Partner channel
Resellers, agencies, systems integrators, marketplaces, or app ecosystems that sell or extend the product.
Counts as evidence: The company discloses a partner program or a share of revenue through partners.
Who ran it
Zoom · Sales routed by deal size, land and expand · 2016 to 2020
Partner channel SupportingA channel team ran resellers and strategic partners, and the App Marketplace for third-party integrations was announced in 2018.
Zoom · Enterprise platform and AI · 2021 to now
Partner channel SupportingThe channel now runs from resellers to global system integrators, service providers, and independent software vendors.
HubSpot · Naming inbound, then selling it by phone · 2006 to 2014
Partner channel SupportingMarketing agencies used HubSpot and referred customers on commission. Agency partners and their referrals were about 42% of customers and 33% of revenue in the first half of 2014.
HubSpot · Free CRM and the first freemium products · 2014 to 2018
Partner channel PrimaryMore than 3,500 agencies partnered with HubSpot, and they and their referrals were about 49% of customers and 40% of revenue in 2016.
HubSpot · Free to Enterprise on one platform · 2018 to 2022
Partner channel PrimaryRenamed Solutions Partners, the channel was about 34% of customers and 44% of revenue in 2021, a share of revenue that kept rising.
HubSpot · Beyond search: owned media and answer engines · 2022 to now
Partner channel PrimarySolutions Partners and their referrals were about 25% of customers but 49% of revenue in 2025, and co-selling with HubSpot's sales team grew 29% a year.