20% for qualified sourced transactions.
HubSpot's current Solutions Partner Program Policies state a 20% Partner Revenue Share on Net Revenue, with the current Partner Revenue Share term set at 36 months.
For HubSpot Solutions Partners
Find the next requirement in the client base you already have.
I help HubSpot implementation partners examine existing accounts for changes in the client's business that may justify a new conversation - without turning the agency into a demand-gen business.
Account expansion
Do not start with what else you can sell.
Start with what has changed in the client.
A new service line, operating model, acquisition, team structure, customer pressure, reporting obligation or delivery problem can change what the original HubSpot implementation needs to represent.
I look for that change first. The result may lead to an upsell, cross-sell, a different piece of work - or no opportunity at all.
The sequence
Business change before HubSpot configuration.
I work on the logic before the workflow. Your technical team decides how, or whether, it should be built in HubSpot.
Original implementation→
Business change→
Evidence→
Requirement to test→
Solution decision
Why the installed base matters in 2026
Existing accounts can contribute to sourced growth.
The point is not to turn every customer into an upsell target. The point is that HubSpot's partner economics now make credible account expansion commercially relevant to the partner as well as the client.
Sourced expansion counts.
HubSpot's 2026 Ecosystem Kickoff materials say deal-based commissions pay 20% over three years on all sourced MRR, including upsells.
Sourcing matters more, not less.
HubSpot adjusted Sourcing Points and Total Points upward from 15 July 2026. The new thresholds are the requirements partners need to meet by 15 January 2027.
HubSpot program rules, attribution and eligibility can change. Verify the current HubSpot terms for any specific transaction.
Client base management
HubSpot can give you a Partner Client record. The harder question is what you need to know about it.
HubSpot's Partner Clients object can be segmented, extended with custom properties, used in workflows and reported on. That creates a useful container.
The management logic still has to be designed.
- What did you originally implement?
- Which parts of the client's business did that scope cover?
- What assumptions were true at the time?
- What has materially changed since?
- What evidence suggests the original model may no longer be enough?
- Which accounts deserve a new conversation first?
I can design that information layer. I do not configure HubSpot. Your HubSpot team decides how the model should be represented technically.
Account Development Review
Use one old account to test the approach.
I compare the client's business now with the context in which the original work was done. I separate visible change from inference and give you the questions I would use to establish whether a real new requirement exists.
If nothing credible appears, I say so.
From one account to the whole base
Turn account development into a management layer.
If the one-account review proves useful, the next step does not have to be more manual research forever.
I can define the structure your team needs to manage the installed client base systematically: original scope, business areas covered, meaningful changes, evidence, open hypotheses, review triggers and the next account question.
That specification can then be handed to your own HubSpot consultants for implementation.
Official HubSpot references
Program facts used on this page.
Solutions Partner Program Policies - Partner Revenue Share and current 36-month term.
Ecosystem Kickoff 2026 Recap - deal-based commissions and sourced MRR including upsells.
How Tiers and Tier Points Work - 2026 sourcing and total point thresholds.
Partner Clients - the Partner Client CRM object and available management features.
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Bring me one account you are not sure how to reopen.
I need the company, roughly what you implemented and when. I do not contact the client.