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This year at PKO, we announced big changes to commissions. If you missed it (or want a refresher), here are the basics:
These changes apply to partners only and will not impact providers.
Below, you can find more details:
HubSpot is phasing out the 20% customer lifetime commission benefit for new MRR to better support the business’s goals and ensure that our customers continue to receive the best service possible. This new policy takes effect on April 1, 2023.
For any deals sold on or after April 1, 2023, HubSpot solutions partners will be paid 20% for three years from the sold date of a qualified deal when selling to new customers, cross-selling to existing customers, or upselling from Starter.
For any deals sold before April 1, 2023, partners will continue to earn 20% commission until 2025, unless they are actively managing the account (see below for more details or visit the Legacy Plan page for more details).
Note: If a partner joined the program prior to February 21, 2023 and sold deals prior to April 1, 2023, they receive 20% commission on these deals until April 1, 2025. After April 1, 2025, if they continue to manage these customers, they will receive ongoing commissions. If they stop managing, the commission terminates. If a partner joined after February 21, 2023, all deals will be three year commissions
To reward partners who remain engaged with customers, the 20% commission will continue to be paid out beyond three years if the partner is actively managing the account. For these legacy deals, “Active management” is defined using the same criteria as managed MRR credit. In these cases, commission would continue to be paid for as long as the account is managed by the partner and the customer maintains their HubSpot subscription.
However, we are changing managed MRR criteria to better solve for the customer in three key ways:
To learn more about how managed MRR works, check out this Knowledge Base article written just for partners.
To maintain a high-quality partner program, we’re making a change. Current untiered partners who have been in the program for more than two (2) years will have until July 15, 2023 to tier up to gold; otherwise, they will have the choice to be moved to the provider tier or convert to a customer and their commissions will be affected accordingly.
Moving forward, untiered partners will have two years from their program start date to get to gold or will lose their partner status, with the option to move to the provider level or exit the program. For more information, visit the 2023 Changes to Untiered Partners Requirements page. Untiered partner looking to achieve gold? Visit the Get to Gold Resource Center.Do It For Me (DIFM) is one of the ways partners can collaborate and sell with HubSpot Growth Specialists. We’re introducing the new HubSpot Upmarket Referral Program for qualifying partners on qualifying deals. Effective February 17, 2023, eligible partners and deals will qualify for 10% commission for one year from the date sold.
Partners who are eligible to participate in this program and receive commission must:
*HubSpot will consider exceptions to the accreditation requirement for partners located and selling in regions where the accreditation is not yet available (Japan, France, Latin America, and Spain).
See the Sales Rules page for full details. Applications for the CRM Implementation Accreditation are now open until March 8, 2023 and partners can expect to hear back by June if they are accredited. The next open application period will not be until August 2023. Apply here.
In the future, we want to reward partners who create value over time with a new potential revenue stream. Right now, we’re gathering additional data for the design of this program, with a goal of testing out an initial concept in 2023 and expanding into a formal pilot in 2024.
To help guide our work, you can provide feedback by filling out the survey here. Please share your thoughts on whether or not a program like this would be of interest to you.
Partners must acknowledge the updated HubSpot Solutions Partner Program Agreement by April 1, 2023. You can do this in your HubSpot partner account starting February 21, 2023.
For more details on all of the above, visit the Commissions FAQ page.Three net-new accreditations will be launching in 2023 – the HubSpot Custom Integration accreditation, the HubSpot Solutions Architecture accreditation, and the HubSpot CRM Migration accreditation. And, applications are open now through March 8, 2023 for the CRM Implementation, Onboarding, and Custom Integration accreditations for platinum+ partners.
Starting in March, we’ll start testing new layouts of the Solutions Directory to give increased visibility to accredited partners and help users discover the right partner more quickly.
At HubSpot, we have an internal tool that Customer Success Managers (CSMs) and direct reps use to match a customer request to the right partner. After a pilot year, in 2023 we’re launching it in full. All accredited partners are automatically eligible to be recommended by the tool, and non-accredited partners can be recommended if they meet certain criteria.
