Logo - Full (Color) [Skip to content](https://www.hubspot.com#global-nav-main-content) - English Select a language - [日本語](https://www.hubspot.jp/partners/how-tiers-work) - [Deutsch](https://www.hubspot.de/partners/how-tiers-work) - [English](https://www.hubspot.com/partners/how-tiers-work) - [Español](https://www.hubspot.es/partners/how-tiers-work) - [Português](https://br.hubspot.com/partners/how-tiers-work) - [Français](https://www.hubspot.fr/partners/how-tiers-work) - High Contrast - [Customer Support](https://help.hubspot.com/) - [Contact Sales](https://offers.hubspot.com/contact-sales) - Close Search - [Log in](https://app.hubspot.com/login) - About About - [About Us](https://www.hubspot.com/our-story) - [Careers](https://www.hubspot.com/careers) - [Contact Us](https://www.hubspot.com/company/contact) - [Investor Relations](https://ir.hubspot.com/) - [Management Team](https://www.hubspot.com/company/management) Back [ ](https://www.hubspot.com/) Menu - Close Search - Products Products - ## The HubSpot Customer Platform All of HubSpot's marketing, sales, and customer service software on one agentic platform. [Free HubSpot CRM](https://www.hubspot.com/products/crm) [Overview of all products](https://www.hubspot.com/products/get-started) - ### Marketing Hub Marketing automation software [Free and premium plans](https://www.hubspot.com/products/marketing) - ### Sales Hub Sales software [Free and premium plans](https://www.hubspot.com/products/sales) - ### Service Hub Customer service software [Free and premium plans](https://www.hubspot.com/products/service) - ### Content Hub Content marketing software [Free and premium plans](https://www.hubspot.com/products/content) - ### Data Hub Data management software [Free and premium plans](https://www.hubspot.com/products/data) - ### Revenue Hub CPQ, billing, and payments software [Free and premium plans](https://www.hubspot.com/products/revenue) - ### Smart CRM AI-powered, flexible CRM software [Learn more](https://www.hubspot.com/products/crm/ai-crm) - ### Agent Hub Your central home for building and managing AI agents across the platform [Learn more](https://www.hubspot.com/products/artificial-intelligence) - ### Small Business Bundle The Starter edition of each product, built for startups and small businesses [Learn more](https://www.hubspot.com/products/crm/starter) - ### AEO (Beta) Answer engine optimization tools that track and improve your brand's visibility in AI results [Learn more](https://www.hubspot.com/products/aeo) - ### HubSpot Marketplace Connect your favorite apps to HubSpot [See all integrations](https://ecosystem.hubspot.com/marketplace/apps) - Solutions Solutions - By Use Case - By Team Size - Why HubSpot? - ## Marketing - ### [Generate leads](https://www.hubspot.com/use-case/generate-leads) Convert visitors into contacts for your database. - ### [Automate marketing](https://www.hubspot.com/use-case/automate-marketing) Create campaigns with automation and AI. - ## Sales - ### [Build pipeline](https://www.hubspot.com/use-case/build-sales-pipeline) Generate a pipeline of high-quality prospects. - ### [Close deals](https://www.hubspot.com/use-case/close-more-deals) Streamline your process and close more deals faster. - ## Customer Service - ### [Scale support](https://www.hubspot.com/use-case/scale-customer-service-support) Support customers at scale with AI and a help desk. - ### [Drive retention](https://www.hubspot.com/use-case/drive-customer-satisfaction) Identify opportunities to improve customer health. - ## Content - ### [Create content](https://www.hubspot.com/use-case/create-content-for-customer-journey) Easily craft content for your audience, with help from AI. - ### [Manage content](https://www.hubspot.com/use-case/manage-content) Organize, update, and distribute content in one place. - ## Startups & Small Businesses - ### [Find and reach customers](https://www.hubspot.com/use-case/find-and-reach-customers) Generate leads through content, AI, and automation. - ### [Grow sales and get paid](https://www.hubspot.com/use-case/grow-sales-and-get-paid-faster) Prospect smarter and automate payments. - ### [Organize customer data](https://www.hubspot.com/use-case/understand-and-organize-customer-data) Unify your team and data on one platform. - ## Artificial Intelligence - ### [Resolve customer queries 24/7](https://www.hubspot.com/products/artificial-intelligence/ai-customer-service-agent) Scale customer service with an AI customer