How to Work with Your HubSpot Partner Development Manager

Access resources to help you position your business for growth with our new partner coverage model and your HubSpot team. 
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On February 1, 2024, we updated our partner coverage model to introduce one HubSpot point of contact for your business to support you across multiple functions. The goal of the Partner Development Manager (PDM) is to support partners in developing their HubSpot business across both sales and customer success.

Partner Benefits

Stronger partner support

With PDMs exclusively committed to long-term development, you’ll have a steadfast ally to help fortify your success and expansion within the HubSpot ecosystem.

Streamlined communication

PDMs will be your singular point of contact to champion your flywheel efforts, including strategic planning, training, performance monitoring, issue resolution, identifying growth opportunities and onboarding, while working with a surrounding team of support across HubSpot.

Strengthened collaboration

Direct engagement with HubSpot’s direct sales team–Growth Specialists (GS)-enriches sales partnerships, offering more comprehensive deal support.

Seamless sales support

Deal registration centralizes crucial data within the CRM, consolidating deal leads, quotes, tier credit, and commission eligibility, making selling more intuitive.

Training

 

Mastering 2024 with HubSpot Partner Development Managers

Hear from HubSpot’s leadership team as they discuss the new coverage model and how this strategic change elevates your business. Get details on the Partner Development Manager, Growth Specialist, and Customer Support Management teams. Watch now.


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Marketing Hub Software Learning Path for Solutions Partners Photo-1

 

 

New Partner Academy Lesson: How to Sell with HubSpot

Check out this new HubSpot Academy Lesson for everything you need to start working with your PDM and our GS team. You’ll learn how to successfully grow your business with support from our HubSpot team, key details on the rules of engagement (effective February 1, 2024), and deal registration. Complete the training here. 

Program Resources

Sales Analytics Rules

Solutions Partner Program Rules of Engagement

Learn how to navigate Hubspot’s sales rules, operations, commissions, tier credits, and deal registration process.

FAQs

  • Phase 1 - October 1, 2023: 
    • Solutions Partners in EMEA (excluding France and UK&I) and ANZ markets began working with PDMs and GSs as CC and CAM roles were retired. Additionally, solutions partners and providers in these regions transitioned to full deal registration as domain registration ended. 
  • Phase 2 - February 1, 2024:
    • Solutions partners in the USA, Canada, LATAM ES, Brazil, SEA, India, Japan, UK&I, and France began working with PDMs and GSs as CC and CAMs roles were retired. Additionally, solutions partners and providers in these regions transitioned to full deal registration, and domain registration ended. 

  • A Partner Development Manager (PDM) is a professional who manages and strengthens relationships with business partners. 
  • Their responsibilities include coaching, strategic planning, partner training, performance monitoring, issue resolution, and identifying growth opportunities. 
  • The PDM role is a growth-focused role, with the goal of helping partners grow your sales efforts and supporting you to retain and grow your install base.

Partner Relationship management:

  • Develops partner solution strategies, builds cross-functional teams, and fosters critical relationships at the C-level. Aligns with internal resources such as service consultants (SC), solutions engineers (SE), and customer success teams (CSM), to support partners on their IB strategy. 

Business planning and pipeline development:

  • Creates business plans for joint initiatives, pipeline development, opportunity management, and business growth. Analyzes the partner’s total install base (IB) and works with them to understand commissionable opportunities. 

Enablement and collaboration:

  • Ensures partners have access and awareness of HubSpot programs (betas, new accreditations, etc.) and connects them to pitch decks, training, and assets to support the sales and positioning process.

You can view your PDM in your partner account. 

As of February 2024, partners who source over $10,000 MRR annually in a region outside of the primary region where their current PDM is located are eligible to apply for additional PDM support in that region. This program is on an invitation-only basis based on sourced performance, if you believe you qualify, you can request details from your PDM.

We anticipate that some partners will keep their existing CAM or CC as their new PDM while others will receive a new HubSpot contact. In cases where you’re working with a new HubSpot contact, your current CAM and CC will follow the normal process and schedule a call to help you transition to your new PDM. 

 

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The Partner Development Manager has become our trusted liaison, bridging the gap between our consultancy and HubSpot. This collaboration has significantly expedited our journey, leading to the achievement of 2 new HubSpot accreditations. It instills confidence in the evolving partner ecosystem and the positive direction HubSpot is taking with the PDM role.

Camiel Freriks

Founder & Director

Webs (Elite Partner)