HubSpot Solutions Partner Program vs white-label reselling: which should a small agency build on?

The short answer

Join HubSpot if your clients are mid-sized companies that already want HubSpot, your team enjoys implementation and consulting work, and you can bring HubSpot a few thousand dollars of new monthly subscription revenue every year.

Choose white-label reselling if most of your clients are small businesses that need a website, a store and a simple CRM, and would never pay HubSpot's prices. You set the price, the client pays you, and the dashboard they log in to carries your brand. Many agencies end up doing both.

How the HubSpot Solutions Partner Program works in 2026

Since 15 July 2026 there has been only one way in. You sign the partner agreement and complete the Solutions Partner Certification (an 11-part course). Then you either pay the Partner Program Membership of $400 a month or spend at least $400 a month on HubSpot software yourself, after discounts, in which case the fee is waived. The membership renews annually, and if you leave early the remaining months are not refunded. The old Solutions Provider route closed to new joiners in February 2026 and ended on 15 August 2026.

From day one you get a Partner Development Manager, training, a demo portal and a one-time, six-month Enterprise hub subscription with a development sandbox. You also get a Solutions Directory listing with a partner badge, and onboarding fee waivers for your clients that HubSpot values at up to $6,000 per client.

The money comes from revenue share. When you bring HubSpot a new customer you earn 20% of what they pay for up to three years. You must log the sale as a shared deal through an approved method, and HubSpot must accept it. HubSpot is explicit that without a shared deal you get no credit. Revenue share accrues monthly and is paid quarterly, about 45 days after each quarter ends.

One detail matters a lot for this comparison. Normally your client contracts with HubSpot and pays HubSpot. The partner agreement does let you place the order in your own name at a price you choose. If you do, you guarantee payment of all fees, and you cannot do it for a client who already has a HubSpot contract. Either way, the software the client logs in to is HubSpot.

The tiers: untiered, Gold, Platinum, Diamond and Elite

Every partner starts untiered. You move up by earning points from the monthly recurring revenue (MRR) of the customers you work with. HubSpot's approximate rates per $100 of MRR are:

• Sourced (you brought the customer to HubSpot): 5 points.
• Assisted (you helped HubSpot close a deal it found): 3 points.
• Managed (you work in an existing customer's account): 1 point.

Customers in countries HubSpot classes as growth markets earn double points. HubSpot sets that list, and the customer's location is what counts, not yours. HubSpot raised the thresholds in July 2026 (Gold used to need 110 sourced and 325 total points). These are the levels partners must reach by 15 January 2027:

In the last column, the lower figure applies if every customer is in a growth market and the higher one applies if none are. Three rules make the tiers harder to reach than they look:

• Sourced and assisted points expire one year after the deal closes, or sooner if the customer downgrades. Managed points expire 60 days after your last action in the account. You never earn a tier once and keep it; you have to keep re-earning it.
• You can move up on the 15th of any month. Moving down is reviewed on 15 January and 15 July, and you keep a tier for at least six months once it is credited. You also need a valid partner certification at each review.
• HubSpot says it can change its tier rules and formulas at its discretion, and the agreement lets it update or replace the terms. Both the thresholds and the fee changed in 2026.

The January 2027 rule in plain English

From 1 January 2027, HubSpot checks every partner each month for a sourced point minimum: at least one sourced point in the trailing 12 months. In money terms that is tiny (on HubSpot's illustrative rate, about $20 of new MRR), but it has to come from a real sourced deal that HubSpot accepts.

If you have none, you get written notice. If you still have none 30 days later, you are removed from the programme, and HubSpot's policy says revenue share on your outstanding deals ends immediately. That second part is the real risk: an agency living on revenue share from past deals could lose that income along with the badge.

In short, you can no longer stay a HubSpot partner without selling anything. You need at least one new HubSpot deal a year. While you wait for it, you pay $400 a month in fees or spend the same on HubSpot.

What a small agency realistically gets at Gold

Gold needs 115 sourced points. Outside growth markets, that means about $2,300 of new monthly HubSpot revenue you sourced in the last 12 months. At 20%, that pays you roughly $460 a month.

Compare that with the $400 membership. At the bare minimum, revenue share roughly covers your partner fee and little more. You also need 345 total points. Reaching that through sourcing alone means about $6,900 of new MRR a year. Through managed accounts alone it means actively working in about $23,000 of client MRR. Few small agencies manage either without focusing their sales on HubSpot.

What Gold adds over untiered is modest:

• Eligibility for partner matching, an internal tool HubSpot's growth specialists and customer success managers use to recommend partners to customers (open to Gold and above since 15 January 2026).
• The right to apply for the Partner Advisory Council and to become a HubSpot Certified Trainer.
• A recognised tier to show prospects who are comparing partners.

The bigger benefits start at Platinum: Marketing Development Funds, co-marketing, accreditations and the upmarket referral programme. That programme pays 20% for one year on eligible deals from HubSpot's own sales team and also needs a CRM implementation accreditation. Priority support routing is for Elite only.

So Gold gives you credibility and a route to referrals, but it is not a source of income in itself. The money in a HubSpot partnership comes from the implementation, consulting and retainer work you bill on top.

How white-label reselling works

White-label reselling flips the model. You buy software wholesale from a platform, put your own name on it and sell it at your own prices.

• Brand: clients log in to your dashboard, on your domain, with your logo. Emails and invoices come from you.
• Price: you set the packages and the margin.
• Billing: the client pays you, usually into your own Stripe or PayPal account. There are no shared deals to log and no quarterly wait.
• Relationship: the contract is with you. If you change supplier, the client stays yours, though moving their sites and data is real work.

