Introducing: Deal-Based Commissions

A more transparent, predictable, and rewarding way to earn commissions as a HubSpot Solutions Partner.

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Starting October 1, 2025

The deal-based Revenue Share model will be launched as a beta in the ANZ, LATAM, and DACH regions.

This beta will help stress test HubSpot’s systems for this new commissions model.

Any global HubSpot solutions partner or provider can participate by selling to customers located in these regions to receive credit on product lines they didn’t originally sell.

What is the Deal-Based Commissions Model?

Partner commissions are moving from a "product-line" model to a "deal-based" commission model to compensate partners for the value they bring to customers.

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What Does This Mean

This means that any partner-sourced MRR (including upsell) will earn Revenue Share as long as a shared deal is created in line with the HSPPA, regardless of who originally sold the eligible product to the customer.

This Deal-Based Commissions Model is designed to better reward partners who drive value for their customers to help them grow with HubSpot.

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Touchless purchases that happen within 12 months of initial product line sale will be credited to the most recent partner that sold a shared deal on that product line and will earn commission for the remainder of the three years.

See details below and sales rules page here for partner-sourced definition.

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The Partner Program Specific Terms Page will be updated on October 1, 2025, with the full terms for the Deal Based beta. Please be sure to review this page at your convenience.

 

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Context:

  • December 2023 - Partner A sold customer Marketing Hub Professional.
  • October 2025 - Partner B upsells customer to Marketing Hub Enterprise for $2000 MRR. 

Product Line Model (old model): Partner A receives commission on the upsell because they sold the original product line.

Deal-Based Model (new model): Partner B receives commission on the net upsell of $1200 ($2000 Enterprise - $800 Pro) for three years.

 


How Deal-Based Commissions Work

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Upon the successful close of an *eligible sale during the Beta:

 

Solutions Partners will receive a 20% Revenue Share for up to three years, along with Sourced Monthly Recurring Revenue (MRR) credit—applied to the subscription value of eligible product lines—that counts toward your partner tier.

Providers will receive 20% Revenue Share for up to twelve (12) months.


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Upon the successful close of an *eligible Upmarket Assisted deal during the Beta:

 

Solutions Partners must meet the upmarket assisted criteria (CRM implementation accredited and deal threshold > $3,000) for commission eligibility.

Solutions Partners will receive 20% Revenue Share for up to one year, as well as Partner-Assisted Monthly Recurring Revenue (MRR) credit that counts toward your partner tier on the value of the subscription for specific product lines sold. 

Providers are not eligible to receive commission.

 

For more information on the Upmarket Referral Program, please see the Sales Rules of Engagement for more details under “upmarket referral program".

*Please refer to the Partner Program Specific Terms page on October 1, 2025 for full eligibility.

Deal-based Commissions Model BETA Start Date: October 1st, 2025

Deal-based Commissions Global Launch Date: *Projected Q4 2025. Subject to change.

Today's Model vs Deal-Based Model

Example

Commissions for Upsells

DBM Beta Visuals

December 2023

Partner A sells Marketing Hub Professional for $800 MRR.


DBM Beta Visuals (3)

*October 2025

  • Partner B upsells a customer to Marketing Hub Enterprise for $2000 MRR.
  • Partner B receives commission on net upsell of $1200 ($2000 Enterprise - $800 Professional) for three years.

 

*Assuming a deal-based launch in Q4, 2025 - launch date is subject to change.


DBM Beta Visuals (2)

December 2026

  • Partner A’s 3-year commission expires.
  • Partner B continues to be rewarded until their commission expires.

Looking for more examples?

Check out this deck for HubSpot Partners

*Find it here

*This link contains confidential information intended solely for the authorized Solutions Partner recipient and must not be forwarded, shared, or disclosed to others.

Why We're Making This Change

We want to reward partners who save and grow any customer, including those they didn’t originally sell

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Rewarding Partner Activity

HubSpot has evolved from a single app to a connected platform, but our partner commission structure hasn't kept pace. Our 2010 policy of 20% lifetime commissions no longer aligns with customer value—it under-rewards partners who save or grow accounts they didn't originally sell, while over-rewarding those no longer engaged with customers.

