Legal Stuff
Talk legal to me
Optional Partner Program, Pilot and Beta Specific Terms
Last modified: October 1, 2025
PLEASE READ CAREFULLY.
1. Optional Program General Terms
2.1 APAC Upmarket Referral Pilot - H2
1. OPTIONAL PROGRAM GENERAL TERMS
1.1 Introduction. These Optional Partner Program, Pilot and Beta Specific Terms (“Optional Terms” or "Terms") govern your participation in the Optional Programs as a HubSpot Solutions Partner and are supplemental to the HubSpot Solutions Partner Program Agreement (“Agreement”) available at https://legal.hubspot.com/solutions-partner-program-agreement. Terms not otherwise defined here will have the meaning as set out in the Agreement.
1.2 Updates. We may update and change any part or all of the program terms and the updated Terms will be posted to this page. We encourage you to review these Terms periodically.
1.3 Feedback. As part of your participation in the Optional Programs, we may ask for or collect and/or you may provide written and/or verbal suggestions, feedback or comments on the features or functionality of the pilot, our products, or services (collectively, “Feedback”). You acknowledge and agree that such Feedback shall be deemed the property of HubSpot.
1.4 Termination. We may choose to terminate any Optional Programs at any time with notice to you. At the end of an Optional Program, these terms will no longer apply and the HubSpot Solutions Partner Program Agreement ("HSPPA") will control.
1.5 Severability. Except as otherwise amended in these Terms, all provisions of the Agreement shall remain in full force and effect. If one or more provisions of these Terms are held to be unenforceable under applicable law, such provision shall be excluded from these Terms and the balance of the Terms shall be interpreted as if such provision were so excluded and shall be enforceable in accordance with its terms.
2. OPTIONAL PROGRAM DETAILS
2.1 APAC Upmarket Referral Pilot - H2.
HubSpot is running a six (6) month extension to the pilot in APAC growth markets* (the “Pilot Region”) to lower the threshold of Partner Assisted (formerly known as DIFM) deal eligibility to an MRR value of USD $1,000+ to help partner profitability in these markets (the “APAC Upmarket Referral Pilot”). The second term will start on July 1, 2025 and end at 11:59AM EST on December 31, 2025 (the “H2 Pilot Term”).
If you are a HubSpot Solutions Partner who is located in or who sells or provides services in the Pilot Region, and you meet the eligibility criteria under Section 1 below, you will be automatically be enrolled in this APAC Upmarket Referral Pilot and these terms apply to your continued participation in the HubSpot Solutions Partner Program. By continuing to operate in the Partner Program or by selling HubSpot, you agree to these terms. For the Pilot Region, and the purposes and duration of this APAC Upmarket Referral Pilot only (i.e. the H2 Pilot Term), the HubSpot Upmarket Referral Program section of the Sales Rules is replaced with the following provisions set out in the ‘Upmarket Referral Program Partner Eligibility’ and ‘Upmarket Referral Program Deal Eligibility’ sections in these terms.
Upon the successful close of a Partner Assisted 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.
2.1.1 Upmarket Referral Program Partner Eligibility.
(i) This is an Optional Program and is available only to platinum, diamond, or elite tier solutions partners in good standing.
(ii) The deals will need to be sold to customers with a Primary Address in the Pilot Region.
2.1.2 Upmarket Referral Program Deal Eligibility.
(i) A GS must provide the referral to the partner via email and record the Upmarket Referral Service on the deal in HubSpot’s CRM prior to deal close.
