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2.1b WHEN TO REGISTER LEADS

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Quick Wins Workshop and Challenge

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3.1b YOUR HUBSPOT PARTNER TOOLS

Learn about the partner tools that will help you manage your relationship with HubSpot.

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3.2 NEXT STEPS

Get started strong with your partnership.Here is your plan of action for doing so. 

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When to use these resources:

• When you are developing or redefining the way you go to market with your agency.
  
  
• Learning Outcomes: 
  
• -Develop a good positioning statement for your agency
  -Develop your ideal customer profile and buyers persona
• -Set up your agency sales goals

• Step 1: Watch this video to understand why your agency positioning is important
  
  Step 2: Draft out your own positioning statement.
  
  Watch this video on how to define your positioning statement and this video on how does positioning impact your marketing.
  
  Additional Resources :
  12 examples of positioning statements and how to craft your own
  How to Perfect Your Market Positioning, Inspired by 3 HubSpot Agency Partners
  Escape the Sea of Sameness: 5 Steps to Defining Your Agency's Positioning Strategy: eBook
  
  Step 3: Define your client persona

Check if your client persona aligns with what HubSpot defines as a good fit business for inbound services. 

See our good fit matrix for inbound services

If you do not have a defined client persona or if your client person doesn't align with our good fit business matrix, use these resources to develop new personas :

HubSpot Make My Persona Tool
How to Create Detailed Buyer Personas for Your Business [Free Persona Template]
Ideal Customer Profiles and Buyer Personas—How Are They Different?
How to Create an Ideal Client Profile

Step 4: Create your agency sales plan

 Download the Partner Sales Plan Template here
You can refer to these examples of Sales Plans to draft your own up. 

Remember to periodically review and edit your sales plan according to your changing business needs. 

When to use these resources:

• When you are developing new HubSpot services or looking to expand your existing services.
• If you offer services separately and want to transition into a full retainer offering 
  
  
• Learning Outcomes: 
  
• -Building a HubSpot retainer offering for your agency
  -Adding new services to your agency's portfolio. 
  
  Step 1 : Connect your client's pain to HubSpot. 
  
  Refer to our product catalog and pricing page to determine which  subscriptions to wrap your agency's solution with. 
  
  You can also refer to our guide to agency services. 
  
  If you have not identified your client's pain, go through the "Define your client persona" exercise under the "Business Strategy" tab.   
  
  
• Step 2 : Draft your baseline service offering
  
  Once you have determine which subscriptions align with your solutions. Draft out a baseline service offering that you can use as a point of reference.
  
  You can use our Pricing and packaging guide here as a starting point. 
  
  Select 'prospect area for inbound focus" and choose from the dropdown options.
  
  Your suggested service offering will appear on the "Customize services" tab under the "For reference- baselines" Segment 
  
  For Marketing Services - Refer to these guides :
  HubSpot Marketing Retainer Template
  Expanding Agency Services
  Using Free Marketing Tools
  How to Expand Services with Marketing Hub
  
  
• For Sales/CRM Services - Refer to these guides :
• HubSpot Sales Services Guidebook
  Example of Sales Enablement Service Offering
• Menu of Sales Services with estimated hours 
  
  

Step 3 : Move on to the Pricing  services exercise 

>>>To request more support on developing or expanding your services, write in to Partnerteam@hubspot.com to connect with your Partner Development Manager.

When to use these resources:

• When you have completed the developing services exercise.
  
• If you are pricing far under our recommended USD $100/hour baseline (varies by region) 
• If you are keen to expand into a value based pricing model 
  
  
• Learning Outcomes: 
  
• -Determining your baseline hourly cost price
• -Best practices to price your services competitively 
  -How to pivot into value based pricing
•  
• Step 1 : Know your baseline hourly cost 
  
  
• Although you may not price by the hour to your client, it is important to understand your Effective Hourly Bill Rate, This rate is your total engagement price divided by your total engagement hrs.
  
  Profitable firms often have an Effective Hourly Bill Rate of between $100 and $200+. However, even for profitable firms sometimes this can be lower due to geographical wage variations and/or other factors. 
  
  
• You should also understand your Multiple on Hourly Wage, which is simply the your Effective Hourly Bill Rate divided by your Average Hourly Wage. Profitable professional service firms typically have a multiple at least 3 and sometimes well above. This is derived from the consultants rule of thirds, which relates here as well. 
  
  
• An easy way to determine your hourly cost is to use our Freelance hourly rate calculator 
  
  If you used our Pricing and Packaging Document from the Developing Services exercise, you can head into 4. Calculate Cost + Markup to determine your baseline hourly cost. 
  
  
• Step 2 : Determine your mark up and margins  
  
  
• Markup % is your profit divided by your cost. Margin % is your profit divided by your revenue.
  
  

  A common benchmark for minimum markup is 25% while a high markup is up to 60%.
  
  You can determine where your pricing should fall by considering your Pricing Power. Refer to the " 6. Reveiw Pricing" tab on the pricing and packaging document to determine your agency's pricing power. 

