Technology partner office hours

Session Overview:

Welcome back to Technology Partner Office Hours. This session will focus on how to identify, engage, and convert HubSpot customers by leveraging your integration, the HubSpot ecosystem, and co-selling motions.
We’ll walk through practical strategies to help you build pipeline, accelerate deals, and drive partner-sourced revenue growth.

What We'll Cover:

Framing the Opportunity

• Why HubSpot customers are high-intent, high-conversion buyers
• How integrations create a built-in sales advantage (faster cycles, bigger deals)
• The role of the “better together” story as your core GTM motion

How to Participate

• Ask questions during Q&A breaks
• Use chat during presentations
• Access materials in the partner resource center

Session Overview:

Learn how to identify the right prospects already using (or evaluating) HubSpot and prioritize them to drive higher win rates.

What We'll Cover:

Identifying High-Intent HubSpot Prospects

• Use technographic data (Clearbit, ZoomInfo, etc.)
• Discovery questions to uncover CRM usage
• Signals: LinkedIn, website tracking, certifications
• Prioritize HubSpot users in your pipeline (higher close rates)

New Motion: Finding Net-New HubSpot Customers

• Target companies newly adopting HubSpot
• Position your integration as part of their initial tech stack
• Capture early lifecycle revenue tied to HubSpot growth

Using Ecosystem Data & Signals

• Marketplace listing visitors & high-frequency accounts
• Crossbeam / shared customer data (for eligible partners)
• Reviewing CRM + pipeline for existing HubSpot users

Using Sales Call Intelligence

• Analyze call recordings + AI transcripts to:
  • Identify mentions of HubSpot usage
  • Spot integration gaps or workflow pain
  • Flag referral opportunities to HubSpot

Session Overview:

Learn how to position your solution to stand out in the HubSpot ecosystem and attract the right customers.

What We'll Cover:

Positioning with the “Better Together” Story

• Shift from “product pitch” → “HubSpot outcome”
• “Your Product + HubSpot = exponential value”
• Anchor to:
  • Existing HubSpot investment
  • Workflow transformation
  • Business outcomes

Content & Marketplace Strategy

• Create:
  • Use-case driven content (marketing, sales, CS)
  • “Day 1” quick wins and implementation guides
• Optimize your marketplace listing:
  • Demo videos, real workflows, case studies
  • Clear outcomes + strong reviews

Enabling HubSpot GTM Teams to Sell You

• Build:
  • Integration one-pagers
  • Feature comparison guides
  • Short demo videos
• Make it easy for HubSpot AEs/CSMs to:
  • Understand your value quickly
  • Recommend you confidently

Co-Marketing & Ecosystem Leverage

• Partner with agencies + other tech partners
• Run joint campaigns (Partner Growth Accelerator)
• Create shareable “better together” assets

Session Overview:

Turn qualified HubSpot prospects into customers by using integration-led sales motions and co-selling strategies.

What We'll Cover:

Discovery That Converts

• Ask questions tied to:
  • Workflow breakdowns
  • Data silos
  • Manual processes
• Tie pain directly to integration value

Demoing the Integration Story

• Structure:
  1. Problem inside HubSpot
  2. Your app solves it
  3. Data flows back into HubSpot
• Show workflows, not features

Handling Objections with Integration Angle

• “Too many tools” → reduces manual work
• “Budget” → maximizes HubSpot ROI
• “Complexity” → native + fast setup

Winning Competitive Deals

• Ask: “Do they integrate with HubSpot?”
• Position:
  • Non-integrated tools = inefficiency
  • You = building on existing investment

Driving Partner-Sourced Revenue

• Submit referrals via:
  • HubSpot Influenced Revenue Form (key for tier growth)
• Identify referral opportunities from:
  • Sales calls
  • Pipeline conversations
  • Existing customers

Co-Selling with HubSpot

• Track HubSpot leads + account ownership
• Build relationships with:
  • HubSpot AEs
  • CSMs
  • Solutions Partners
• Participate in active deals to:
  • Close faster
  • Increase deal size

What We'll Cover:

• Target HubSpot users first—they convert faster and buy bigger
• Lead with the better together story, not features
• Use data + signals to find high-intent prospects
• Enable HubSpot teams to sell you
• Drive growth through:
  • Referrals
  • Co-selling
  • Customer expansion

Where to find help: technology-partners@hubspot.com for program questions, developer platform documentation for technical support

What's coming next: Preview of next month's office hours topic — How to Find, Attract, and Win HubSpot Customers