1 HubSpot’s Partner Office Hours for Marketing Agencies & Consultants w/ Patrick Shea VAR Marketing Hashtag #HubSpotHours

HUBSPOT SERVICE MARKETPLACE An Introduction & Overview w/ Liz Ricklefs, Marketplace Manager

4 What is the Service Marketplace? 2 What’s there and who’s there? 3 Requirements to join? Best practices? 1 TABLE OF CONTENTS 4 5 Questions? 3

What is the Service Marketplace?

The Service Marketplace is... 5 Found: 1. (direct link outside the Product) 2. “Community” tab in Product navigation 3. Hubspot.com/Partners – All Partner Programs – In a nutshell: 55 active HubSpot Partners offering services from content creation to design to technical integrations.

What & Who is in there?

22 Services Available 7 1.Website Copywriting 2.Blog Articles 3.Premium Content 4.Video Production 5.Website Design/Redesign 6.*HubSpot CMS Design/Redesign 7.On-Page SEO 8.Off-Page SEO 9.Local SEO 10.Mobile Website Optimization 11.Social Media Marketing 12. Templates 13.Pay Per Click 14.Call to Action Buttons 15.Landing Page Designs 16.**Advanced Landing Pages 17.Lead Nurturing s 18.*CRM Integration 19.*eCommerce Integration 20.Google Custom Search 21.Do Inbound Marketing For Me 22.*HubSpot Academy Coaching *For HubSpot customers only ** For HubSpot Enterprise customers only

Requirements to join?

The Service Marketplace: Requirements to Be a Listed Provider 9 1.Be a HubSpot Certified Partner (with at least one active HS subscription for yourself or that you’ve sold another HS customer) 2.Have passed the inbound marketing examinbound marketing exam 3.Pay $500 per year for Partner Portal (HubSpot’s iteration of SFDC) and use it to manage all your service transactionsPartner Portal Learn more here. *Note: Providers must ensure all of their transactions up to date in the Partner Portal in order for customer numbers and CHI metrics to be accurate on the Marketplace. Failure to comply will result in a deactivation of listing.here

Best Practices?

Best Practices 11 Tips to getting more leads: 1.Upload examples 2.Ratings/reviews 3.Be timely and responsive on getting back to your requestors 4.Price competitively 5.Ensure Partner Portal accuracy The higher your customer count and customer satisfaction, the higher your ranking on the Provider directory.

Examples + Ratings & Reviews Featured (Liz picks rotation): Do Inbound Marketing For MeDo Inbound Marketing For Me Or by Partner – e.g. Hoi Moon’s Website Design/RedesignWebsite Design/Redesign Reviews available for every Provider for every service, e.g. Top Line Results DIMFMTop Line Results DIMFM 12

How do rankings work?

Rankings

What goes into CHI?

HOW SETUP HOW FREQUENT HOW SUCCESSFUL

Effort Goes Up CHI Goes Up Likelihood for Success Increases =

CHI and CHI+ Relevance to Partner Portal & Service Marketplace The number of "Customers" you are working with – anyone you've completed work for or are actively engaged in work for in each particular service category. The increase in Customer Happiness or "CHI+": – We take the starting CHI score – We take the ending CHI score – We show the average difference between the ending and starting CHI score for your customers for each particular service category 18 What is Customer Happiness or "CHI"? HubSpot measures the success of each customer using a "Customer Happiness Index" or "CHI" score. Our algorithm considers HubSpot software setup, usage, volume and quality of content and results from inbound marketing (i.e., increase in traffic, leads, keyword rankings, subscribers, followers).

An example.

Providers with Most Requests Why So Many Requests? These Providers… Have many customers Have customers with high CHI Have uploaded examples Have high ratings Some Providers do one thing and do it well – e.g. Pull Not Push, HubSpot CMS Design/Redesign Started by targeting a couple of services at low prices to build up a client base, then raised their prices on those services because they didn't need as many customers... and now they concentrate on just the services they specialize in/want to be known for. 20

Most Requested Services 21

Success Story Reasons LyntonWeb is so successful Did not happen overnight – been an agency since 1999! Knows HubSpot software & methodology inside and out Ability to grow from project-based to retainer-based services Reselling ability + service ability + technical development (App Marketplace) abilityApp Marketplace Never underestimate the hard work put in – this is not easy! 22 Success Story: LyntonWeb HubSpot Partner since 2008 Service Marketplace Provider since 2009 Watch the Case Study Video here.here.

FAQ

Why join?

Will I get new leads from the Service Marketplace?

26 I’m new. What do you recommend: specialize or list for all services?

27 Categories that may need more Providers?

FAQ 28 Q: Will I get new leads from the Service Marketplace? A: There are currently a handful of Providers who get a majority of the work. If you have no customers and therefore no CHI, you are better off working on building up your VARS Bundled base first. The Marketplace does not promise any number of leads when joining. Additionally, the majority of those wanting services are already HubSpot customers. Q: Why join? A: If you want to provide services, the goal is that this provides an opportunity for project- based work to lead to retainers. Keep in mind this will be mostly people that are already signed on to HubSpot. Q: I’m new. What do you recommend - specialize or list for all services? A: Right now, Do Inbound Marketing For Me is extremely competitive, as is HubSpot CMS Design/Redesign. While you can list for it and may do well with Buyers who are price- shopping, listing in other more niche categories may be helpful. Q: Categories that may need more Providers? A: Technical proficiency - CRM integrations of less popular and legacy systems. Q: Geography? Search features? A: In the future we hope to sort Providers by geography and add search functionality.

THANK YOU