(ii) New and existing customers to HubSpot (this includes upsell or cross sell into the HubSpot install base)
(iii) Professional or Enterprise level Subscription Services purchase
(iv) A Partner Assisted (formerly known as DIFM) deal with an MRR value of USD $1,000+
(v) For the first half of the H2 Pilot Term (Shared Deals closed from July 1, 2025 to 11:59AM EST on September 30, 2025 - to be determined at HubSpot’s absolute discretion): any partner eligible under the ‘Upmarket Referral Program Partner Eligibility’ section of these terms that sells into the Pilot Region and who received an email confirming ‘Eligibility for Q2 APAC Growth Market Commission Pilot’ will continue to be considered eligible until September 30, 2025. (vi) For the second half of the H2 Pilot Term (Shared Deals closed from October 1, 2025 to 11:59AM EST on December 31, 2025 - to be determined at HubSpot’s absolute discretion): any partner eligible under the ‘Upmarket Referral Program Partner Eligibility’ section of these terms that sells into the Pilot Region and has closed a minimum of USD $3,250 in Partner Sourced deals (formerly known as Partner Collab) in the Pilot Region* between July 1, 2025 and September 30, 2025 (to HubSpot satisfaction), is eligible to receive commission on Partner Assisted deals closed in line with these terms and the HSPPA between October 1, 2025 to December 31, 2025 that meet the USD $1,000 threshold.
(vii) Proof of involvement (POI) confirming the purchase of partner services has been completed and signed by the customer at the time of deal close will be required. This confirms the partner’s involvement in the deal and their obligation to provide services to the Customer.
(viii) 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.
(ix) 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 $1,000+.
*APAC growth markets are India, SEA, North Asia. The countries include: Bangladesh, Brunei, Cambodia, Hong Kong, Indonesia, Laos, Malaysia, Maldives, Myanmar (Burma), Nepal, Pakistan, the Philippines, Sri Lanka, Singapore, Thailand, Timor-Leste, Vietnam, China/Taiwan, South Korea, Mongolia, and India
**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.
3. BETA SPECIFIC DETAILS
3.1 Deal Based Model Beta
Beginning on October 1, 2025 (“DBM Beta Effective Date”), HubSpot is running a beta compensating partners on MRR sourced regardless of which partner made the original sale. With any new model, it is important to test in order to learn and improve before considering a global rollout. Your feedback within this beta will be critical to its success. We encourage you to first review the DBM Beta Rules of Engagement (“DBM Beta Rules”) available at: https://www.hubspot.com/solutions-partner-resource-center/sales-rules/dbm-beta which are incorporated herein by reference, and provide additional detail on the Deal Based Model program.
As a HubSpot Solutions Partner who is located in, or who sells or provides services to Customers or Legitimate Prospects with a Company Address in, the DBM Beta Region, you will automatically be enrolled in the Deal Based Model Beta in relation to those Customers or Legitimate Prospects and must agree to the terms below to continue to participate in the HubSpot Solutions Partner Program. By continuing to operate in the Partner Program or by selling HubSpot in the DBM Beta Region, you agree to these terms.
3.2 Introduction to the Deal Based Model Beta Program
The Deal Based Model Beta Program (the “DBM Beta”) is a new beta compensating partners on MRR sourced regardless of which partner made the original sale of our Subscription Service in the Australia and New Zealand region, LATAM region‡ and DACH region, as determined by HubSpot (“DBM Beta Region” or “ANZ, LATAM & DACH”). These Deal Based Model Beta Terms (“DBM Terms”) govern your participation in the DBM Beta as a HubSpot Solutions Partner and are supplemental to the HubSpot Solutions Partner Program Agreement (“Agreement”) available at https://legal.hubspot.com/solutions-partner-program-agreement. Terms not otherwise defined here will have the meaning as set out in the Agreement.
3.3 Upsell
Upsell means a transaction which, in line with the HSPPA and the DBM BETA Rules (to be determined at our discretion in each individual instance), allows a Partner or Provider to be eligible for Revenue Share and Sold MRR tier credit when upselling an existing customer that purchased originally through them, another partner or purchased a product directly from HubSpot (together, “Upsell”). There are a couple of caveats to Upselling:
3.3.1 Net Upsell: Partners will receive Revenue Share on the net upsell MRR of any product line Upsell in line with the DBM BETA Rules.
3.3.2 Downgrades: All partners who sell into the same product line will see their Revenue Share reduced pro rata (by the same percent as MRR sold into line) in the event of a product line MRR downgrade.
