HubSpot s Value-Added Reseller. Tier Program

Transcription

1 HubSpot s Value-Added Reseller Tier Program 2011

2 TABLE OF CONTENTS 1 VAR Program Overview 2 VAR Tiers VAR Tier Levels 4 Benefits/Requirements for Tiers 5 Glossary of Rewards/Benefits

3 1 HubSpot s VAR PROGRAM Overview

4 1 VAR Program Overview VAR stands for Value-Added Reseller. At HubSpot, VARs are agencies who use our platform to deliver their online marketing service packages. They present the HubSpot platform as part of their solution set. The services they provide deliver an ROI to our mutual customers, and play a large role in customer success and retention. In exchange for helping resell and retain customers, our VARs receive sales support and commission from HubSpot on each new customer subscription.

5 THE VAR CHANNEL CONTRIBUTES GREATLY TO HUBSPOT S GROWTH AND TOP VAR PERFORMERS SHOULD BE REWARDED WITH INCREASED INVESTMENT.

6 HERE S HOW:

7 2 HubSpot s VAR TIERS Program 101

8 2 VAR Tiers 101 HubSpot s VAR Tier Program is designed to reward inbound marketing agencies who sign up new, long-term customers onto HubSpot s software. VARs will be measured according to how many active HubSpot customers subscriptions are associated with their agency, as well as average CHI/Age of those customers. VARs will be rewarded with Service and Co-Marketing packages that get increasingly more dynamic with benefits as they bring on more long-term customers. Those with the highest quantity of high-quality customers stand to benefit the most.

9 3 HubSpot s VAR TIER Levels

10 Where You START

11 3 HubSpot Certified Partner REQUIREMENTS - Have 1 Active URL - Pass our Partner Exam REWARDS -20% Revenue Share -Sales Support for Registered Opportunities -Co-Branded & White Label Lead Generation Materials

12 Where You ll GO

13 3 VAR Tier Levels

14 Based on these METRICS

15 3 VAR Tier Levels LOTS How Much Monthly Recurring Revenue? SOME BRAND NEW BEGINNERS Customer Age/Happiness? ECSTATIC VETERANS

16 4 HubSpot s VAR TIER Benefits/Req

17 4 VAR Tier Baseline Requirements Each Agency in the VAR Tier Program Must: - Be a VAR for at least 90 Days - Go through HubSpot On-Boarding at least Once (either with a HubSpot IMC or through our 1:Many Program) - Have an Active HubSpot SFDC Partner Portal License.

18 3 VAR Tier Level Qualifications MUST HAVE THIS & AND ONE OF THESE MONTHLY RECURRING REVENUE # AVERAGE CUSTOMER AGE IN DAYS OR AVERAGE CUSTOMER CHI OVER 90 DAYS

19 4 SILVER Tier Level Rewards/Requirements REQUIREMENTS -Passing Score on Partner Exam -Partner Portal Subscription -MRR # above $2,500 -Ave Cust Age greater than 300 days [OR] -Ave Cust CHI over 90 Days Old > 80 REWARDS SALES -20% Revenue Share -Sales Support for Registered Opportunities MARKETING -Co-Branded/White Label Lead Gen Materials -VAR-Created Case Study (1/yr) -Authoring Rights to 1 HubSpot Blog/Year -HubSpot Quote in VAR-Led Press Release SERVICES -Dedicated Customer Success Manager -6 Month Strategy Session for Active Accounts

20 4 GOLD Tier Level Rewards/Requirements REQUIREMENTS -Passing Score on Partner Exam -Partner Portal Subscription -MRR # above $4,500 -Ave Cust Age greater than 500 days [OR] -Ave Cust CHI over 90 Days Old > 100 REWARDS SALES -20% Revenue Share -Sales Support for Registered Opportunities MARKETING -Co-Branded & White Label Lead Gen Materials -VAR-Created Case Study (1/yr) -Authoring Rights to 2 HubSpot Blogs/Year -HubSpot Quote in VAR-Led Press Release -HubSpot Speaker on 1 VAR-Led Webinar/Year -Partner Showcase SERVICES -Dedicated Customer Success Manager -Dedicated Inbound Marketing Consultant -Quarterly Strategy Session for Active Accounts

21 4 PLATINUM Level Rewards/Requirements REQUIREMENTS -Passing Score on Partner Exam -Partner Portal Subscription -MRR # greater than $20,000 -Ave Cust Age greater than 1200 days [OR] -Ave Cust CHI over 90 Days Old > 120 REWARDS SALES -20% Revenue Share -Sales Support for Registered Opportunities MARKETING -Co-Branded & White Label Lead Materials -VAR-Created Case Study (2/yr) -Authoring Rights to 3 HubSpot Blog/Year -HubSpot Quote in VAR-Led Press Release -HubSpot Speaker on 1 VAR-Led Webinar/Year -Partner Showcase -Day at HubSpot SERVICES -Dedicated Customer Success Manager -Eligibility for Skill-Specific Certification Badges -Dedicated Inbound Marketing Consultant -Monthly Strategy Session

22 5 Glossary of VAR TIER Benefits

23 5 Glossary of Rewards & Benefits CO-MARKETING Benefits

24 5 Glossary of Rewards & Benefits CO-BRANDED LEAD GENERATION MATERIALS WHAT: White label whitepapers and ebooks for your agency s lead gen WHY: HubSpot s research into the tools behind and power of inbound marketing is second to none. Using our materials on your website will position your agency as a thought leader and drive lead generation. BLOG WHAT: Authoring a blog article on blog.hubspot.com WHY: Writing a blog for HubSpot s renowned Inbound Marketing Blog will get your agencies name, opinions and expertise in front of an average daily readership of over 15,000 online marketers.