   

  Step 3 : Watch this video on how to sell value and increase profitability of your services

When to use these resources:

• When you do not have enough good fit leads.
• When you are developing or redefining  your agency's inbound and outreach strategies. 
  
  
• Learning Outcomes: 
  
• - Identify inbound strategies for lead generation.
  -Developing sourcing and prospecting strategies for good fit accounts   
  
  
• Step 1 : Develop your inbound lead generation channels 
  
  Here are some recommended  inbound lead generation channels you can use - 
  
  
• Announcing your Partnership appointment. 
• List your agency on our HubSpot Partner Directory.
• Use one of our free Partner Campaign Kits and White Label Offers 
• Add the HubSpot Website Grader tool to your website
• Build a Marketing campaign in Marketing Hub Starter
• Facebook Ads Lesson: The Dollar-a-Day Strategy for Low Budget Facebook Ads
• Use third party search listening tools such as Ask the Public to create relevant content for your SEO strategy
• List yourself on freelance websites 
  freelancer.com
  upwork.com
  fiverr.com
  onthebench.io 
  clutch.co
  
  
• Step 2 : Build an outreach lead list 
  Use tools like Zoominfo or Linkedin Sales Navigator to identify target accounts. 
  
  
• Step 3: Develop a proactive prospecting playbook 
  
  Look through the proactive prospecting playbook here
• Watch this video on "Developing your sales story"
  Watch this prospecting vidyard example and get creative with your target account outreach

When to use these resources:

• When you are new to selling the value of HubSpot and HubSpot tools.
• When you want to learn how to pitch HubSpot Professional and Enterprise solutions.
  
• When you are in the process of identifying which HubSpot subscription to fit into your business model.
  
  
• Learning Outcomes: 
  
• -Selling HubSpot CRM Suite & individual Hubs.
  
  
• Step 1 : Learn the "Why go HubSpot" Pitch
  Watch this "Why go HubSpot" education pitch delivered by HubSpot sales professionals using our "Why go HubSpot" page 
  
  Also check out our Full HubSpot Growth Platform Demo Video
  
  
• Step 2: Create your own "Why go HubSpot" educational pitch.
  Refer to our how do partners create a "why go HubSpot" educational pitch academy course 
  
  
• Step 3 : Familiarize yourself to our Pricing Structure 
  
  
• Step 4 : Complete the How to sell with HubSpot as a Solutions Provider
  
  
• Step 5 : Bookmark our HubSpot Industry Case Studies
  Select a few targeted industries based on your client persona and identify 3-5 good HubSpot use cases.
  
  
• Step 6 : Bookmark the Product Enablement Partner Center
  Look through this resource to help you use, market, sell and service the latest HubSpot tools.
  
  
• Step 7 : Start incorporating HubSpot in your sales process   
  Download the HubSpot Sales Slides and subscribe to Product Updates

When to use these resources:

• If your agency has a broken or undeveloped sales process.
  
  
• Learning Outcomes: 
  
• -How to run Qualification, Discovery, Demo, Closing calls.
• How to structure a sales process for both HubSpot software and your agency's services.
• 
  Step 1: Define your Sales process.
  
  
  A repeatable and structured sales process is extremely important for your agency. It is expensive to aquire new clients, therefore it is important to structure a process that works and that can easily be repeated.
  
  Refer to this blog article and this Academy training to define your agency's sales process. 
  
  Step 2: Set up your Sales process in your HubSpot CRM.
  
  Step 3: Create a selling playbook 
  
  Here are some best practices for running your sales process : 
  
  For Qualification -
  Developing a Lead Qualification Framework
  
  For Discovery -
  [Slide Deck] The HubSpot CRM Platform
  Inbound Services
  Exploratory Call Playbook
  

  GPCT Framework
  Blog: Qualification questions

• For Demo -
  Setting Up a Sales Demo
  
  For Pricing & terms -
  HubSpot Agency
  Proposal Examples
  Example proposal - Sales Services
  Example proposal - Sales Acceleration Services
  Example Proposal - Marketing & Sales Services 

  For Closing -
  Developing your Sales Story
  

   

   

When to use these resources:

• When you are creating a structured onboarding process for your new clients 
  
  
• Learning Outcomes: 
  
• - Developing an onboarding plan for HubSpot Sales, Marketing and Service Hub subscriptions 
  
  Stepp 1 : Draft out your onboarding process 
  
  Here are some onboarding plans to refer to :
  
  
• HubSpot Guided Client Onboarding
  Marketing Hub Onboarding Plan
• Sales Hub Onboarding Plan
• Service Hub Onboarding Plan
• CMS Hub Onboarding Plan 
• 
  Step 2 : Identify knowledge gaps and take up some academy trainings 
  
  Here are some baseline trainings to complete :
  
  CRM
• Guide to creating a Free CRM for your client
• Getting Started with the free HubSpot CRM
• Managing Your Client's HubSpot Technical Setup
  
  Marketing Hub:
• Building a Campaign in Marketing Hub Starter
• Marketing Software Certification (Marketing Professional)
  
  Sales Hub:
  Mastering the Basics of Sales Hub Starter
  Sales Software Certification (Sales Professional)
  
  Service Hub:
  Foundations of Service Hub Starter
  Service Software Certification (Service Professional)
  
  CMS Hub:
  CMS for Marketers
  HubSpot CMS for Developers Course
  
  Operations Hub:
  Introduction to Operations Hub
  Connect and use HubSpot data sync
  HubSpot Developers Platform

>>> What if I need more help?