3.3.3 Edition Tier: Edition tier (Starter to Professional or Enterprise) will earn Revenue Share on the "net" Upsell amount, awarded to the Upsell-ing partner.
3.3.4 Legacy: Partners will continue to receive Legacy Revenue Share on legacy product lines as long as the partner continues to manage the customer on a quarterly basis in line with our Legacy Commission policy. These product lines are available for Upsell by other partners (who will not receive lifetime commission on that customer account). If the original partner who is managing their Legacy customer and is receiving lifetime commission on that account Upsells the account, their Legacy Revenue Share will continue but on the "net" upgrade value (in addition to existing Legacy Revenue Share).
3.3.5 Previous Transaction. Upsell transactions on a product line before the DBM Beta Effective Date of these DBM Terms will not be considered a Qualified Transaction (i.e. will not be eligible for Revenue Share).
3.4 Amendment of the Agreement. For the purposes of the DBM Beta, the HSPPA is amended as follows:
3.4.1 The first sentence of 'Transaction Eligibility Requirements' section is deleted and replaced in its entirety with:
"To be eligible to receive Revenue Share for a Qualified Transaction, that transaction must be:
(i) a valid Shared Deal; or
(ii) a Touchless Purchase on a product line on which you hold the most recent closed won Shared Deal, provided such closed won Shared Deal and Touchless Purchase occurs within (12) months of the initial product line sale and subject to the provisions set out in the DBM BETA Rules.”
3.4.2 The following sentence is deleted from the ‘Transaction Eligibility Requirements’ section:
“You are not eligible to receive Revenue Share or any other compensation from HubSpot based on Cross Sell or Upsell transactions of Additional Core Seats when you are not the first partner to sell Additional Core Seats to the End User.”
3.4.3 The following sentence is deleted from the ‘Engagement with Prospects and End Users Section’:
“Option (ii) herein is not possible if the resulting transaction is a Cross Sell type transaction because you may not purchase on behalf of an End User and take on End User’s contractual obligations for a Cross Sell transaction.”
The above sentence is replaced in its entirety with the following sentence:
“Option (ii) herein is not possible if the resulting transaction is a Cross Sell or Upsell type transaction because you may not purchase on behalf of an End User and take on End User’s contractual obligations for a Cross Sell or Upsell transaction (you must contract on behalf of an End User for all HubSpot Products in an End User’s Subscription not simply the Cross Sell or Upsell).”
3.4.4 The following clauses are added to the 'Definitions' section:
“Touchless Credit” means Revenue Share related to Touchless Purchase transactions.
“Touchless Purchase” means a purchase of a HubSpot Subscription Service by a Customer directly from HubSpot without Partner involvement.
3.5 Updates
We may update and change any part or all of these DBM Beta Terms by posting updates at https://legal.hubspot.com/partner-program-specific-terms, and we will provide you with notice of those material updates at our reasonable discretion. The updated DBM Beta Terms will become effective when posted. We encourage you to review these DBM Beta Terms periodically.
3.6. End of the DBM Beta Terms.
We may choose to terminate the DBM Beta at any time with notice to you. At the end of the DBM Beta, these DBM Beta Terms will no longer apply and the Agreement (including the standard Rules of Engagement available at https://www.hubspot.com/solutions-partner-resource-center/sales-rules) will control.
3.7. Survival of Terms.
Except as otherwise amended in these DBM Beta Terms, all provisions of the Agreement shall remain in full force and effect.
3.8. Severability
If one or more provisions of these DBM Beta Terms are held to be unenforceable under applicable law, such provision shall be excluded from these DBM Beta Terms and the balance of the DBM Beta Terms shall be interpreted as if such provision were so excluded and shall be enforceable in accordance with its terms.
3.9. Feedback
As part of your participation in the DBM Beta, we may ask for or collect and/or you may provide written and/or verbal suggestions, feedback or comments on the features or functionality of the beta, our products, or services (collectively, “Feedback”). You acknowledge and agree that such Feedback shall be deemed the property of HubSpot.
‡LATAM is any country/territory in the Caribbean, South America or North America (excluding Canada and the USA).