agent. - ### [Automate sales prospecting](https://www.hubspot.com/products/sales/ai-prospecting-agent) Identify and engage high-value leads with an AI prospecting agent. - ### [Research customers faster](https://www.hubspot.com/products/artificial-intelligence/ai-data-agent) Get instant answers about your customers with an AI data agent. ## By Team Size - ### For Small Businesses & Startups HubSpot’s all-in-one Starter Customer Platform helps your growing startup or small business find and win customers from day one. [Learn more about HubSpot’s Starter Customer Platform](https://www.hubspot.com/products/crm/starter) - ### For Enterprises With HubSpot’s integrated Enterprise Customer Platform, you don’t have to sacrifice power for ease of use. [Learn more about HubSpot’s Enterprise Customer Platform](https://www.hubspot.com/products/crm/enterprise) ## Why HubSpot? - ### Why Choose HubSpot? After just one year, HubSpot customers acquire 129% more leads, close 36% more deals, and see a 37% improvement in ticket closure rates. [Learn more about why how HubSpot’s solution is different](https://www.hubspot.com/why-choose-hubspot) - ### Case Studies Explore examples of companies like yours from all over the globe that use HubSpot to unite their teams, empower their businesses, and grow better. [See all case studies](https://www.hubspot.com/case-studies) - ### Spotlight: Product Updates Learn about HubSpot’s featured product releases and announcements in this semi-annual product showcase. [Explore product updates](https://www.hubspot.com/spotlight) - [Pricing](https://www.hubspot.com/pricing/marketing) - Resources Resources - ## Featured Links - [Spotlight: Product Updates](https://www.hubspot.com/spotlight) - [What's New in HubSpot](https://www.hubspot.com/new) - [Why Choose HubSpot?](https://www.hubspot.com/why-choose-hubspot) - [Sustainability](https://www.hubspot.com/sustainability) - ## Community & Events - [UNBOUND Event](https://unbound.hubspot.com/) - [Webinars](https://www.hubspot.com/resources/webinar#resource-library-page-headers) - [HubSpot Community](https://community.hubspot.com/) - [HubSpot User Groups](https://www.hubspot.com/hubspot-user-groups) - ## Partners - [Solutions Partner Program](https://www.hubspot.com/partners/solutions) - [Technology Partner Program](https://www.hubspot.com/partners/app) - [Affiliate Partner Program](https://www.hubspot.com/partners/affiliates) - [Education Partner Program](https://academy.hubspot.com/education-partner-program) - [Startup Partner Program](https://www.hubspot.com/startups/partners) - ## Education - [The Loop Marketing Playbook](https://www.hubspot.com/loop-marketing) - [What Is Inbound Marketing?](https://www.hubspot.com/inbound-marketing) - [HubSpot Blogs](https://blog.hubspot.com/) - [Free Courses & Certifications](https://academy.hubspot.com/) - [Ebooks, Guides & More](https://www.hubspot.com/resources) - [HubSpot Knowledge Base](https://knowledge.hubspot.com/) - ## Tools - [Website Templates](https://ecosystem.hubspot.com/marketplace/templates) - [Developer Tools](https://developers.hubspot.com/) - ## Services - [Onboarding](https://www.hubspot.com/services/onboarding) - [Migration](https://www.hubspot.com/services/professional/migrations) - [Premium Support](https://www.hubspot.com/services/premium-support) - [Hire a Solutions Partner](https://ecosystem.hubspot.com/marketplace/solutions) - Products Products - ## The HubSpot Customer Platform All of HubSpot's marketing, sales, and customer service software on one agentic platform. - [__Free HubSpot CRM__](https://www.hubspot.com/products/crm) - [__Overview of all products__](https://www.hubspot.com/products/get-started) - [ \ __Marketing Hub__ \ Marketing automation software](https://www.hubspot.com/products/marketing) - [ \ __Sales Hub__ \ Sales software](https://www.hubspot.com/products/sales) - [ \ __Service Hub__ \ Customer service software](https://www.hubspot.com/products/service) - [ \ __Content Hub__ \ Content marketing software](https://www.hubspot.com/products/content) - [ \ __Data Hub__ \ Data management software](https://www.hubspot.com/products/data) - [ \ __Revenue Hub__ \ CPQ, billing, and payments software](https://www.hubspot.com/products/revenue) - [ \ __Smart CRM__ \ AI-powered, flexible CRM software](https://www.hubspot.com/products/crm/ai-crm) - [ \ __Agent Hub__ \ Your central home for building and managing AI agents across the platform](https://www.hubspot.com/products/artificial-intelligence) - [ \ __Small Business Bundle__ \ The Starter edition of each product, built for startups and small businesses](https://www.hubspot.com/products/crm/starter) - [ \ __AEO (Beta)__ \ Answer engine optimization tools that track and improve your brand's visibility in AI results](https://www.hubspot.com/products/aeo) - [ \ __HubSpot Marketplace__ \ Connect your favorite apps to HubSpot](https://ecosystem.hubspot.com/marketplace/apps) - Solutions Solutions - By Use Case - ## Marketing - [Generate leads](https://www.hubspot.com/use-case/generate-leads) - [Automate marketing](https://www.hubspot.com/use-case/automate-marketing) - ## Sales - [Build pipeline](https://www.hubspot.com/use-case/build-sales-pipeline) - [Close deals](https://www.hubspot.com/use-case/close-more-deals) - ## Customer Service - [Scale support](https://www.hubspot.com/use-case/scale-customer-service-support) - [Drive retention](https://www.hubspot.com/use-case/drive-customer-satisfaction) - ## Content - [Create content](https://www.hubspot.com/use-case/create-content-for-customer-journey) - [Manage content](https://www.hubspot.com/use-case/manage-content) - ## Startups & Small Businesses - [Find and reach customers](https://www.hubspot.com/use-case/find-and-reach-customers) - [Grow sales and get paid](https://www.hubspot.com/use-case/grow-sales-and-get-paid-faster) - [Organize customer data](https://www.hubspot.com/use-case/understand-and-organize-customer-data) - ## Artificial Intelligence - [Resolve customer queries 24/7](https://www.hubspot.com/products/artificial-intelligence/ai-customer-service-agent) - [Automate sales prospecting](https://www.hubspot.com/products/sales/ai-prospecting-agent) - [Research customers faster](https://www.hubspot.com/products/artificial-intelligence/ai-data-agent) - By Team Size - ## By Team Size -  ### For Small Businesses & Startups HubSpot’s all-in-one Starter Customer Platform helps your growing startup or small business find and win customers from day one. [Learn more about HubSpot’s Starter Customer Platform](https://www.hubspot.com/products/crm/starter) -  ### For Enterprises With HubSpot’s integrated Enterprise Customer Platform, you don’t have to sacrifice power for ease of use. [Learn more about HubSpot’s Enterprise Customer Platform](https://www.hubspot.com/products/crm/enterprise) - Why HubSpot? - ## Why HubSpot? -  ### Why Choose HubSpot? After just one year, HubSpot customers acquire 129% more leads, close 36% more deals, and see a 37% improvement in ticket closure rates. [Learn more about why how HubSpot’s solution is different](https://www.hubspot.com/why-choose-hubspot) -  ### Case Studies Explore examples of companies like yours from all over the globe that use HubSpot to unite their teams, empower their businesses, and grow better. [See all case studies](https://www.hubspot.com/case-studies) -  ### Spotlight: Product Updates Learn about HubSpot’s featured product releases and announcements in this semi-annual product showcase. [Explore product updates](https://www.hubspot.com/spotlight) - [Pricing](https://www.hubspot.com/pricing/marketing) - Resources Resources - ## Featured Links - [Spotlight: Product Updates](https://www.hubspot.com/spotlight) - [What's New in HubSpot](https://www.hubspot.com/new) - [Why Choose HubSpot?](https://www.hubspot.com/why-choose-hubspot) - [Sustainability](https://www.hubspot.com/sustainability) - ## Community & Events - [UNBOUND Event](https://unbound.hubspot.com/) - [Webinars](https://www.hubspot.com/resources/webinar#resource-library-page-headers) - [HubSpot Community](https://community.hubspot.com/) - [HubSpot User Groups](https://www.hubspot.com/hubspot-user-groups) - ## Partners - [Solutions Partner Program](https://www.hubspot.com/partners/solutions) - [Technology Partner Program](https://www.hubspot.com/partners/app) - [Affiliate Partner Program](https://www.hubspot.com/partners/affiliates) - [Education Partner Program](https://academy.hubspot.com/education-partner-program) - [Startup Partner Program](https://www.hubspot.com/startups/partners) - ## Education - [The Loop Marketing Playbook](https://www.hubspot.com/loop-marketing) - [What Is Inbound Marketing?](https://www.hubspot.com/inbound-marketing) - [HubSpot Blogs](https://blog.hubspot.com/) - [Free Courses & Certifications](https://academy.hubspot.com/) - [Ebooks, Guides & More](https://www.hubspot.com/resources) - [HubSpot Knowledge Base](https://knowledge.hubspot.com/) - ## Tools - [Website Templates](https://ecosystem.hubspot.com/marketplace/templates) - [Developer Tools](https://developers.hubspot.com/) - ## Services - [Onboarding](https://www.hubspot.com/services/onboarding) - [Migration](https://www.hubspot.com/services/professional/migrations) - [Premium Support](https://www.hubspot.com/services/premium-support) - [Hire a Solutions Partner](https://ecosystem.hubspot.com/marketplace/solutions) - About About - [About Us](https://www.hubspot.com/our-story) - [Careers](https://www.hubspot.com/careers) - [Contact Us](https://www.hubspot.com/company/contact) - [Investor Relations](https://ir.hubspot.com/) - [Management Team](https://www.hubspot.com/company/management) [Start free or get a demo](https://www.hubspot.com/products/get-started) [Log in](https://app.hubspot.com/login) - English Select a language - [日本語](https://www.hubspot.jp/partners/how-tiers-work) - [Deutsch](https://www.hubspot.de/partners/how-tiers-work) - [English](https://www.hubspot.com/partners/how-tiers-work) - [Español](https://www.hubspot.es/partners/how-tiers-work) - [Português](https://br.hubspot.com/partners/how-tiers-work) - [Français](https://www.hubspot.fr/partners/how-tiers-work) - High Contrast - [Customer Support](https://help.hubspot.com/) - [Contact Sales](https://offers.hubspot.com/contact-sales) # How do Tiers and Tier Points work? 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.*  ## Earning Points 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](https://www.hubspot.com/partners/how-tiers-work#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 January 15, 2026 HubSpot updated the retention requirements for Elite and Diamond partners and the Managed Points requirements for all tiered Partners:  - Elite partners have to meet at least 80% average GRR in trailing 12 months (and no longer have to meet 85% average C$R requirement). - Diamond partners have to meet at least 75% average GRR in trailing 12 months. - Managed points minimums is no longer a requirement for any tier. Please see this [FAQ](https://app-na1.hubspotdocuments.com/documents/53/view/1578319702?accessId=4d469a) 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).  Applicable from July 15, 2026, HubSpot has adjusted Sourcing Points and Total Points upward to maintain consistency and differentiation across tiers. Increases are calibrated by tier to keep the overall tier structure and balance intact. Partners will have until January 15, 2027 to meet the new thresholds. See more details below. For illustrative purposes only, please see the approximate point conversion rates:   __Sourced Points__ __(Growth Market)__ __Assisted Points__ __(Growth Market)__ __Managed Points__  __(Growth Market)__ US $100* US Dollar     5 points  (10 points)       3 points  (6 points)       1 point (2 points)   AU $105 Australian Dollar COP $300,300 Colombian Peso EUR €75 Euro GBP £62.5 Pound Sterling SGD $140 Singapore Dollar JYP ¥12,000 Japanese Yen ZAR R1,545 South African Rand CAD $130 Canadian Dollar *\*Approximate 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. Point values are subject to periodic review and adjustment.* \*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. ### Points Expiry 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   ## Earning Tiers As your sourced, assisted, and managed points grow, you’ll earn new tiers. There are four tiers, - Gold - Platinum - Diamond - Elite __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 standing1 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.  * * * 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](https://www.hubspot.com/partners/program-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.   ### Tier Thresholds to Meet by July 15, 2026 * * *     TIER THRESHOLDS TO MEET FOR THE PERIOD BETWEEN JAN 16, 2026 AND JULY 15, 2026 Sourced Points Total Points Threshold (Sourced, Assisted, Managed) __Average GRR %__ Elite   2100   9000 At least 80% Diamond 950   3100 At least 75% Platinum 325   925 N/A Gold 110   325 N/A   * * *   ### Tier Thresholds Requirements to meet by January 15, 2027 * * *   TIER THRESHOLDS TO MEET FOR THE PERIOD BETWEEN JAN 16, 2026 AND JAN 15, 2027 Sourced Points Total Points Threshold (Sourced, Assisted, Managed) __Average GRR %__ Elite   2750   11000 At least 80% Diamond 1250   3750 At least 75% Platinum 425   1275 N/A Gold 115   345 N/A   ### __Sourced MRR requirements to meet by January 15, 2027__ For every $100 USD in sourced MRR, partners earn 5 Sourced Points for non-growth market customers and 10 Sourced Points for growth market customers (a 2x multiplier). As a result, the minimum sourced MRR required to reach each tier depends on the mix of growth vs. non-growth market MRR. The table below shows the sourced MRR required at the two extremes: sourcing 100% from growth markets versus 100% from non-growth markets.       