Providers are unable to waive onboarding on this tier of partnership, new customers on HubSpot Professional and above subscriptions will have to purchase a 1 time onboarding. An onboarding specialist will work with you to onboard you client on HubSpot. 

You will also have access to our 24/7 Support team for any technical questions.

>>> What if I want to provide HubSpot onboarding for my clients ? 

We have a Solutions Partnership Program that you can upgrade to. Write in to partnerteam@hubspot.com to find out more.

1. Complete your legal paperwork

2.. Read through referral process 

3. Register your existing and prospective clients as deals

4. Enable your settings to get notifications when someone requests a demo

5. Start promoting yourself as Solutions Provider (See Partner Marketing) 

6. Read through Partnership Policies and partnership lead rules 

7. Join our Slack Community Channel , LinkedIn Provider Group and Partner Community forum 

Need help with starting a sales process with your leads or expanding your agency services ?

>>>email partnerteam@hubspot.com

In order to receive commission, you will need to fill out your legal paperwork.

Please refer to this guide : Submit bank and tax documentation through your partner account

If you are a provider located in France or Germany, an additional step is required for your commission. Please refer to this guide.

When one of your registered and accepted domains buys HubSpot, you are eligible to receive revenue share for that deal. The revenue share is 20% of the monthly recurring revenue (MRR) subscription value of the product line(s) purchased.

At the provider level revenue share is paid for the first 12 months as the customer’s subscription for the product line(s), as long as that customer remains active. You can choose to upgrade to the Solutions Partner Program before your lead checks out to be awarded lifetime commission.

• Revenue share payments are paid out on a quarterly basis. See below for estimated dates :
  

• Both Tax and bank documents need to be completed for the approving process to commence
  
  
• Approving process for documents are typically done 1 month prior to commission payout dates.   
  
  
• Commission will be forfeited if you do not provide paperwork within 6 months of joining the program.

For more information, see the ‘Revenue Share and Payment’ section of the applicable Partner Program Agreement

For any additional questions on Commissions, please reach out to the Partner Commissions team at Varcommissions@hubspot.com

• Create and add your profile for the HubSpot Solutions Directory

• Partner Campaign Kits and White label offers 

• HubSpot Solutions Provider Announcement Blog Post Template  

• Partner Promotional Guideline

• Content Usage Guidelines

• Trademark Usage Guidelines

• Solutions Provider Badge

  *Please complete the Sales Software Certification or Inbound Marketing Certification to use your Provider Badge. 

To refer your existing clients and leads to HubSpot , you need to register your deals in your partner account. 

 HubSpot will not notify or reach out to your registered deals, this is an internal process for us to associate deals to your partner account. 

Learn More About Deal Registration and Shared Selling

1. Watch this 8-minute demo to understand how deal registration works. During the demo you'll see the end-to-end process of how to use the shared selling tools.

2. Take the " Selling with HubSpot" Academy course 

All successfully registered leads will appear in your CRM under Partner > Capacity Manager. 

If you are unable to register your clients successfully, you next step is to reach out to partnerteam@hubspot.com with the following details :

1. Client's Domain
2. Which subscriptions are they evaluating
3. What is the timeline of their purchase
4. What services are you providing
5. How do you need help 

This policy and FAQ page is intended as an easy guide to locate the processes and policies related to the program.

All participants in the Solutions Partner Program are required to agree to the Solutions Partner Program Agreement and remain in compliance with these terms as part of the Agreement.

• HubSpot Partnership Policies
• Partnership Sales Rules and Guidelines 
• Partner Program FAQ

Using Marketing Professional for Clients Passcode: p$s5*C^^

We speak to a HubSpot Customer Onboarding Specialist who works with our new customers in their first 3 months of onboarding and learn about common use cases of selling and onboarding customers on Marketing Professional.

Expanding Services With Sales Hub Professional Passcode: +mxb00!s

• We speak to a HubSpot Channel Consultant who works with our Solutions Partners. We  learn about the common use cases of selling and servicing clients on Sales Hub Professional.

How to Grow Your Business Using White Labeled Service with HubSpot Partner On the Fuze Passcode: eW88+=Sx

• We speak to On the Fuze, a HubSpot Platinum Solutions Partner that provides White Label Services for HubSpot Agencies.
• We learn about how they have supported some of our best partners scale their agency and common challenges of the industry.

Generate Leads with Marketing Starter Passcode: G37*0!Dx

• We learn how to use the Marketing Starter tools to help generate more leads who are a fit for your Agency services as a provider