HubSpot Solutions Partner Certification Answers 2024 [Latest]

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FAQ – HubSpot Solutions Partner Certification Answers

Check out some following HubSpot Solutions Partner Exam Answers:

In the partner toolset, where can you go to see your current tier performance, track your progress toward the next tier, and review additional tier requirements?

• The partner dashboard
• The tier dashboard
• The Partner Resource Center
• Partner training in HubSpot Academy

True or false? Your sold and managed MRR are tracked against separate, dollar-based targets.

• True
• False

Where in the Partner Dashboard are you able to bulk add multiple employees to client accounts?

• Client Dashboard
• Account and Billing
• Your Team
• Confirmation Links

Your email address is kdunn@crm-pilots.com—what is your approved email domain?

• com
• com
• crm-pilots.com
• kdunn@

Which of the following types of email communication will be sent to the user identified as a Solutions Partner’s primary point of contact?

• Product launches
• Exclusive event invitations
• Program change notices
• All of the above

Fill in the blanks: _________ is who HubSpot should contact with important updates, and your _________ is what HubSpot uses to identify your employees for communications, certifications credit, and managed credit for tiers.

• Primary point of contact, approved email domain
• Renewal owner, approved email domain
• Primary point of contact, deal registration
• Renewal owner, deal registration

All of the following could be example posts on the Partner News Blog, except:

• A list of partners who have recently tiered up
• Product launch announcements and resources
• Competitive intelligence
• Long-form content sharing program vision and strategy
• Impact Award winners

True or false? When a customer signs their HubSpot contract, their initial terms lock in for all future renewals.

• True
• False

You’re working with a new prospect and you’re unsure of which edition of the software to best meet their unique needs. Which point of contact at HubSpot should you meet with for next steps?

• Channel Consultant
• Renewal Manager
• Channel Account Manager
• Partner Specialist

You notice the Platform Engagement Index for your clients is low and identify the opportunity to raise the score via HubSpot Academy certifications. Which point of contact at HubSpot should you meet with for next steps?

• Channel Consultant
• Renewal Manager
• Channel Account Manager
• Partner Specialist

A Solutions Partner has created a Confirmation Link, chose the products their prospect is purchasing, and confirmed the preview tab. What should they do next?

• Send it to their CAM so it can be forwarded to their prospect
• Send it to their prospect directly to sign
• Follow up with their prospect as its been sent automatically
• Follow up with their Renewal Manager to get approval on contract terms

True or false? Solutions Partners are able to communicate with HubSpot Sales within a shared deal.

• True
• False

Two Solutions Partners are providing services for a new HubSpot customer, but neither registered the domain. Neither partner has been referred in, or have referred the other. Who takes priority for Sold MRR credit?

• The partner who confirmed involvement first
• The partner who is providing onboarding services on the higher-value subscription
• Both partners split the MRR credit
• Neither partner gets MRR credit

Two Solutions Partners are providing services for a new HubSpot customer, but neither registered the domain. If one partner referred in the second partner, who takes priority for Sold MRR credit?

• The referring partner
• The referred-in partner
• Both partners split the MRR credit
• Neither partner gets MRR credit

You want to build a new menu of services to complement your firm’s existing skill set. Which point of contact at HubSpot should you meet with for next steps?

• Channel Consultant
• Renewal Manager
• Channel Account Manager
• Partner Specialist

What is the name of the dedicated web series and podcast for Solutions Partners?

• INBOUND
• Agency Unfiltered
• Partner Resource Center
• The Hustle

A member of your team wants to review the Solutions Partner Tiers and Benefits guide for this year. Where should they go?

• Client Dashboard
• Partner Resource Center
• Seismic
• Capacity Manager

Which of the following is NOT displayed in the sidebar when you click a client name listed in the Overview section of the Client Dashboard?

• Current month performance for contact and email tiers
• Tool usage breakdown and a breakdown of most-used tools
• Platform Engagement Index score
• Traffic and conversion performance of your client’s account

Which of the following is NOT a method for filtering/sorting Solutions Partners in the directory?

• Certifications
• Industry
• Language
• Team Size

A HubSpot Marketing Hub Starter customer you’re working with has a campaign prepared to send 15,000 emails on a contact tier of 1,000. What contact tier is required at their subscription level to successfully execute their email strategy?