In this session, a panel of executives discussed the challenges 2023 will present and HubSpot's strategy for navigating these challenges. Panelists shared core focus areas for the year, and tips and tactics on how partners can address the unique concerns of economic buyers and tech executives by leading with value.
Missed it or want a refresher?
This session covered the fundamental building blocks of our hubs, product activation, excellence in technical servicing and the importance of accreditations for your organization.
Missed it or want a refresher?
This panel featured Scott Brinker (Vice President of Platform Ecosystem) and solutions partners who are also app partners. These partners discussed how they used existing products to be successful in the app marketplace, from product design to GTM motions.
Missed it or want a refresher?
With a new year comes new enablement. Listen in as Devyn Bellamy, Senior Marketing Manager on the partner team, gives an overview of all the enablement programs and resources HubSpot is providing to help you grow in 2023.
HubSpot accreditations are for solutions partner organizations that support the success of HubSpot customers at the highest levels of quality, service, and strategic insight.
Organizations must demonstrate that they have the expertise, capacity, and practical experience needed to serve customers with complex technical and business needs.
Accreditations are more rigorous than certifications — they have a set of prerequisites and often require practical application, like a role play exercise.
Use the links below to learn more about the new coursework and casework requirements for the accreditations, so you and your team are ready when it’s time to apply.
The reason we require multiple people to hold copies of certification is that it ensures ongoing quality of service that our partners can deliver to the customers in these specific kinds of engagements. It’s also the determination of our subject-matter experts that to meet this standard, partners do need more than a single person performing the kinds of work we reference in the accreditation process to ensure resource capacity.
For instance, when working with upmarket or enterprise-level customers, we would expect to see a team managing their implementation or onboarding processes just to handle the scope and complexity appropriately.
The prerequisite certifications must be met by a group of no more than 5 people on the partner's team. They can mix and match within this group of 5 to meet the total requirements, and it doesn't have to be the same 3 people for all of them.
For example: Persons 1, 2, and 3 can have the Marketing Hub Implementation certification, persons 3, 4, and 5 can have the Sales Hub Implementation certification, persons 2, 3, and 5 can have the Marketing Hub Software certification, and so on.
All accreditation submissions will only be available in English, but by the end of the year our goal will be to have the HubSpot Onboarding Accreditation (formerly PSO) available in Spanish, German, and French. We also hope to have the CRM Implementation accreditation available in Spanish, German, and French in 2023.
Onboarding Foundations provides partners with the foundational knowledge for selling and servicing HubSpot, enabling them to deliver remarkable experiences to customers. In addition to the selling and servicing workshops, there are software workshops available for Marketing Hub, Sales Hub, and Service Hub. In these tactical workshops, you’ll learn the following from our trainers:
Workshops occur weekly and last 60-90 minutes. A license is required to access these workshops.
Access costs $350 each, with discounts available for bulk purchases (three or more). By purchasing the Onboarding Foundations course you will get access to the workshop library for 90 days. With 17 workshops available at 60-90 minutes each, this gives partners plenty of time to attend all the workshops. Reach out to your CAM or CC for more information.
Tiered partners will have discounted access to the new Sandler Sales training based on HubSpot’s best sales strategies and tactics. Each track is designed to help you scope and present solutions that will resonate better with your prospects and customers while focusing on the skills you want to master.
For sales representatives that want to learn to close more deals, conduct deeper discovery, and engage the right decision-makers early, choose the Sales Skills Track. For experienced sellers looking to sell to enterprise customers, select the Upmarket Sales Track to learn ROI strategies, investment parameters, and common upmarket objections and scenarios. Each track consists of eight 90-minute virtual learning sessions (one per week), ongoing instructor access, support throughout the program, and Sandler Online learning and resources.
This training will only be offered in English but specific Sandler content and resources will be available in other languages. We'll share more details if and when any trainings become available in your language.