Sourced MRR in USD assuming Partner only sources from growth markets (all $ amounts in USD) Sourced MRR in USD assuming Partner only sources outside growth markets (all $ amounts in USD) Elite $27500 MRR $55000 MRR Diamond $12500 MRR $25000 MRR Platinum $4250 MRR $8500 MRR Gold $1150 MRR $2300 MRR     ### Below are examples of the tier thresholds that partners need to meet by July 15, 2026     __Sourced Points__ __Total Points Needed__ __Average GRR %__ __Has the Partner Earned Diamond Status?__ Diamond Status Requirements 950 3100 75%   Partner A's Points 900 4000 82% __*No*__ *While Partner A has 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 70% __*No*__ *Partner B has exceeded all point minimums but did not exceed the GRR minimum.* Partner C's Points 1000 4000 82% __*Yes*__ *Partner C has exceeded all point minimums and the GRR minimum.*     ### Below are examples of the tier thresholds that partners need to meet by January 15, 2027.     __Sourced Points__ __Total Points Needed__ __Average GRR %__ __Has the Partner Earned Diamond Status?__ __Diamond Status Requirements__ 1250 3750 75%   __Partner A's Points__ 1000  4000  82% No *While Partner A has exceeded their total points (through sourcing, assisting, and managing), and exceeded the GRR threshold, they need 250 more sourced points to meet the minimum.* __Partner B's Points__ 1500  4000  70% *No* *Partner B has exceeded all point minimums but did not exceed the GRR minimum.* __Partner C's Points__ 1500 4000 82% *Yes* *Partner C has exceeded all point minimums and the GRR minimum.* ### Solutions Partner Performance Requirement Solutions Partners are required to maintain a minimum of 1 sourced point in a trailing 12-month period (the “Sourced Point Minimum”). Beginning January 1, 2027, HubSpot will evaluate compliance with the Sourced Point Minimum on a monthly basis. Partners who have been a Solutions Partner for 12-months or more and, as of any monthly evaluation date on or after January 1, 2027, have zero (0) sourced points in the preceding trailing 12-month period will be deemed to have failed the Sourced Point Minimum. Partners with 0 sourced points in the trailing 12-month period must earn at least 1 sourced point by January 1, 2027 to maintain their status. Partners who fail to achieve the Sourced Point Minimum will receive written notice from HubSpot. Termination of the Partner's participation in the Solutions Partner Program will take effect thirty (30) calendar days following such notice (in line with the HSPPA), unless the Partner earns at least 1 sourced point during the notice period. Please note that upon termination, Revenue Share for any outstanding Qualified Transactions will end immediately. This requirement will replace our untiered releveling process. The last releveling occurred in January 2026, and this process was sunset in February 2026. ### Basic Requirements to tier #### Solutions Partner Certification __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*](https://legal.hubspot.com/solutions-partner-program-agreement) *and* [*Program Policies*](https://www.hubspot.com/partners/solutions-program-policies)*; 2) have provided all necessary documentation for commissions; 3) uphold the standards required by our* [*Code of Conduct*](https://www.hubspot.com/partners/program-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.* ## Growing through your Tier 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](https://www.hubspot.com/hubfs/Agency/Partner%20Tier%20and%20Benefits%20Guide.pdf). 