* 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.