 

 

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Easier, More Transparent Forecasting

We've listened to your feedback about commission clarity and predictability, and we're responding with a system that's more transparent and easier to track and forecast. 

This Deal-Based Commissions Model creates a more transparent, value-driven partnership that better serves everyone involved, with clearer paths to revenue you can confidently predict.

 

 

How This Benefits You as a Partner

Get rewarded for the value you directly create— every deal, every time.

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New Upsell Opportunities

Clear path to earn additional commissions through upselling.

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Tier Advancement

Enhanced ability to progress through partner tiers with clearer metrics.

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Simplified Tracking

Easier to monitor and predict commission earnings.
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Clearer Revenue Forecasting

Predictable 20% commission for up to three years on any eligible sourced deals.

(net-new, cross-sell, upsell).

How will this work for legacy product lines?

(Sold before April 1, 2023)

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Continued Commissions

Partners will continue to receive 20% lifetime commission on legacy product lines as long as the partner continues to manage the customer on a quarterly basis.

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Edition Tier Upsells

Edition tier upsells on these legacy product lines will be 20% 3 year commission on the "net" upsell amount, awarded to the partner who upsold. The original partner who is still managing their legacy customer can still receive their 20% commission on the original deal as long as they are managing the customer by the end of each quarter according to our Legacy Policy.

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Upsells on the "Net" Value

If the original partner who is managing their legacy customer and is receiving commission on that account upsells the account, their 20% will continue, on the "net" upgrade value in addition to the original deal.

See more details in the FAQ section below

FAQ

  • Net-new partner sold product lines sold after BETA launch: Touchless purchases after the initial product line sale will open up a 12-month window of opportunity for touchless credit that will credit the most recent shared deal/partner who sells on the product line. After 12 months, touchless purchases won't be credited. 
  • Existing partner sold product lines for ANZ, LATAM, and DACH customers after BETA launch: Touchless purchases on these product lines will open up a 12-month window of opportunity from launch date for touchless credit that will credit most recent shared deal/partner who sells on the product line (Oct 1 2026). After Oct 1, 2026 touchless purchases won’t be credited.

Solutions partners and providers will use deal registration exclusively. 

Partners are responsible for logging shared deals on the domain that the customer intends to purchase to be eligible for credit on the sale. 

Credit will not be awarded on deals where a partner has failed to create a shared deal on the appropriate domain and HubSpot is able to close the deal without the partner’s involvement.  (Except, touchless purchases will credit the most recent shared deal and partner on the product line within the first 12 months).

TIMELINE: 

  • BETA launch (October 1, 2025):  During Beta, our current tier points system remains in place for all deals, regardless of the region they are sold in. In other words, any deals sold in Beta regions (ANZ , LATAM or DACH) will credit tier points to the original product line partners. 
  • After official Deal-based commissions launch (projected Q4-2025): HubSpot will be moving to a deal-based tiering model. Any sale to a net-new or current customer in any region and on any product line will be ” processed under the “deal-based” revenue share model and will credit the appropriate partner on corresponding points towards the partner’s tier. 

*November 2025 is a projected date for the official global launch of deal-based commissions, but is subject to change.

 

How tiers will work in deal-based commissions BETA:

  • Example 1: Partner A is the original product line partner for a customer in ANZ and upsells the customer during Beta. Partner A gets commission for the MRR net upsell and tier points.
  • Example 2 : Partner A is the original product line partner for a customer in ANZ, and Partner B upsells the customer during Beta. Partner B gets commission for the MRR net upsell but won't get tier points because we're in Beta.  Partner A gets tier points on the net upsell during Beta. 

