Understanding the
HubSpot Solutions
Partner Tiers

 

Solutions Partner Tier Thresholds

New MRR Thresholds below went into effect on July 18, 2022.

  1.   Current New
      Sold MRR Managed MRR Points
    (Sold MRR)
    Points
    (Managed MRR)
    Total Points
    Threshold
    Elite $65,000 $170,000 1,950
    ($65,000)
    1,700
    ($170,000)
    5,950
    Diamond $19,000 $55,000 570
    ($19,000)
    550
    ($55,000)
    2,020
    Platinum $9,000 $15,000 270
    ($9,000)
    150
    ($15,000)
    645
    Gold $3,750 $3,750 113
    ($3,750)
    38
    ($3,750)
    243
  2. Requirements SOLUTIONS
    PROVIDER
    SOLUTIONS
    PARTNER
    GOLD
    SOLUTIONS
    PARTNER
    PLATINUM
    SOLUTIONS
    PARTNER
    DIAMOND
    SOLUTIONS
    PARTNER
    ELITE
    SOLUTIONS
    PARTNER**
    Partner Onboarding   ⦿ ⦿ ⦿ ⦿ ⦿
    Partner Certification   ⦿ ⦿ ⦿ ⦿ ⦿
    Self-Purchase Subscription Any Starter
    Product
    Any
    Professional
    Product
    Any
    Professional
    Product
    Any
    Professional
    Product
    Any
    Professional
    Product
    Any
    Professional
    Product
    Median Product App Usage of Sold Customers     3+ 3+ 3+ 3+

What has changed?

We've modernized the tiering structure so it gives you more freedom and flexibility, with better incentives and rewards for today’s diverse partner community.

Trophy

Composite Points Goal

We’re moving away from the overly prescriptive sold and managed MRR requirements to a composite points goal. This allows for more flexibility in how your sales and servicing contributions are recognized.

global-Jan-24-2022-03-13-04-61-AM

New Global-First Solution

We’re launching a new global-first solution to move from having growth market partners to growth market customers. This creates a more equitable system that rewards partners supporting HubSpot customers in growth markets.

CTAs-Sep-13-2021-02-47-04-92-PM

New Backend Infrastructure

We’re overhauling our backend infrastructure to allow us to quickly add new metrics over time. We’re also redesigning the partner dashboard to provide more data and insights into your progress as a HubSpot solutions partner.

Before July 2022

The old model is too rigid for the diversity of partners in our ecosystem. Partners who focus more on selling to clients struggle to hit the managed MRR threshold, while partners that focus on managing clients struggle to meet selling requirements.

arrowRight

 

After July 2022

In an effort to make a tiering system in which different types of partners can succeed, we're moving to a model where sold and managed MRR contribute to a single “points” goal. The new model allows a variety of partner types — from a CRM implementation consultancy to a traditional digital marketing agency — to advance in the program in the ways that best align with their businesses.

Ready to see to the new tiers and layout?

Get Started
What's not changing?

Since this is a significant adjustment to our program, we think it’s helpful to also acknowledge what’s not changing.

Other than moving from a dollar-based to points-based model, introducing the combined points threshold, and moving from growth market credit from partner location to customer location, all other aspects of the tiers program remain the same. This includes median tool usage requirements, certification requirements, how sold and managed MRR are calculated, point expiration, the process for uptiering and bi-annual tier recalibration, and the annual tier threshold adjustment.

Framework Timeline

  1. We've been working to put the final touches on phase 1 of this new framework. The exact point thresholds and minimums were reviewed with our 5 Global Partner Advisory Councils (PACs) in February and shared with all partners in March.

    Phase two will include a new approach for measuring customer success and knowledge. We’ll vet these concepts with our PACs in 2022, but they won’t launch until 2023 or later.

    These changes are designed to make it easier, more flexible, and more transparent for all partners so they can understand our tiering structure, meet their business goals, and grow a thriving business with HubSpot.

  1. Screenshot 2022-07-13 141039

     

Flexibility of the New Model

After a partner reaches the sold and managed minimum thresholds, they can earn the remaining points to reach the combined threshold through selling, managing, or both. This brings flexibility to tiering in our program and allows partners to play to their strengths.

For example: Partner A is gold tiered and has met the sold and managed minimum requirements for reaching platinum. 