• 1,000
• 2,000
• 3,000
• 5,000

A HubSpot Marketing Hub Professional customer you’re working with has a campaign prepared to send 25,000 emails on a contact tier of 2,000. What contact tier is required at their subscription level to successfully execute their email strategy?

• 2,000
• 7,000
• 12,000
• 17,000

A HubSpot Marketing Hub Enterprise customer you’re working with has a campaign prepared to send 150,000 emails on a contact tier of 10,000. What contact tier is required at their subscription level to successfully execute their email strategy?

• 10,000
• 20,000
• 30,000
• 50,000

If a HubSpot Marketing Hub Professional customer has a contact tier of 3,000 contacts, how many emails are they able to send per calendar month without adjusting their contract?

• 10,000
• 15,000
• 30,000
• 60,000

Which of the following is/are option(s) for a client’s “Renewal Communication Owner”?

• HubSpot
• Solutions Partner
• HubSpot OR Solutions Partner
• HubSpot AND Solutions Partner

If a registered lead of yours purchases HubSpot for $1,000 USD/month, what will your payment be?

• $100 paid out monthly
• $200 paid out monthly
• $600 paid out quarterly
• $2,400 paid out annually

What cadence is revenue share paid out to Solutions Partners?

• Weekly
• Monthly
• Quarterly
• Annually

How is revenue share calculated?

• 10% MRR for as long as a partner remains in the Partner Program
• 10% MRR for as long as the clients’ products remain active
• 20% MRR for as long as a partner remains in the Partner Program
• 20% MRR for as long as the clients’ products remain active

True or false? Solutions Partners who co-sell with HubSpot via the Partner Collaboration process receive both revenue share and Sold MRR credit.

• Solutions Partners receive both revenue share and Sold MRR credit via Partner Collaboration only.
• Solutions Partners receive both revenue share and Sold MRR credit for all co-sold sales opportunities.
• Solutions Partners can only receive Sold MRR credit.
• Solutions Partners receive neither revenue share nor Sold MRR credit

Fill in the blank: When a domain is already registered by a HubSpot Direct Rep, you can still win the right to Sold MRR credit through the _____ what process?

• “Best Partner Wins”
• “Partner Collaboration”
• “Capacity Management”
• “Touchless Selling”

In a Best Partner Wins scenario, your Channel Account Manager is allowed to provide you competitive intelligence, including:

• Which Solutions Partner registered the domain
• The competitiveness of your scoped work
• The CAM of the other partner
• None of the above

Fill in the blank: When a domain is already registered by another Solutions Partner, you can still win the right to both revenue share and Sold MRR credit through the _____ process?

• “Best Partner Wins”
• “Partner Collaboration”
• “Capacity Management”
• “Touchless Selling”

Why should Solutions Partners leverage the “Share Note” button within a shared deal?

• Collaborate with other users from their team in the deal
• Collaborate with HubSpot in the deal
• Submit the domain for registration
• Export their sales opportunity into a .CSV

True or false? When a Solutions Partner creates a shared deal, HubSpot will also attempt to register the domain automatically.

• True, domain registration will always be attempted
• True, but domain registration will only be attempted if selected by the partner
• False, domain registration is not automatically attempted
• False, domain registration can only be managed by CAMs

Once a shared deal has been created, the new pipeline created in a Solutions Partner’s HubSpot account is called?

• HubSpot Shared Selling Pipeline
• HubSpot Channel Account Manager
• HubSpot Account and Billing
• HubSpot Capacity Manager

How are Solutions Partners able to claim a prospective company they want to work with and/or sell HubSpot to?

• Domain registration
• Deal registration
• Both deal and domain registration
• Neither deal nor domain registration

Which of the following is not a feature of the HubSpot Projects tool?

• Structured lists of tasks and reminders
• Proof of involvement submittal
• Task assignments with due dates
• Collaborative engagement with your CAM and CC

Which of the following is NOT a document that’s stored in the Documents page in the Account and Billing section of your HubSpot account?

• Tax forms
• Solutions Partner Program agreement
• Banking information
• Client renewal details

Which assigned point of contact helps Solutions Partners with service package development, delivery strategies, and onboarding?