 

How  tiers will work once deal-based commissions officially launches globally:

  • Existing product lines with tier points at the time of launch will remain as is until they expire (e.g., 12 months after initial sale). Downgrades won’t impact these tier points as we move into our new deal-based system.
  • All partners will begin receiving points towards their tiers, in line with all the MRR they sell, as shown below:

 

Action

Impact to Sourced deal points

Impact to Assisted deal points

Net-new-sell or cross-sell

$100 USD = 5 points

$100 USD = 3 points (needs to be a shared deal)

Edition upsell

$100 USD =5 points on the “net” upsell amount 

$100 USD =3 points on the “net” upsell amount (needs to be a shared deal)

Additional seats, Add-ons, etc

$100 USD =5 points

$100 USD =3 points (needs to be a shared deal)

Touchless purchases

$100 USD =5 points for the most recently sold partner and only if touchless upgrade happens within 12 months of initial product line sale

$100 USD =3 points for the most recently sold partner and only if touchless upgrade happens within 12 months of initial product line sale. (needs to be a shared deal)

Rep Upsell Partner’s Customer Without Partner

No points. Partners must create shared deals to receive credits

No points. Partners must create shared deals to receive credits

Downgrades

Reduction in active tier points on the product line by the % of MRR that downgrades

Reduction in active tier points on the product line by the % of MRR that downgrades

 

 

If the customer terminates their HubSpot subscription, the Revenue Share is also terminated.

*Eligible sales include:

  • Net-new sales to new customers.
  • Cross-selling new product lines to existing customers. 
  • Upselling customers from starter to professional or professional to enterprise, regardless of who originally sold to the customer.

 

A deal must contain at least one of the following products in order to be eligible:

  • Marketing Hub Professional or Enterprise
  • Sales Hub Professional or Enterprise
  • Service Hub Professional or Enterprise
  • Content Hub Professional or Enterprise
  • Operations Hub Professional or Enterprise
  • HubSpot Credits
  • Other Hub-Agnostic Products  such as Reports Add-on and Core Seats

 

Please note the acceptance or rejection of the deal as an eligible sale is at the discretion of HubSpot, and will be determined prior to the close of the relevant deal.

For additional information please review our HubSpot Partner Sales Rules, specifically the Deal Eligibility section.

When two or more partners pursue the same deal, we follow a process called 'Best Partner Wins.' In most cases, the partner who obtains the client’s signature on the Proof of Involvement (POI) will receive the applicable sold credit and/or commission, subject to HubSpot’s discretion.

For additional information please review our HubSpot Partner Sales Rules, specifically the Deal Eligibility section.

Partners will receive commission for any MRR they cross-sell on any product line. 

  • Example 1 - Partner A cross-sells a second product to the same customer: Partner A sells Marketing Hub Pro for $890 per month to the customer in December 2025 and receives 20% commission, $178 per month, for up to 3 years. Then Partner A sells Sales Hub Pro for $100 per month to the same customer in March 2026 and receives 20% commission, $20 per month, for up to 3 years.
  • Example 2 - Partner A sells to a customer, then Partner B cross-sells a second product to the same customer: Partner A sells Marketing Hub Pro for $890 per month to the customer in December 2025 and receives 20% commission, $178 per month, for up to 3 years. Then Partner B sells Sales Hub Pro for $100 per month to the same customer in March 2026 and receives 20% commission, $20 per month, for up to 3 years.

 

 

Partners will receive commission on the net up-sell MRR of any product line.

  • Example 1 - Partner A up-sells the same customer: Partner A sells Marketing Hub Pro for $890 MRR to the customer in December 2025 and receives 20% commission, $178 per month, for up to 3 years. Then Partner A up-sells the same customer to Marketing Hub Enterprise for $3600 MRR in March 2026 and receives 20% commission for up to 3 years on the net upsell amount of $2710 (the delta in the MRR between the original product and the upsell, or $3600 Enterprise - $890 Pro). The partner will receive $542 commission per month for up to 3 years.
  • Example 2 - Partner A sells to a customer, then Partner B upsells the same customer: Partner A sells Marketing Hub Pro for $890 MRR to the customer in December 2025 and receives 20% commission, $178 per month, for up to 3 years. Then Partner B up-sells the same customer to Marketing Hub Enterprise for $3600 MRR in March 2026 and receives 20% commission for up to 3 years on the net upsell amount of $2710 (the delta in the MRR between the original product and the upsell, or $3600 Enterprise - $890 Pro). Partner B will receive $542 commission per month for up to 3 years.