  • So far, they have 270 sold points and 150 managed points, for a total of 420 combined points. 
  • The combined points threshold for platinum is 645 points, so Partner A can earn the remaining 225 points however they choose
  • The 225 points can be met through any of the following:
    • Only selling (225 sold points, 0 managed points) 
    • Only managing (0 sold points, 225 managed points) 
    • Any combination of both

Currency-to-points conversion in the New Tiers Model

  Sold Points
(Growth Market)
Managed Points
(Growth Market)
US$100
US Dollar
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

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, and expanded those in 2021. We set lower tier targets for both sold and managed MRR for partners who are located in growth markets. In July 2022 we are improving our approach to growth markets by moving away from the location of the partner to the location of the customer. This means we're giving partners increased credit (2x points multiplier) for selling to customers located in growth markets, regardless of partner location.

    The growth market customer locations include India, Latin America, North Asia (China, Mongolia, and South Korea), Southeast Asia (Bangladesh, Brunei, Cambodia, Hong Kong, Indonesia, Laos, Malaysia, Maldives, Myanmar [Burma], Nepal, Pakistan, the Philippines, Sri Lanka, Singapore, Taiwan, Thailand, Timor-Leste, and Vietnam).

     

    ** The elite tier is by invitation only, with additional requirements such as a minimum Customer Retention Score of 85%, a Customer Dollar Retention (C$R) score of greater than 85%, and a minimum of 100 certifications across your team. These criteria are subject to change, and all Elite tier candidates go through a manual account review process to ensure they are in good standing prior to an invitation to the Elite tier. If you’re nearing the Elite thresholds please speak to your account team to ensure you are in good standing, and to receive further detail about the Elite tier-up process and timeline.

Frequently Asked Questions (FAQs)

  • The new tier targets go into effect on July 18, 2022. You can uptier based on those new targets with the August 15 tier run, but you will not be at risk of downtiering until the bi-annual recalibration in January 2023.

  • The current performance shown in your dashboard will depend on your progress toward the sold and managed points thresholds and the overall points total for a particular tier. However, your credited tier will not uptier until, at the earliest, the monthly uptier on August 15, and will not be at risk of downtiering until the bi-annual recalibration in January 2023. Your CAM or CC can give you more personalized information on how your tier will be affected by these changes.

  • No. As we shift away from MRR minimums to a points-based system, sold and managed minimums will remain the same until at least July 2023.

  • Moving away from the current overly prescriptive sold and managed MRR requirements to a composite points goal provides more flexibility for our diverse base of partners. Partners can earn points through a combination of selling and servicing, making the tiering criteria more equitable and creating a system in which different types of partners can succeed. Points also allow us to have a universal model that applies to all currencies and is no longer centered around USD.

  • If you were previously considered a growth market partner, the 2x multiplier won’t automatically apply to your points target. We are moving away from growth market partners to growth market customers, meaning that only sold and managed MRR from growth market customers will receive the 2x multiplier.

  • Current growth markets include all of Latin America, North Asia (including India), and Southeast Asia, as determined by HubSpot’s corporate geography segmentation.

    North and Southeast Asia: Bangladesh, Brunei, Cambodia, Kong 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 American or North America (excluding Canada and the USA)

  • There are a few reasons for this change: 

    • Selling is an important part of how we create long-term value for our customers. The quality of the sales process sets the tone for our customers’ ongoing relationship with you and how much they’ll grow with HubSpot.
    • The vast majority of our market is still largely untouched. Nobody is better positioned to reach that market than you, our global solutions partners.
    • HubSpot is going to keep on investing in product development, so there’s going to be more HubSpot software to sell.
    By weighting sold points more than managed points, we’re rewarding you for helping us reach all those new customers, expand into new markets, and grow your existing accounts.
  • When the new model goes into effect in July, downtiering (known as recalibration) will not occur for another 6 months, giving you time to work with your CAM or CC to create a successful strategy based on your areas of expertise and business focus. You may also use this time to develop the sales skills necessary to source and close new deals.

  • No. There will be no effect on partner commissions when moving between tiers. The only way commission would be affected is if you choose to move from being a partner to being a provider, at which point you would receive the same 20% commission rate but only for the first 12 months (instead of lifetime).

Stay Up to Speed!

Do you have more questions about the new tiering structure? Want to talk to other Partners or HubSpotters about it?

Join the conversation