month period (as in, the partner has already received 12 months worth of revenue share for a deal at the time they move to provider level) or if a partner chooses to move out of the program all together, commissions will end immediately.
For more details, visit the Untiered Partner Requirements page.
In addition to achieving the tier points requirements, partners must be in good standing* (i.e., no open escalations or past escalations) and maintain a valid and verified Solutions Partner Certification. means at least one employee at your company must pass the partner certification exam once every 25 months.
*Good Standing in the HubSpot Solutions Partner Program requires as a minimum that partners: 1) are in compliance with the HSPPA and Program Policies; 2) have provided all necessary documentation for commissions; 3) uphold the standards required by our Code of Conduct; 4) adhere to all required security measures; 5) maintain positive relationships with HubSpot and Customers (i.e. no current or recent ‘at fault’ escalations on record); and 6) have completed all required training and certifications.
Once you’re credited with a tier, you keep that tier for at least six months. As you earn higher tiers you unlock access to more partner benefits.
Tier changes take place on a calendar basis. You have the opportunity to move up tier once a month, while moving down in tier only takes place twice a year during tier adjustment.
Every month you have the opportunity to move to a higher tier. If you have achieved the sold, managed and combined tier points minimums on the 15th of the month for a tier higher than your current one, then you will earn that higher tier (Note: Elite tier has special additional requirements). Since managed credit can take time to reflect, we recommend aiming to meet the requirements of your goal tier by the 13th of the month.
Additional Elite Requirements
Special criteria must be met before a partner is granted Elite status, these include:
These Elite-access special criteria are subject to change.
How do we calculate GRR and Average GRR?
GRR (Gross Revenue Retention) is a measure of the install base dollars you would be expected to retain over a 12-month period if you maintained your current retention rate.
GRR provides a more comprehensive view of retention than our previous C$R metric because it accounts for both cancellations AND downgrades - giving you visibility into the full picture of revenue retention, not just customer losses.
How GRR is calculated
To calculate your GRR, we look at your retention performance over a trailing 12-month period. This includes:
We calculate GRR by taking the total churn (cancellations + downgrades) over the 12-month period and comparing it to the total install base over that same period. We then 'annualize' this figure, meaning we raise it to the power of 12. You can think of the resulting number as, "If things continue at this rate, where would we be at the end of 12 months?"
The formula for this looks like:
[(1 + (Total Cancel $ + Total Downgrade $) / Total BOM IB)^12]
Where:
What's included in your GRR calculation?
Your GRR is calculated based on customers where you have either Managed or Sold association:
How Average GRR is calculated
Your 'Average GRR,' which is used when considering partners for Elite and Diamond status, is calculated as follows:
Each month, we calculate your GRR using the trailing 12-month method described above. Your Average GRR is then calculated by taking the average of those monthly calculations over the past year.
The formula for Average GRR is:
(Month 1 GRR + Month 2 GRR + ... + Month 12 GRR) / 12
Example: Your October 2025 Average GRR is the average of your monthly GRR values from November 2024 through October 2025, where each month's GRR reflects a rolling 12-month calculation.
In conjunction with our November 17, 2025 deal-based model launch, we are integrating our deal-based logic into our sold tier points calculation to reward partners accurately and consistently across our programs. This will be known as our “Deal-Based Tiers” model. In line with our deal-based model and Rules of Engagement, partners are required to create shared deals to receive the appropriate credit (sourced or assisted). If no shared deals are created, no credit will be awarded to any partner.
With Deal-Based Tiers, all Partners will get credit for any deals they create, win and close, including net new, upgrades and cross-sells and regardless of originally sold to the customer. Please do note that in addition to creation and closing of a shared deal, the deal must also be accepted by HubSpot in order to become a qualified transaction for revenue share purposes.
Example Below:
Deal-Based Tiers model for all Partners (new and existing) starting November 17, 2025:
Partner A sells Customer Z for Sales Hub Professional for $1000. If the deal was sourced Partner A will get 50 points, and if the deal was assisted Partner A will get 30 points. Note: For any deals that are sold only by a Hubspot rep, there will be no points granted to any Partner
Partner B later sourced a new deal to upsell the Customer Z from Sales Hub Professional to Sales Hub Enterprise for a total subscription value of $3000. Partner B will now receive 100 sourced points from the $2000 net upsell value. So regardless of the original deal type or who originally sold to Customer Z, Partners can receive credit for the appropriate deal type they are involved in when expanding and upselling a customer. This will reward partners accurately and consistently for the value they drive.