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. ### Moving up tiers [](https://www.hubspot.com) Every month, on the 15th day you have the opportunity to move to a higher tier. Because points 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: - \- Achieving GRR of at least 80% - \- Holding at least 100 user certifications among your employees. - \- Being invited via e-mail to join Elite tier. These Elite-access special criteria are subject to change. ## How to Calculate GRR [](https://www.hubspot.com) [How do we calculate GRR and Average GRR?](https://www.hubspot.com/partners/how-tiers-work#calculate-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: - __Cancellations:__ Full portal cancellations or full product-line cancellations - __Downgrades:__ Any reductions in MRR (only counted when your end-of-month install base is less than your beginning-of-month install base) 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:__ - __Total BOM IB__ = Sum of beginning-of-month install base dollars across the trailing 12 months - __Total Cancel $__ = Sum of cancellation dollars across the trailing 12 months - __Total Downgrade $__ = Sum of downgrade dollars across the trailing 12 months (only when BOM IB > EOM IB for each month)   __What's included in your GRR calculation?__ Your GRR is calculated based on customers where you have either __Managed__ or __Sold__ association: - __Sold Association__ is attributed on a customer’s entire portal if you ever sold to a customer - __Managed Association__ is attributed on the entire customer portal if you’re actively managing a customer’s portal. Managed Association expires after 60 days of no activity in a customer portal   __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. ## Moving to a New Deal-Based Tiers Model 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.  - __Expiration of Legacy Sold Points__ Sold Points acquired in the trailing 12 months before November 17, 2025 will continue to follow the 12-month expiration policy. However, due to system constraints during the transition to Deal-Based Model, HubSpot will __bulk expire legacy sold points monthly on the 16th of the month__ rather than daily. - __Example__ - Partner A sells 100 points on January 20, 2025, and another 200 points on August 10, 2025 - Normally, the 100 points would expire on January 20, 2026 and the 200 points would expire on August 10, 2026. - During the transition from November 17, 2025 to November 17, 2026, all legacy sold points acquired from November 17, 2024 to November 17, 2025 will instead __expire monthly on the 16th of the month__, the day after tiering performance has locked__.__  Hence, the 100 legacy sold points will expire on January 16, 2026 and the 200 legacy sold points will expire on July 16, 2026. In the later example, even though the sold points initially would have expired on August 10, 2026 prior to the new tier locking in on August 15, 2026, they expire on July 16, 2026 after the July 15, 2026 tier has locked in. - __Why This Change?__ Due to system limitations, as we migrate into the new Deal-Based Model, we are not able to migrate daily expiration data. Legacy sold points will expire monthly on the 16th day of the month (after the monthly performance tier has locked in the day prior on the 15th), providing you one month of advance visibility, so you can plan ahead for your next tier performance target on the 15th of the following month. - __Duration of Transition__ Legacy sold points will exist for up to 12 months, through November 17, 2026, at which point all legacy sold points will be fully expired and the only active points will be those acquired under the new Deal-Based Model. - __Important Call Outs:__ \- Legacy sold points (received before November 17, 2025) will __not be deducted for downgrades or individual product line cancellations.__  - \- Legacy sold points will still be removed if a customer fully cancels.   ### Maintaining or moving down tiers Here are the most important things to know: - If your tier performance drops below your credited tier (the tier you currently have), you will have at least six months to restore it - Tiers only decrease twice a year (see below for details) - If your Solutions Partner Certification is expired at the time of tier recalibration (taking place on January 15 and July 15 each year), you will be down-tiered. In order to remain a tiered partner, please ensure your certification is valid in advance of the next recalibration date. 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 Note that the partners are not adjusted to their current performance, but rather to the best performance that they achieved during the review period. * * * [](https://www.hubspot.com) ###### Current Growth Markets 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.  [Return to top](https://www.hubspot.com#top)   __Last Updated: April 10, 2026__ Back Close ## Popular Features - 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