The trade-offs are just as real. You pay the platform even when a client pays you late, and you are the first line of support. Your brand brings none of the recognition HubSpot carries into a sales meeting, and no vendor directory sends you leads. White-label platforms are also smaller companies than HubSpot, so you are betting that they last. Common options include GoHighLevel (its SaaS mode, which lets you resell it as your own software, comes with the $497 Agency Pro plan), Duda, Vendasta and WebNewBiz. If CRM is the main thing you want to sell, see our guide on how to resell CRM to clients.

HubSpot partner vs white-label at a glance

When HubSpot is the better choice

For some agencies HubSpot is clearly the right call:

• Clients ask for HubSpot by name, and pushing back costs you deals.
• You sell implementation, data migration and revenue operations consulting priced in the thousands, and the HubSpot ecosystem keeps that work coming.
• You are moving upmarket, where a Platinum or Diamond badge carries weight that a small white-label brand cannot match.
• Clients need depth: complex sales pipelines, detailed reporting, large marketing teams. HubSpot is a far bigger and more mature product than any small-business white-label platform, ours included.

Our comparison of GoHighLevel vs HubSpot for agencies goes further into this.

When white-label reselling is the better choice

• Your clients are local businesses and solo professionals whose software budgets are tens of dollars a month, not hundreds.
• You want recurring income you price and collect yourself, not a percentage that stops after three years.
• You want clients to see you, not the vendor, as the people who run their website and leads.
• You do not want your status to depend on hitting a sales quota.

This is the market WebNewBiz is built for. Its white-label setup puts your name, logo, colours and favicon on the dashboard, on your own domain such as app.youragency.com. The login page, invites, emails and invoice PDFs are all branded as your agency. You create client accounts and put each on a plan with its own limits. Then you either log in as the client and do the work, or let them manage it themselves. You sell your own packages (recurring or one-off, with an optional setup fee, in several currencies) from your own storefront page through your own Stripe or PayPal account. The AI drafts each client site from a description of the business, and you edit it by chat. Depending on the plan you sell, a site can include an online store, an AI CRM with funnels, and workflow automations.

The honest limits: WebNewBiz is younger and smaller than Duda, GoHighLevel or HubSpot, and its CRM is much lighter than HubSpot's. Agency pricing is not published, so you need to ask. The AI's first draft still needs your real photos and facts. The white-label website builder for agencies and white-label CRM for agencies pages have more detail.

Doing both

A two-track model often works best:

1. Sell your own white-label package to small clients: website, hosting, store and simple CRM at a monthly price you set.
2. When a client outgrows it and needs a full marketing and sales platform, bring them to HubSpot as a sourced deal. One such deal a year keeps you above the 2027 minimum and earns revenue share for up to three years.
3. Bill implementation and retainers yourself on both tracks.

The catch is the $400 monthly membership. If you expect only one or two HubSpot deals a year, check that revenue share plus implementation fees cover it. If your agency already spends $400 a month on HubSpot, the fee is waived and the sums are easier. If you are weighing HubSpot against other platforms altogether, see our list of HubSpot alternatives for agencies.

A checklist before you decide

• How many prospects in your pipeline could afford HubSpot's paid plans? Gold needs a steady flow of them every year.
• Can you source about $2,300 of new HubSpot MRR (half that in growth markets) every 12 months?
• Does your agency already spend $400 a month on HubSpot? If so, the membership costs you nothing extra.
• Does most of your income come from implementation work or from recurring software? HubSpot suits the first and white-label the second.
• When something breaks, who should the client call: you or the vendor?
• If a supplier changed its terms, could you move your clients? Read the agreement either way. On WebNewBiz, for example, content and domains move, but layouts are rebuilt on the new platform rather than exported as files.

Quick answers

What are the HubSpot Solutions Partner tiers?

Untiered, Gold, Platinum, Diamond and Elite. You move up by earning sourced, assisted and managed points based on the monthly recurring revenue of the customers you work with. Diamond and Elite also require a minimum average gross revenue retention, and Elite is by invitation only.

How many points do you need for HubSpot Gold?

By 15 January 2027, Gold needs 115 sourced points and 345 total points. That is about $2,300 of new monthly HubSpot revenue you sourced in the last 12 months, or about $1,150 if all your customers are in HubSpot's growth markets.

What changes for HubSpot partners in January 2027?

From 1 January 2027, HubSpot checks every month that each partner has at least one sourced point in the trailing 12 months. A partner with none gets written notice and is removed 30 days later if they still have none, and revenue share on their outstanding deals ends.

How much does it cost to become a HubSpot Solutions Partner?

Since 15 July 2026 the Partner Program Membership costs $400 a month and renews annually. It is waived if your own net HubSpot subscriptions come to $400 a month or more after discounts.

Can a HubSpot partner white-label HubSpot?

Not in the sense of putting your own brand on the software. Clients use HubSpot under HubSpot's name. The partner agreement does let you place an order in your own name and set your own price, but you then guarantee payment and the product is still HubSpot.

Is white-label reselling better than the HubSpot partner programme for a small agency?

It depends on your clients. If they are mid-sized companies that want HubSpot, the partner programme makes sense. If they are small businesses that need a website, a store and a simple CRM at a modest monthly price, white-label reselling usually earns you more and keeps the client relationship with you.

Related guides

• Shopify Partner Program vs White-Label Reselling for Ecommerce Agencies
• Wix Partner Program vs white-label reselling: which pays agencies more?

If you want to build on your own brand

If white-label reselling sounds closer to the agency you want to run, the most useful next step is a short conversation. Talk to us about white-label and we will show you how client accounts, packages and billing work, and share agency pricing. There is no obligation.

To see what a client site could look like first, try the free AI Website Preview, which designs a homepage from one sentence, or look around the AI website builder. You can also start for $1 and build a site of your own in the first month.