Note: Revenue share and credit for cross and up sell is not an option in partner owned contracts situations
For existing Partners who joined the program before November 17, 2025:
From November 17, 2024 to November 17, 2025, existing Partners will have two types of points. New points acquired in the Deal-Based Model, starting November 17, 2025, and unexpired legacy sold points acquired prior to November 17, 2025.
Here are the most important things to know:
Here’s how maintaining your tier works:
When you have been credited with a tier, you keep this for at least six months.
Your dashboard shows your “tier performance”, which is your current performance against the requirements of your current tier. If your tier performance drops temporarily below your credited tier, you can still keep your credited tier.
We review your tier performance twice a year:
| Tier Review Date | Review Period |
|---|---|
| January 15 | August 15 to January 15 |
| July 15 | February 15 to July 15 |
As long as you performed at your credited tier for at least one month in the review period, you will keep your credited tier. If you performed below your credited tier for all six months, your tier will be adjusted to your best performance during that time.
Tier adjustment example
This is an example for the July 15th tier adjustment date.
| Credited Tier | Tier Performance at July 15th | Highest tier performance from February 15th through July 15th | Tier Status after the July 15th tier adjustments | |
|---|---|---|---|---|
|
Partner A’s Performance |
Diamond | Gold | Platinum | Platinum |
|
Partner B’s Performance |
Diamond | Gold | Diamond | Diamond |
|
Partner C’s Performance |
Diamond | Gold | Gold | Gold |
While all three are Diamond partners they are currently operating at Gold levels. However, in the six months prior to July 15 Partner A had achieved Platinum status at least once and Partner B had achieved Diamond status at least once; since these were the highest tier status that each earned these will be their new status after July 15. Partner C’s highest status was Gold during this same period, and so will be created as Gold from July 15.
Note that the partners are not adjusted to their current performance, but rather to the best performance that they achieved during the review period.
Growth Market is determined by the customer's location. Current Growth Markets include all countries in Central and Eastern Europe, and the Middle East and Africa as determined by HubSpot’s corporate geography segmentation.
North and South East Asia: Bangladesh, Brunei, Cambodia, Hong Kong, Indonesia, Laos, Malaysia, Maldives, Myanmar (Burma), Nepal, Pakistan, the Philippines, Sri Lanka, Singapore, Thailand, Timor-Leste, Vietnam, China/Taiwan, South Korea, Mongolia, and India
Latin America: any country/territory in the Caribbean, South America or North America (excluding Canada and the USA).
Central and Eastern Europe: Czech Republic, Bulgaria, Poland, Serbia, Belarus, Hungary, Ukraine, Lithuania, Estonia, Slovak Republic, Macedonia, Armenia, Georgia, Greece, Albania, Latvia, Croatia/Hrvatska, Slovenia, Montenegro, Moldova, Bosnia and Herzegovina, Romania, Azerbaijan, and Russian Federation.
Middle East and Africa: Algeria, Burkina Faso, Mali, Angola, Palestine, Ivory Coast, Togo, Mauritius, Zimbabwe, Mozambique, Yemen, Cameroon, Chad, Swaziland, United Arab Emirates, South Africa, Israel, Guinea, Nigeria, Qatar, Mayotte, Cyprus, Iraq, Mauritania, Madagascar, Saint Helana, Ascension and Tristan, Reunion Island, Oman, Egypt, Liberia, Turkey, Sierra Leone, Benin, Ethiopia, Gambia, Equatorial Guinea, Tunisia, Kenya, Gabon, Namibia, Rwanda, Malawi, Seychelles, Lebanon, Ghana, Bahrain, Botswana, Tanzania, Senegal, Democratic Republic of the Congo, Jordan, Morocco, Somalia, Cape Verde, Lesotho, Kuwait, Congo, Uganda, and Zambia.
Last Updated: January 13, 2026