Nicholas Holland, Lou Orfanos, Michael Redbord, and Nancy Riley, HubSpot
HubSpot’s product GMs are pulling back the curtain to give you insight into what their teams are building and why. You’ll hear about soon-to-be-released features from each product line — Marketing, Sales, Service and Connect — before launching to the general public so you’re ready to bring these new products to market with your clients.
Key theme: Grow Better
Back in 2011, the company focus was inbound marketing, all-in-one, and services. In 2019, HubSpot has evolved to the Flywheel – or “Growing Better.” Services has evolved to partners and platforms.
What hasn’t changed?
Software -> People -> Philosophy
Revision of the HubSpot Partner Program
Katie Ng-Mack VP, Global Partner Strategy & Operations
Customers are changing, and business are responding by investing in world-class customer experiences
More and more, business are turning to software to deliver on those experiences. Most mid-size businesses use 75 software apps to run their business. Among the biggest challenges are integrating different software platforms.
Service providers are evolving because their clients needs are changing.
“Creating meaningful connections between customers and partners is more important than ever.” – Katie Ng-Mack
Partner Program changes in 2020 – goes live in February 2020
Refreshing Partner Tiers
Ensure tiers have real differentiation
Recalibrate targets to align with partner grown
Simplify entry for service providers
Provider – entry level
Starts with HubSpot certification and starter product
Partner – in place of Silver
Elite Tier [NEW]
$50K sold MRR and $150K managed MRR
Maintain C$R minimum
to be finalized in early 2020 at formal rollout
Sold MRR doesn’t reflect quality of work, which is why they’re changing the Sold MRR minimums
HubSpot is creating a multi product platform
Credit & Commissions
Customer needs are becoming more sophisticated
Advanced Implementation Certification [NEW]
Focused on agencies that specialize in HubSpot CRM implementation
The credential will be customer facing
Certified partners will be matched with good-fit customers