 

All partners who sell into the same product line will see their commissions reduced by the same percent as the MRR downgrade.

  • Example 1 - Partner A sells to a customer, then Partner B upsells the same customer, then the customer downgrades: Partner A sells 10 seats on Sales Hub Pro for $1000 MRR in December 2025 and receives 20% commission, $200 per month, for up to 3 years. Then Partner B sells 20 more seats to the same customer for $2000 MRR in March 2026 and receives 20% commission, $400 per month, for up to 3 years. Then, in August 2026, the customer downgrades from a total of 30 seats ($3000 MRR) to 15 seats ($1500 MRR), a 50% MRR downgrade. Both Partner A and Partner B will see a 50% decrease in their commissions. Partner A will receive 20% commission on $500 MRR ($100 per month) until December 2028. Partner B will receive 20% commission on $1000 MRR ($200 per month) until March 2029.
  • Example 2 - Partner A sells to a customer who then downgrades: Partner A sells 10 seats on Sales Hub Pro for $1000 MRR in December 2025 and receives 20% commission, $200 per month, for up to 3 years. Then Partner A sells 20 more seats to the same customer for $2000 MRR in March 2026 and receives 20% commission, $400 per month, for up to 3 years. Then, in August 2026, the customer downgrades from a total of 30 seats ($3000 MRR) to 15 seats ($1500 MRR), a 50% MRR downgrade. Partner A will see a 50% decrease in commissions. Partner A will receive 20% commission on $500 MRR ($100 per month) until December 2028 and 20% commission on $1000 MRR ($200 per month) until March 2029.


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Upon successful close of a deal that meets the eligibility requirements, the Revenue Share is 20% of the monthly recurring revenue (MRR) subscription value of the product line(s) sold:

  • For solutions partners, this is paid for up to three years. 
  • For providers, this is paid for up to 12 months.

Revenue Share is accrued monthly and paid on a quarterly basis. For example, if you sell a Marketing Professional deal for $890USD, you will accrue $178/month, paid out as $534 per quarter. This payment will continue as long as the customer continues to pay HubSpot for up to three years for the relevant Subscription, and as long as you continue to be in good standing and fulfill all your obligations as a Solutions Partner/Provider under the Solutions Partners Program Agreement.

Yes. Providers will be on the deal-based model but for a 20%, 1-year commission.

  • Example 1 - Partner A sold MH to customer before April 1, 2023, then Partner B upsells the same customer: Partner A sells Marketing Hub Pro for $890 MRR to the customer in March 2020and receives 20% lifetime commission of $178 per month since Partner A continues managing the customer by the end of each quarter according to our policy.  Then Partner B up-sells the same customer to Marketing Hub Enterprise for $3600 MRR in March 2026 and receives 20% commission for up to 3 years on the net upsell amount of $2710 (the delta in the MRR between the original product and the upsell, or $3600 Enterprise - $890 Pro). Partner B will receive $542 commission per month for up to 3 years. Partner A (as long as they continue to manage the customer every quarter) will continue to receive their lifetime commission on the original deal.
     
  • Example 2 - Partner A sold MH to customer before April 1, 2023 and then upsells the same customer: Partner A sells Marketing Hub Pro for $890 MRR to the customer in March 2020 and receives 20% lifetime commission of $178 per month since Partner A continues managing the customer by the end of each quarter according to our policy.  Then Partner A up-sells the same customer to Marketing Hub Enterprise for $3600 MRR in March 2026 and receives 20% lifetime commission on the net upsell amount of $2710 (the delta in the MRR between the original product and the upsell, or $3600 Enterprise - $890 Pro). Partner A will receive lifetime commission of $542 per month as long as they continue to manage the customer by end of each quarter.

The deal-based model applies to all product lines. Any MRR a partner closes (creates a shared deal and it's partner sourced) will be commissioned 20% for 3 years.

Helpful Resources