How do Tiers and Tier Points work?

You progress through tiers by earning sold and managed points. As you’d expect, sold points are earned by selling to new or existing customers and managed points are earned by servicing your existing customers. And when you sell to clients that are based in specific growth markets you can receive more points. See current growth markets.

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.

The approximate point conversion rates are:

*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.

As your sold and managed points grow, you’ll earn new tiers. 

There are four tiers,

• Gold
• Platinum
• Diamond
• Elite

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.

Tier Thresholds 

Below are examples of the tier thresholds that partners need to meet starting July 15, 2025 onwards.

Tier Recalibration for untiered partners

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.

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. Find out how to become partner certified.

*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:

• - Achieving an Average C$R (Customer Dollar Retention) of at least 85%.
• - 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 do we calculate C$R and Average C$R?

C$R 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. 

To calculate your C$R we first work out the percentage of your install base dollars that you have retained for a specific month (i.e. that have not canceled). We don’t take downgrades or portal-cancellations by multi-portal customers into account for this, only cancellations.

We then ‘annualize’ this monthly figure, meaning that we take that month's result and multiply it by itself 12 times. You can think of the resulting number as, "If things continue in the same way for the next 12 months, where would we be at the end of those 12 months?"

The formula for this looks like:

((beginning-of-month install base dollars - cancellation dollars in-month)÷beginning-of-month install base dollars)*^12                          

Your ‘Average C$R,’ which is used when considering partners for Elite status, is the average of each month’s C$R calculations over the past 12 months. The formula for Average C$R is,

(Add C$R for each month over the past 12 months together) / 12

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 will still be removed if a customer fully cancels.
•  

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:

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.

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.

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. 

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