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.
February 27, 2024: Introducing Partner Sourced Multiplier
Starting February 27, 2024, partners will earn five sold points in non-growth markets and ten sold points in growth markets for partner-sourced deals (i.e. a partner collab), to incentivize and reward partners who are having an outsized impact on HubSpot’s growth (the “Partner Sourced Multiplier”). (DIFM will remain the same at three sold points in non-growth markets and six sold points in growth markets).
This higher multiplier for partner-sourced deals (i.e. a partner collab) will apply to net-new and cross-sold product lines sold on or after Feb 27 (subsequent upsells on these net-new and cross-sold product lines will be applied as well). Please note that upsells on product lines sold prior to Feb 27 will continue to be applied at the original rate of three points. Refer to the example below:
October 2021: Partner sold Marketing Hub Professional to a customer for $1000 and receives three points for every $100 (30 points).
March 2024: Partner cross-sells Sales Hub Professional to the same customer for $1000 and receives five points for every $100 (50 points).
April 2024: Partner upsells customer from Marketing Hub Professional to Enterprise to $2000. Since they originally sold this product line prior to Feb 27 the original three sold points multiplier still applies. In this April sale scenario, the partner will receive three points for every $100 (now 60 points total on Marketing Hub).
December 2024: Partner upsells customer from Sales Hub Professional to Sales Hub Enterprise to $2000. Since they originally sold this product line after Feb 27, the five-point multiplier applies to this product line. The partner receives five points for every $100 (now 100 points total on Sales Hub).
By the end of the year, Partner will have a total of 160 sold points (60 Marketing Hub Enterprise points + 100 Sales Hub Enterprise) compared to 120 points they would originally have without the Partner Sourced Multiplier. The partner is directly rewarded for sourcing.
The current point conversion rates are: