HubSpot Partner Program Sales Rules

Your HubSpot Account Team

Partner Development Manager

Every solutions partner is assigned a Partner Development Manager (PDM), your primary contact at HubSpot for strategic planning, training, performance monitoring, issue resolution, identifying growth opportunities, and onboarding in addition to the following:

Business Planning: 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.
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.
Enablement: 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.

Note as both HubSpot and our partners grow, we may need to reassign a different PDM to work with you. Reassignments are not made lightly; we take measures to reduce the frequency with which any partner is assigned a new PDM.

Growth Specialist

Growth Specialists (GSs) are on HubSpot’s direct sales team and are assigned a geographical sales territory. They function as your day-to-day sales partner and are incentivized to collaborate with partners on all deals.

GSs can support the following:

Works with partners on a communication strategy, roles, responsibilities, and a closing plan for each deal
Collaborates with partners to close business
Leads HubSpot demos when necessary
Creates and sends quotes as agreed with the partner and customer
Supports partners in attaching Proof-of Involvement (POI) to each deal

Once you’ve registered a deal, the correct GS will automatically be assigned to your deal based on geography and segment. Please utilize the deal registration functionality to connect with the correct GS.

Selling with HubSpot

Solutions partners and providers sell HubSpot software in order to solve for their clients, grow their services businesses, and earn Revenue Share.

Eligibility & Commission Rates

Familiarize yourself with our deal registration rules and two sales motions described on this page to ensure proper involvement in and credit on eligible sales.
Upon the successful close of an eligible sale:
- Solutions partners will receive 20% Revenue Share for up to three years, as well as Sold Monthly Recurring Revenue (MRR) credit that counts toward your partner tier on the value of the subscription for specific product lines sold.
- Providers will receive 20% Revenue Share for up to twelve (12) months.
- If the customer terminates their HubSpot subscription, the Revenue Share is also terminated.
Eligible sales include most prospect sales, cross-selling new product lines to existing customers, and up-selling Starter customers when no other partner is receiving credit on the Starter deal. You can also earn Managed MRR credit toward your tier for customers that you continue to service. 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.

Managed Monthly Recurring Revenue

Managed Monthly Recurring Revenue (Managed MRR) credit is a measurement of the total HubSpot Subscription Services Monthly Recurring Revenue (Subscription Services MRR) value of a customer portal that a partner is actively managing or servicing. It is determined based on the partner’s eligible activity within their customer's portal. Eligible activity is defined as active engagement with your customer's HubSpot products post login (e.g., creating and editing assets). Logging in to the customer portal does not count as a qualifying activity.

For more information, review our full Legacy Commission Policy here or visit the Managed MRR Knowledge Base article.

Sold Monthly Recurring Revenue

Sold Monthly Recurring Revenue (Sold MRR) is paid by a customer on an eligible Qualified Transaction. Sold MRR is calculated based on the customer's contract price today vs what they were paying on the same product 12 months ago. Sold MRR credit contributes to a Solutions Partner's tier status and is not required to actively manage a customer. If a partner is earning sold MRR credit, then that means the partner has a sold association in place with the customer - that is, HubSpot acknowledges the partner's involvement in selling that product line to the customer.

Proof of Involvement

Please also be aware that in all scenarios, a client-signed Confirmation Link is required as proof of your involvement (POI) in the sale in order to be eligible for Revenue Share and Sold MRR credit. For solutions partners, the client-signed POI Confirmation Link is also required to waive onboarding for a customer in most scenarios. The POI Confirmation Link is automatically generated and attached to the shared deal from quote creation with subscriptions matching the quote. When that quote is updated, the auto-generated POI will also be updated. Your POI-Confirmation Link can be manually created in the partner portal under Partner > Dashboard > Confirmation Links and added to the POI section of the shared deal record if there is any problem with the auto-generated POI. Please note it is the partner’s responsibility to obtain the client’s signature on the POI in the month of the sale.
Finally, please note that the Partner Admin permission set allows a partner access to perform services in the customer’s portal at no additional cost to them or you. You may be granted Partner Admin access, but this is at the sole discretion of the customer.

Communication

Partners are expected to communicate and collaborate on deal progress within a timely manner via the approved shared deals communication platform. This is to ensure all teams remain aligned and to enable a positive customer and buying experience. In general, we expect response time to be within 48 hours (consistent with our internal standards), with some reasonable exceptions (see below). We expect a partner to articulate an understanding of BANT (Budget, Authority, Need, Timing) and give a meaningful update on progress toward close. Failure to provide this or engage will be considered a breach of these Rules and may result in removal from a deal.

Scenario	Response Time Target Expectation
Regular business days in region	Within 48 hours
Public holidays in region	By 5 pm next business day in region
Exceptional circumstances (e.g., illness, business interruption)	Response time may be extended at HubSpot’s discretion. The reason for delay must be communicated to the GS as soon as possible.
Out of office	To be communicated to the GS in advance.

Onboarding Requirements

Partners should provide the services as outlined and agreed with the customer and/or HubSpot, and in line with the HubSpot Solutions Partner Program Agreement. You should not in any circumstances misrepresent the characteristics of your services to suggest they comply or may comply in the future with HubSpot's agreed-upon standards or Customer requirements if they do not.

Solutions Partners are required to provide services to a standard sufficient to meet HubSpot’s onboarding service goals. This standard includes: 1) providing live, private and tailored sessions during an onboarding with a customer; 2) delivering within customer's timeline or, if not otherwise stipulated by the customer, beginning onboarding within 10 business days of a customer's subscription start date; and 3) meeting the expectations of the customer as stated during the discovery and scoping process. HubSpot may review and provide feedback to Solutions Partners from time to time regarding the standard of their onboarding delivery. Please note that a failure to deliver sufficient onboarding will be recorded in a partner’s history, and a history of repeat issues could result in a requirement to undertake further training, a suspension from Partner Assisted opportunities, or, in severe circumstances, termination from the Program (at HubSpot’s absolute discretion).

Discounting

Partners should not discuss or commit to software discounting with the customer before aligning with and getting approval in writing on the discount from HubSpot. Any discounts communicated to customers without HubSpot’s approval in writing will not be honored.

Use Good Judgment (UGJ) on Incentives

Offering incentives, such as kickbacks, rewards, gifts or other items of value to HubSpot representatives for information, engagement or communication (including asking representatives to communicate outside of approved channels) is strictly prohibited.

Review and Resolution

All program participants must respect and abide by HubSpot’s guidance concerning overall rules of engagement (internal or external).

HubSpot’s mission is to create a fully transparent co-selling culture with our partners, so in cases where you have been removed from a deal or an issue has arisen, the representative will be required to provide you with feedback on your removal from the deal. We expect partners to work collaboratively with representatives.

A history of repeat issues could result in termination from the program. Depending on the severity of the violation, consequences might include:

A warning notice (delivered by email)
Loss of revenue share
Removal of or a drop in tier level
Inability to participate in special opportunities or events
Suspension from the program
Termination from the program

Partners will be notified in writing via email if they receive a warning. We will only contact the primary contact for your account.

Feedback

Should you have any issues or feedback on a shared selling deal or process, you may highlight these in the post-sales survey or ask your PDM to raise a ticket with the Partner Operations team for investigation.

Shared Selling Tools

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 with 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 the GS is able to close the deal without the partner’s involvement.

Deals should be registered once they are qualified. In other words, the deal should be registered once you have an established relationship and have identified a potential need for HubSpot software with the prospect. Please note domain registration no longer exists and will not be accepted by HubSpot.
Every deal you register is automatically assigned to the appropriate GS, who will co-sell the deal with you. You will no longer have a capacity manager or a capacity limit.
While working on a shared deal, partners are responsible for informing the GS about any updates or changes to deals and responding to GS inquiries within the required timeframe, as stated in the Communication, Onboarding Requirements, Discounting, Use Good Judgment on Incentives, Review and Resolution sections above.

If you have any questions or require support on the shared selling tools, please reach out to your Partner Development Manager (PDM).

Transitioning to an overlay sales model in February 2024:

As part of the deal registration process, HubSpot ownership of customer accounts, prospect accounts, and deals transferred over to GSs on February 1, 2024. You will be notified by the GS if an opportunity to collaborate on a HubSpot-owned deal or account is identified. Please respond to the GS within 72 hours of the first deal notification to confirm your desire to collaborate. If there is no response, the GS will assume responsibility and manage the deal on their own.

Sales Motions

The first step to initiate a deal with HubSpot is creating a shared deal via deal registration.

Please note the two sales motion terms, "Partner Collaboration" (PC) and "Do It For Me" (DIFM), have been renamed to reflect the meaning of each sales motion accurately.

Partner Assisted (formerly Do It For Me): This is where HubSpot sources a deal and brings in a partner to leverage their expertise. These deals are eligible for sold points and are not eligible for commission*.
Partner Sourced (formerly Partner Collaboration): This is where the partner sources the deal and brings it to HubSpot to complete the sales process. These deals are eligible for sold points and are eligible for commission.

Partner Sourced

To initiate a Partner Sourced deal:

You must create a shared deal via deal registration, which submits a Partner Sourced Request to a GS.
You may pursue the deal in collaboration with the assigned GS, provided the GS approves your involvement.
The acceptance of this Partner Sourced process is at the discretion of the GS and HubSpot.
Once approved, a customer-signed Confirmation Link is required, as partner proof of involvement (POI), to receive Revenue Share and Sold MRR credit upon close of the deal. POIs are automatically generated and attached to the shared deal, triggered from quote creation. If that quote is later updated, the POI will also be updated. If there is any problem with the auto-generated POI, a new one can be manually created and added directly to the shared deal under the POI section.

Partner Assisted

If HubSpot invites you to participate in a shared deal, it is called a Partner Assisted deal.

A Partner Assisted deal occurs when:

A HubSpotter determines that a prospect would benefit from working with a partner.
If the prospect/customer agrees, the HubSpotter facilitates an introduction between the customer and one or more partners, typically via email.
A HubSpotter then adds the partner to the deal in HubSpot’s CRM, which creates a shared deal that syncs over to the partner’s pipeline in their primary HubSpot portal.
A customer-signed Confirmation Link is required, as proof of involvement (POI), for a partner to receive Sold MRR credit upon close of the deal.

This sales motion is a referral from HubSpot and does not result in Revenue Share for the partner who is brought into the deal unless you are eligible and the deal qualifies for the Upmarket Referral Program (see below). All Partner Assisted deals count toward your Sold MRR credit, but only Upmarket Referral Program deals are eligible for Revenue Share.

Deal Eligibility

A deal is not eligible for Partner Sourced or Partner Assisted if it only contains HubSpot Starter products or if a product is already held by the customer (except in the case of up-selling a Starter customer where another partner is not receiving credit on the Starter deal). 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 (these products are each considered separate product lines for Revenue Share and Sold MRR credit. For example, Reports Add-on and Core Seats)

Best Partner Wins Process (Deals with more than one partner)

When two or more partners compete for the same deal we use a process called “Best Partner Wins”. This generally means the partner who secures the client’s signature on the proof of involvement (POI) will earn the applicable sold credit and/or commission.

Please note the following rules:

Involved partners can simultaneously progress their sales process with the same prospect/customer. The prospect/customer should inform you if they’re assessing multiple partners. Note, HubSpot sales representatives are not allowed to share prospect/customer confidential information, including but not limited to the identity of other parties involved in a deal. Therefore, a HubSpotter will never share the names of other partners who are also selling on the same deal.
Only one partner can receive sold MRR credit and revenue share in a single sales process. Sold MRR credit and revenue share are awarded to the partner who closes the deal as verified via a proof of involvement (POI) confirmation link signed by the purchasing customer.
Sourcing Partner Refers Other Partners: If the partner who created the sourced deal refers other partners to perform the onboarding services, and the customer chooses one of those referred partners to do their onboarding, the sourcing partner will get priority for sold credit and commissions. The sourced partner will need to have the customer sign the POI to demonstrate their involvement in the sale. Involving a secondary partner needs to be discussed with all parties before an introduction of a second partner to a deal is made so that expectations are set. In this scenario, the original sourcing partner, and the HubSpot Growth Specialist, need to set the expectation with the second partner, in writing, that the partner is a secondary partner who will not be eligible for sold credit on the deal. This is important to set the right expectations so the secondary partner can invest their resources, and set their pricing, accordingly.
If the Customer Signs Two POIs: If the customer enters into a service agreement with more than one partner to divide up their services, as evidenced by the signing of two confirmation links (POI), the partner providing onboarding services for the higher-value product subscription, based on MRR, will earn the applicable sold credit and/or commissions.
If nothing above resolves the priority, HubSpot will decide based on a review of the deal and at HubSpot’s absolute discretion. HubSpot's decision in this regard will be final.

HubSpot Upmarket Referral Program*

Upon the successful close of a deal that meets the eligibility requirements listed below, you will earn up to twelve (12) months of Revenue Share** of 20%, and Sold MRR credit on the transaction in recognition of your time and expertise dedicated to the sale.

Upmarket Referral Program Partner Eligibility

This is an Optional Program (as defined in the HSPPA) and is available only to platinum, diamond, or elite tier solutions partners in good standing who are also CRM Implementation accredited.
HubSpot will consider exceptions to the accreditation requirement for partners located and selling in certain APAC, EMEA and LATAM countries in their local language where the accreditation is not yet available.

Upmarket Referral Program Deal Eligibility

New and existing customers to HubSpot (this includes upsell or cross sell into the HubSpot install base)
Professional or Enterprise level Subscription Services purchase
A Partner Assisted deal with an MRR value of USD $3,000+
Proof of involvement (POI) confirming the purchase of partner services has been completed and signed by the customer at the time of deal close. This confirms the partner’s involvement in the deal and their obligation to provide services to the customer.

**Revenue Share under this Optional Program means an amount equal to twenty percent (20%) of Net Revenue paid to HubSpot in the first twelve (12) months of the relevant Subscription Service purchase which you supported as a partner, as long as the customer’s relevant Subscription remains active during the entirety of these twelve (12) months. Revenue Share is paid as recognition of the partner’s role in the pre-sale process and is not dependent on the partner continuing to work with the customer after the sale. Please note that eligible partners are not guaranteed to receive Upmarket Referrals under this Optional Program.

Revenue Share is accrued monthly and paid on a quarterly basis. This payment will continue across twelve (12) months as long as the customer continues to pay HubSpot for the relevant Subscription and as long as you continue to be in good standing and continue to fulfill all your obligations as a solutions partner under the HubSpot Solutions Partners Program Agreement.

Qualified Subscription Service for the purposes of this Optional Program means Professional or Enterprise level subscription purchased by or on behalf of a customer new or existing to HubSpot. The subscription(s) purchased must have a minimum MRR value of USD $3,000+.

Cross-Sell

HubSpot associates partners to the customers they sell at the product line level. When you sell software to a HubSpot prospect or customer according to the rules stated above, you earn Revenue Share and Sold MRR credit on the specific product line(s) purchased, leaving additional product lines open for cross-sell by you, another partner, or a HubSpot direct rep.

Only one partner may establish an association per product line, per customer.

HubSpot Subscription Services are grouped into several unique product lines, leaving open the possibility of multiple partners receiving revenue share and/or Sold MRR credit per customer domain:

Marketing Hub
Sales Hub
Service Hub
Content Hub
Operations Hub
HubSpot Credits

Other Hub-Agnostic Products (these products are each considered separate product lines for revenue share and Sold MRR credit. For example, Reports Add-on and Core Seats)

Upsell

Partners are eligible for Revenue Share and Sold MRR tier credit when upselling an existing customer that either purchased originally through them or purchased a starter product directly from HubSpot. Once credit is established, it is based on the full value of the product line at a given point in time. There are a couple of caveats to upselling.

Partners are not currently eligible for Revenue Share or Sold MRR tier credit for upselling (i.e., upgraded editions, additional seats) on previously sold product lines on which they have not previously established selling credit, except in the case of upselling a Starter customer to Professional or Enterprise and no other partner is receiving Revenue Share or Sold MRR tier credit on the product line. Partners are NOT currently eligible for Revenue Share or Sold MRR tier credit for upselling a customer from Professional to Enterprise.
Partners cannot receive upsell credit for upselling a customer on a product line that was previously purchased through a different partner. Once a partner has successfully established selling credit on a product line, that partner will automatically receive Revenue Share and Sold MRR tier credit on any upsell (i.e., upgraded editions, additional seats) for that product line, regardless of whether the partner was directly involved on the upsell deal. Note that the automatic nature of this credit is subject to change in the future if HubSpot releases updates in support of upselling.

Use this flowchart if you are a partner or provider involved in the upsell of an existing customer to determine if you will receive credit.

Upsell flowchart

Proof of Involvement

HubSpot requires proof of a partner’s involvement within a HubSpot Product line in order to grant Revenue Share and Sold MRR credit on any sale. All Partner Sourced and Partner Assisted deals require proof of involvement (POI). This includes cross-sell deals with customers that you have previously sold to.

Partners demonstrate POI when a customer acknowledges their involvement with a signed POI confirmation link that is auto-generated when a GS creates a quote and adds a partner. These confirmation links are also known as proof of involvement (POI).

The POI Confirmation Link serves two purposes:

Confirms your involvement in the sale of HubSpot software to the customer, and in so doing confirms your eligibility for both Revenue Share and Sold MRR credit.
If you are waiving required onboarding for your client, the confirmation link verifies a) the client’s understanding that they are electing to use your services instead of HubSpot's, and b) that the services you will be providing are sufficient to cover onboarding requirements.

The POI process is automated. When a quote with a partner added is created by a GS, a POI confirmation link with matching subscriptions will be auto-generated and auto-assigned to the deal as Proof of Involvement. If that quote is later updated, the changes will automatically update the auto-generated POI. The POI confirmation link will then be automatically included in the customer’s checkout flow for the customer to confirm. By confirming the confirmation link, the customer is agreeing that the HubSpot products listed on it and/or onboarding, are the products being purchased. The prospect or customer can approve or reject the link with the click of a button. Should the customer reject an auto-generated confirmation link, you can create a new one in the Confirmation Links tab of your partner dashboard and add it to the shared deal record. You can then send the POI Confirmation Link URL to the customer to confirm. Learn more about how to create and share a confirmation link in this Knowledge Base article.

Please Note: To be eligible for revenue share and/or sold credit on a qualified transaction, POI must be signed by a customer contact and shared with HubSpot on the deal record by the deal close date. A PDM or GS is not responsible for ensuring valid POI is obtained and shared by the partner with HubSpot. It is the partner’s responsibility to obtain the client’s signature on the POI in the month of the sale.

Screenshot 2025-05-27 at 10.35.29 AM

Waive Onboarding

HubSpot requires product onboarding for specific products to ensure that customers are set up for success on the HubSpot software. A benefit of being a solutions partner is the ability to waive product onboarding for your clients if you are providing those services (please note that solutions providers are not eligible to waive onboarding for their clients). In order to waive onboarding, you must provide services sufficient to replace HubSpot’s onboarding services. HubSpot confirms that these services are in place and that the prospect or customer is opting out of HubSpot onboarding via a confirmation link. To waive onboarding for any deals you have not registered or for any customer purchase that requires onboarding, make sure the confirmation link specifies that you, the partner, will be providing the required onboarding services.

Revenue Share

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 $800 USD, you will accrue $160/month, paid out as $480 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.

For more information on Revenue Share, also referred to as Partner Commissions, please see this FAQ page.

Partner Coverage Model Overview

On February 1, 2024, HubSpot updated the 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.

PDMs work proactively with smaller partner ratios to fully dedicate their time and resources to understanding your goals, aligning you with HubSpot’s goals, and building customized plans to accomplish them. Learn more about PDMs here.

A key aspect of this change is that you will work even closer with the HubSpot direct sales, co-selling all deals with growth specialists (GS).

As part of this update, Channel Consultant (CC) and Channel Account Manager (CAM) roles were retired.

Frequently Asked Questions

As of February 2024, Partners who source over $10K 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.

Partners can register a deal on a contact or company record or by converting an existing deal in a partner's CRM.

If the deal is registered by a HubSpot sales representative, this will create a Partner Assisted deal.
If the deal is registered by another partner, this will initiate the Best Partner Wins (BPW) process.

Learn more about shared selling and the deal registration process here.

Partners are eligible for credit and commission when they upsell an existing Starter customer to Professional or Enterprise (as long as no other partner is receiving credit).

Partners will be eligible to receive credit on Starter deals when the purchase is bundled into a larger purchase that includes a Professional or Enterprise-level product.

Shared deals do not expire. We ask that you use good judgment in following a structured sales process and only register deals where there are active and ongoing conversations with the prospect/customer. We will monitor key metrics such as shared deal close rates and time to close in order to understand if expiration dates are necessary in the future.

The details you share on the deal will be viewed by the GS and your PDM. They cannot share this information with other partners or providers.

This would be considered a Best Partner Wins process. Information on this type of shared deal would not be shared between providers or partners, but would be shared with HubSpot.

Your feedback is welcomed, whether it’s recommendations for improvements to the user experience or how to improve the process.

We encourage you to discuss your feedback with your PDM directly. If you need further assistance beyond your PDM, contact their manager or submit your feedback using the CSAT survey in our shared selling tools. You can also use the CSAT survey to provide feedback on the shared selling tools and our process.

Solutions Partner Program Rules of Engagement