• Channel Consultant
• Renewal Manager
• Channel Account Manager
• Partner Specialist

What do you have to tag each user in your HubSpot account to ensure Managed MRR credit when they are active in client portals?

• Assigned Client
• Administrator
• Partner Employee
• Client User

What is the name of the space built exclusively for Platinum+ Solutions Partners that houses product sneak peeks, competitive intelligence, and confidential information?

• Partner Dashboard
• Seismic
• Partner Resource Center
• Confirmation Link

Under the product resources section of the Partner Resource Center, you’ll find all of the following for each Hub, except:

• Demo walkthroughs
• Customer fit matrices
• Pitch decks
• Special pricing for channel customers

Which of the following is not a category of assets in the Partner Resource Center?

• Product Resources
• Program Resources
• Renewal
• Networking and Community

True or false? When created through the Confirmation Links tool of the Partner Dashboard, a confirmation link is sent automatically to your client for proof of involvement.

• True
• False

Which assigned point of contact helps Solutions Partners with sales process development, coaching, and co-selling HubSpot?

• Channel Consultant
• Renewal Manager
• Channel Account Manager
• Partner Specialist

Fill in the blank: While in the Client List section of the Partner Dashboard, _________ is where you can leverage HubSpot’s calculation for determining how embedded a client is with the HubSpot platform.

• Overview
• HubSpot Team
• Renewals
• Platform Engagement Index

The Platform Engagement Index scores your clients from 0-10 based on all of the following factors, except:

• Tool usage
• Amount of users
• Integrations
• Certifications

Fill in the blank: While in the Client List section of the Partner Dashboard, _________ is where you can find a breakdown of your client’s contracts and communication owners.

• Renewals
• Overview
• Platform Engagement Index
• Confirmation Links

Fill in the blank: While in the Client List section of the Partner Dashboard, _________ is where you can see pertinent client information, including HUB ID and purchased products.

• Confirmation Links
• Overview
• Platform Engagement Index
• Renewals to act on

True or false? Accreditations, a form of credential that provides results-based validation of skills, can be found in the “Partner Training” tab of HubSpot Academy for all Solutions Partners.

• True
• False

In the “Partner Training” tab of HubSpot Academy, these Hub-specific courses teach partners about project managing systems configuration, migration, and onboarding engagements.

• “Demo” certification courses
• “Implementation” certification courses
• “Onboarding” certification courses
• “Legal Training” courses

True or false? HubSpot designed a tier structure to match Solutions Partner growth paths in 2016, and these tier requirements remain unchanged.

• True
• False

Which of the following is NOT a requirement for achieving a tiered status in the Solutions Partner program?

• At least 5 reviews in the Solutions Directory
• An active Solutions Partner Certification
• A median client tool usage of 3+
• The MRR thresholds for a particular tier

True or false? Managing activity in a client’s portal will only register as Managed MRR when a Solutions Partner’s partner approved email domain is being used.

• True
• False

What percentage of a client’s HubSpot software subscription do Solutions Partners receive revenue share for on registered leads?

• 10%
• 15%
• 20%
• 25%

I have completed the “Security Tips and Next Steps” training and understand my obligations as a HubSpot Solutions Partner Program participant.

• True
• False

I have completed the “Intellectual Property Training for Solutions Partners”, reviewed HubSpot’s Branding, Trademark, and Content Usage guidelines, and understand my obligations as a HubSpot Solutions Partner Program participant.

• True
• False

I have completed the “Confidentiality Training for Solutions Partners”, reviewed the HubSpot Solutions Partner Program Agreement, and understand my business’s confidentiality obligations as a HubSpot’s Solutions Partner Program participant.

• True
• False

True or false? A completed confirmation link is required in order for a Solutions Partner to receive sold credit and revenue share.

• True
• False

When a domain is already registered by another Solutions Partner, you can still win the right to both revenue share and Sold MRR credit with what?

• A CAM advocating for your involvement
• A client-signed confirmation link
• A partner-signed proof of involvement
• If a partner has already registered a domain, you can’t win the right

Which of the following are the two key metrics that dictate your progression through the Solutions Partner Program’s tiering structure?

