Legal Stuff

Optional Partner Program, Pilot and Beta Specific Terms

Last modified: June 2, 2025 

PLEASE READ CAREFULLY.

Beginning on January 1, 2025 and ending on June 30, 2025 (the “Pilot Term”), HubSpot is launching a six (6) month 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”).

As a HubSpot Solutions Partner who is located in or who sells or provides services in the Pilot Region, and meets the eligibility criteria under Section 1 below, you will 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. These APAC Upmarket Referral Program Pilot Terms (“APAC Upmarket Referral Pilot Terms”) govern your participation in the APAC Upmarket Referral Pilot 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.

For the Pilot Region, and the purposes and duration of this APAC Upmarket Referral Pilot only, the HubSpot Upmarket Referral Program section of the Sales Rules is replaced with the following provisions set out in Section 1 below:

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.

1.1  Upmarket Referral Program Partner Eligibility. 

1.1.1 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. 

1.1.2 The deals will need to be sold to customers with a Primary Address in the Pilot Region.  

1.2 Upmarket Referral Program Deal Eligibility. 

1.2.1 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. 

1.2.2 New and existing customers to HubSpot (this includes upsell or cross sell into the HubSpot install base)

1.2.3 Professional or Enterprise level Subscription Services purchase

1.2.4 A Partner Assisted (formerly known as DIFM) deal with an MRR value of USD $1,000+

1.2.5 For the first half of the Pilot Term (Shared Deals closed from Jan 1, 2025 to March 31, 2025 - to be determined at HubSpot’s absolute discretion): any partner eligible under Section 1.1 above that sells into the Pilot Region and meets the USD $1,000 Partner Assisted deal threshold is eligible to receive commission 

1.2.6 For the second half of the Pilot Term (Shared Deals closed from April 1, 2025 - June 30, 2025 - to be determined at HubSpot’s absolute discretion): any Platinum+ partner that has closed a minimum of USD $3,000 in Partner Sourced deals (formerly known as Partner Collab) in the Pilot Region* between Jan 1, 2025 and March 31, 2025 (to HubSpot satisfaction), is eligible to receive commission on Partner Assisted deals between April 1, 2025 to June 30, 2025 that meet the USD $1,000 threshold.

1.2.7 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.

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 $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.

2. MISCELLANEOUS

2.1 Updates. We may update and change any part or all of these APAC Upmarket Referral Pilot Terms by posting updates at https://legal.hubspot.com/partner-jurisdiction-specific-terms, and we will provide you with notice of those updates. The updated APAC Upmarket Referral Pilot Terms will become effective and binding on the business day (or next business day after) they are posted. We encourage you to review these APAC Upmarket Referral Pilot Terms periodically.

2.2 Term. We may choose to terminate the APAC Upmarket Referral Pilot at any time with notice to you.  At the end of the APAC Upmarket Referral Pilot, these APAC Upmarket Referral Pilot Terms will no longer apply and the HSPPA will control.

2.3 To Clarify. Except as otherwise amended in these APAC Upmarket Referral Pilot Terms, all provisions of the Agreement shall remain in full force and effect.

2.4 Severability. If one or more provisions of these APAC Upmarket Referral Pilot Terms are held to be unenforceable under applicable law, such provision shall be excluded from these APAC Upmarket Referral Pilot Terms and the balance of the APAC Upmarket Referral Pilot Terms shall be interpreted as if such provision were so excluded and shall be enforceable in accordance with its terms.

2.5 Feedback. As part of your participation in the APAC Upmarket Referral Pilot, 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.