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 (Sold points can also come from increases in a customer’s subscription that don’t come from deals, like discount changes at renewal), 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.

Starting July 15, 2025 HubSpot will raise Total points by approximately 5% on average but replace 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 is making 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: Albania, Armenia, Azerbaijan, Belarus, Bosnia and Herzegovina, Bulgaria, Croatia/Hrvatska, Czech Republic, Estonia, Georgia, Greece, Hungary, Latvia, Lithuania, Macedonia, Moldova, Montenegro, Poland, Romania, Russian Federation, Serbia, Slovak Republic, Slovenia, Ukraine.

Middle East and Africa: Algeria, Angola, Ascension and Tristan, Bahrain, Benin, Botswana, Burkina Faso, Cameroon, Cape Verde, Congo, Cyprus, Democratic Republic of the Congo, Egypt, Equatorial Guinea, Ethiopia, Gabon, Gambia, Ghana, Guinea, Iraq, Israel, Ivory Coast, Jordan, Kenya, Kuwait, Lebanon, Lesotho, Liberia, Madagascar, Malawi, Mali, Mauritania, Mauritius, Mayotte, Mozambique, Namibia, Nigeria, Oman, Palestine, Qatar, Reunion Island, Rwanda, Saint Helena, Senegal, Seychelles, Sierra Leone, Somalia, South Africa, Swaziland, Tanzania, Togo, Tunisia, Turkey, Uganda, United Arab Emirates, Yemen, Zambia, and Zimbabwe.

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

Until July 2025, to attain a tier you must earn that tier’s total points (which are a combination of sold (sourced and assisted) and managed points). While you grow through this combination (until July 15, 2025), each tier requires that you earn a minimum number of sold (sourced and assisted) and minimum number of managed points. Elite tier has some additional requirements. 

Starting July 15, 2025, each tier requires 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 standing 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. 

Effective July 15, 2025: Replacing Sold Minimums With Sourced Minimums and Raising Total Thresholds 

Starting July 15, 2025, the overall total points thresholds will be raised by approximately 5% on average across all tiers and the Sold Points minimum will be replaced with a Sourced Points minimum. Partner Assisted deals will not count towards achieving the Sourced Points minimum threshold, only Partner Sourced deals (fka Partner Collaboration).  

While these new thresholds take effect in July, partners will not be recalibrated until 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. 

Tier Thresholds to Meet by July 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 to Meet by January 2026

TIER THRESHOLDS TO MEET BETWEEN JULY 16, 2025 AND JAN 15, 2026

2. The Sold points minimum threshold is the combination of Partner Sourced (Formerly referred to as Partner Collab) points and Partner Assisted (formerly referred to as Do It For Me (DIFM)) points. Partners can reach their total points threshold by either Sourcing, Assisting, and/or Managing. Refer to Solutions Partner Program Rules of Engagement for full descriptions of HubSpot’s two distinct sales motions.

 3. Starting July 15, 2025 partners have to meet a Partner Sourced Points minimum threshold and a Managed points minimum threshold for each tier. Please note Partners can still reach their Total Points Threshold by a combination of Sourcing, Assisting and/or Managing (but must also meet the Sourced and Managed thresholds). Refer to Solutions Partner Program Rules of Engagement for full descriptions of HubSpot’s two distinct sales motions.

Below are examples of the current tier thresholds that partners need to meet by July 2025. 

You can see how Tier points help you move through tiers with the following example: Partner A and Partner B both aim to achieve platinum status and both have the same number of total points:

While both partners have exceeded the total combined points for platinum status, Partner A has 250 Sold Points, which is below the 270 Sold Points minimum needed to earn platinum status. Partner A must earn 20 additional Sold Points to be eligible for platinum Status.

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 not reached the partner then will have the choice to move to the provider level of the program (unless requested to move our of the program altogether and/or become a customer). 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 to become a customer, commissions will end immediately. For more details, visit the Untiered Partner Requirements page.

Solutions Partner Certification

To qualify for a tier you must also have a valid Solutions Partner Certification. This 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.

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.

Special 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.
• Being in Good Standing* (i.e., no open escalations or past escalations).

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.

*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.

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

If you close a deal in collaboration with a HubSpot rep, you will receive the full points value of that deal. If you close a deal in collaboration with another partner the lead agency will receive the deal points.

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.

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 be notified and have another six (6) months post recalibration to reach the gold tier level. If not reached the partner then will have the choice to move to the provider level of the  program or leave the program altogether and/or become a customer. 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 to become a customer, commissions will end immediately.

All partners in the partner program who have been in the program for at least two years must achieve and/or maintain gold status to remain in the program. This analysis of tier level and recalibration will continue every six months. If you ever fall at risk of being downgraded you will be notified by the program and given time (six months) to tier up before being moved to the program provider level. For more details, visit the Untiered Partner Requirements page.

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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