• Sold MRR, Managed MRR
• Sold MRR, Lead Registration
• Managed MRR, MRR Retention
• MRR Retention, Lead Registration

Which of the following is NOT a core tenet of the Solutions Partner Program?

• To make it easier to grow with HubSpot
• To partner with HubSpot
• To connect with customers and partners
• To help all partners sell marketing services

Fill in the blank: _________ is the process of claiming a prospective company that you want to refer to or resell HubSpot to at some point.

• Revenue share
• Lead registration
• Partner onboarding
• Rider letter

Which of the following are the two key metrics that dictate your progression through the Solutions Partner Program’s tiering structure?

• Sold MRR, Managed MRR
• Sold MRR, Lead Registration
• Managed MRR, MRR Retention
• MRR Retention, Lead Registration

For a Solutions Partner’s calculated Sold MRR metric, the qualifying amount is from which duration of time?

• Trailing 3 months
• Trailing 6 months
• Trailing 12 months
• The total amount calculated is not time bound

OLD QUESTIONS

1. True or false? You’re talking with another HubSpot Solutions Partner and you start talking about your ideal buyer profiles. Since you are both HubSpot Solutions Partners, you should have the same ideal buyer profile.

• True
• False

2. You open a connect call with a target account like so, “Hi Ms. Prospect, this is John from Inbound Implementation. I saw a Huffington Post article naming your company as one of the top in your industry. Your strategy and growth are impressive. I work with companies like yours that are already doing well online, but are still struggling with converting traffic into more leads and sales. Does that sound familiar? Are you focused on lead generation?” What should you do to improve it for next time?

• After you introduce yourself, ask for permission before moving forward.
• Be more explicit in the solutions you can provide.
• Find someone at the prospect’s company you know personally and reference their name.
• Don’t make any changes, this sound bite follows all of the best practices.

3. You are at the end of the solution design and planning call with a prospect, but you don’t feel they have bought-in and are confident in your plan. What step(s) should you take?

• Ask the prospect how they feel. Use a tie-down question such as “What do you feel least confident about?”
• Continue to move forward. When you try to close, you’ll learn whether or not they have bought-in.
• Back up in the sales process. Find out where you lost the prospect and don’t move forward unless you are both in agreement.
• A and C
• A and B

4. The inbound sales framework includes the following stages:

• Open, connect, explore, close
• Identify, connect, explore, advise
• Attract, convert, explore, delight
• Identify, convert, explore, close

5. True or false? Your HubSpot channel account manager can join sales calls with you and your prospects.

• True
• False

6. You’re talking with a prospect and you spend most of the conversation asking questions to understand their situation and to see if you can help. Which of the following guiding principles does this highlight?

• Stop pitching and aim to help.
• Differentiate and target.
• Emphasize the inbound methodology.
• The inbound sales framework.

7. Fill in the blanks: Your _________ describes the type of person you’re targeting, whereas your _________ describes the type of company you’re targeting.

• buyer persona, target market
• target market, buyer persona
• buyer profile, target market
• buyer persona, qualified lead

8. Which of the following is the recommended, primary use for the prospect fit matrix?

• Determining whether or not the prospect needs your help.
• Ranking and prioritizing your list of prospects.
• Determining whether or not the prospect will buy.
• Disqualifying prospects before presenting and closing.

9. True or false? To use the prospect fit matrix, you must have a conversation with the prospect first.

• True
• False

10. If you have a list of former clients and a list of current, project-based clients, which lead generation strategy would be the fastest way to get started selling retainers?

• Looking to existing relationships
• Targeting by vertical
• Targeting by location
• Focusing on target accounts

11. You and your firm’s cofounder both worked in higher education for years before starting the company. You agree that because of your past experience, you want to work with clients in the same industry you’re familiar with. You feel you have the opportunity to build specialized content marketing campaigns for higher education clients and can be proactive when building lead generation campaigns. Which lead generation strategy would be the fastest way to get started selling retainers?

• Looking to existing relationships
• Targeting by vertical
• Targeting by location
• Focusing on target accounts

12. A colleague sends you a link to a company that they think would be a good fit for services with your organization. You start looking at the company’s website, and you notice they meet a lot of the secondary criteria of the prospect fit matrix, but they aren’t capturing leads through their website and they don’t sell something that involves a considered purchase process. Based on the prospect fit matrix, is this company a good fit for an inbound retainer?