25 5 Glossary of Rewards & Benefits HUBSPOT QUOTE IN PARTNER-LED PRESS RELEASE WHAT: Quotes from Brian Halligan and Pete Caputa in your agency press release. WHY: Having quotes from HubSpot leadership in your press releases will add clout to your message, and stamp your firm as an undeniable inbound leader. PARTNER CREATED CASE STUDY WHAT: Video and written case study of your work, posted on HubSpot.com WHY: Case studies are incredibly powerful proof pieces for marketing services agencies. Having a success story available to the thousands of online marketers who come to HubSpot.com every day will create serious exposure and credibility for your agency.

26 5 Glossary of Rewards & Benefits HUBSPOT SPEAKER ON PARTNER-LED WEBINAR WHAT: Have a HubSpot co-presenter on your inbound marketing webinar. WHY: Webinars can be powerful lead generation machines, and having a HubSpot presenter on your next event could help increase the depth of the content delivered, as well as the engagement of those in attendance. PARTNER SHOWCASE WHAT: A quarterly webinar during which all selected VAR s will present capabilities and special service packages to HubSpot s internal sales team. WHY: Our sales team interacts with hundreds of potential HubSpot customers each day, and routinely suggest partner services when time or resources are cited as potential hurdles. This Showcase will be an opportunity to become top-of-mind with a very influential channel of potential recommendations.

27 5 Glossary of Rewards & Benefits PARTNER HUBSPOT WHAT: A day at HubSpot that will feature collaborative content creation and meetings with key HubSpot executives. WHY: The content created will be co-branded and co-promoted by all agencies involved, as well as HubSpot. Additionally, the meetings with key HubSpot executives will provide a unique forum for idea-sharing and company updates.

28 5 Glossary of Rewards & Benefits SERVICES Benefits

29 5 Glossary of Rewards & Benefits DEDICATED CUSTOMER SUCCESS MANAGER WHAT: A Customer Success Manager is an account manager who handles all billing and strategy questions for your client (once on-boarding is completed). WHY: Having one point of contact for all your active customers will allow you to easily and effectively manage those accounts. DEDICATED INBOUND MARKETING CONSULTANT WHAT: An Inbound Marketing Consultant is your main point-of-contact for all medium and large product clients. They guide the on-boarding process and initial strategy development (where needed) for your client. WHY: Having one point of contact for all your active customers as they get started with HubSpot will allow you to streamline and tailor the product and inbound marketing education to the expectation set in your sales process.

30 5 Glossary of Rewards & Benefits QUARTERLY STRATEGY SESSION FOR ALL ACTIVE ACCOUNTS WHAT: A quarterly, hour-long strategy session with your HubSpot Customer Success Manager, Inbound Marketing Consultant and a member of HubSpot s marketing team. WHY: Reviewing all your active accounts with a power panel of HubSpotters to provide fresh perspective will help you craft inbound marketing campaigns that move the needle on client ROI. MONTHLY STRATEGY SESSION FOR ALL ACTIVE ACCOUNTS WHAT: A monthly, hour-long strategy session with your HubSpot Customer Success Manager, Inbound Marketing Consultant and a member of HubSpot s marketing team. WHY: Reviewing all your active accounts on a monthly basis with a power panel of HubSpotters to provide fresh perspective will help you craft and hone marketing campaigns move the needle on client ROI.

31 NEXT STEPS

32 8 Next Steps Get your badge up! Figure out how to climb the ladder, ask us for help! Write us a blog, schedule a webinar

33 FINE PRINT

34 8 Program Fine Print HubSpot reserves the right to adjust, terminate, discontinue, substitute, and subtract from or add onto all tier requirements and benefit packages, without explanation, as they see fit. HubSpot reserves the right to strip benefits from VARs on an individual basis, where and when they see just cause for doing so. All benefit package pieces will be scheduled for times and dates that are mutually beneficial, and agreed upon, to both HubSpot and the qualifying VAR. Data for Tier Requirements will be run quarterly. At that time, where necessary, new badges and instructions to remove old badges will be issued to VARs. Access to all Benefit Packages will begin on November 1 st (with the exception of the Skill Specific Badges, Case Studies and all Platinum benefits).

35 8 Benefit-Specific Fine Print Regarding Blog Posts: Content guidelines and post timing will be determined by HubSpot. Regarding Case Studies: Subjects and style of all case studies must meet or exceed HubSpot s Case Study Qualifications and Requirements. HubSpot reserves the right to exercise creative control and own all final formatting and editing decisions. Regarding Webinars: All webinars must be scheduled at least 45 days in advance. Unless special agreement is reached, HubSpot s content role on the webinar will include nothing above presenting standard inbound marketing principles and product overviews (ie, no new research will be conducted for VAR webinars). Regarding Dedicated Inbound Marketing Consultant: Dependant on IMC availability and bandwidth. Regarding Strategy Sessions: Must be scheduled 30 days in advance.

36 THANK YOU