• Both the primary and secondary criteria is important in determining prospect fit, and since the company meets the majority of these, it’s a good fit.
• The primary criteria is the most important in determining prospect fit. Even though they meet some secondary criteria, it is unlikely to be a good fit.
• The company already wants to work with you, and as long as a prospect meets at least one of the primary fit characteristics, they’re probably a good fit.
• A prospect must meet all of the primary and secondary criteria to be considered a good fit.

13. Which of the following is NOT considered a goal of the connect call?

• Establish an initial relationship with your prospect.
• Explain what inbound is to the prospect.
• Understand your prospect’s challenges and if you’re able to help.
• Schedule the exploratory meeting.

14. Fill in the blank: The _______ technique is an effective way to address resistance.

• give and get
• CEO test
• power statement
• opponent-process

15. You open a connect call with an inbound lead with the following sound bite: “Hello, this is Samantha from Inbound Pros. The reason I’m calling is that I got a note that you downloaded an ebook on content marketing from our website this morning. Does that ring a bell? I was calling to follow up and see how I might be of assistance.” What should you do next?

• Based on what they downloaded, offer another content offer.
• Start a dialogue and ask what they were looking for help with when they downloaded your ebook.
• Reference their job title on LinkedIn and explain how your organization can solve their goals.
• Try to schedule the exploratory meeting.

16. You’ve just used a positioning statement with a prospect and they say the situation doesn’t resonate with their company. Should you try again with a different positioning statement?

• Be respectful of your prospect and back off.
• Always come with a backup positioning statement and try again.
• If the positioning statement didn’t resonate with the prospect, they probably aren’t a good fit. Use this as an opportunity to politely end the call.
• Yes, but this time, use two positioning statements in a row to better your odds at finding a situation that resonates.

17. True or false? During the exploratory call, it’s best to discuss budget in the beginning. It’s something that is already on your prospect’s mind, and if you’re in different budget ranges, it’s best to know at the beginning of the call.

• True
• False

18. You’re about to close your exploratory call. Based on what you’ve learned from the prospect, they are a great fit for working with your organization and they seem excited about inbound marketing. The CEO of the company asks you to create a proposal for their team because they couldn’t all be on the call. What should you do?

• Because they seem like a good fit for your organization and for an inbound retainer, agree to create the proposal.
• Instead of a proposal, offer to set up another exploratory call at a time when the rest of the team can meet.
• Suggest that you schedule a solution design and planning call instead so that you can understand their goals and put together the right activities to help them reach those goals.
• Assign homework for the team to complete. If they do the action items, create a proposal.

19. Studies show that prospects forget 50-80% of what was discussed only a single day later. How can you avoid that happening?

• Assign your prospect homework, like a questionnaire.
• Summarize and recap your exploratory meeting with a follow-up email.
• Schedule a solution design and planning call no later than one week after the exploratory meeting.
• Test for budget as you close the exploratory call.

20. In the connect call, the “give and get” helps you _______, but in the exploratory call, the “give and get” helps you _______.

• address resistance, assess fit
• address resistance, discover goals and challenges
• develop a positioning statement, develop a power statement
• develop a positioning statement, discover goals and challenges

21. You wrap up an exploratory call with a prospect and after going through CGP, TCI, and BA, you give them a score of 5 out of 10 (10 being the highest). You decide to assign the prospect more homework to see if they’re committed to inbound. Is this a good decision?

• Any time a prospect scores five or below, don’t spend more time on them.
• De-prioritize the prospect and spend less time and effort on them.
• If you think they might still be a good fit, you could test the prospect’s commitment by assigning more homework.
• You should assign homework to all your prospects. You might have missed something during the exploratory call, and the prospect could surprise you.

22. During the exploratory call, you ask the prospect, “Have you considered doing more of what you’re already doing today as a way of reaching your goals?” What are you trying to uncover with this question?

• The prospect’s cost of inaction
• The prospect’s need
• The prospect’s timing
• The prospect’s plan

23. True or false? When running a solution design and planning call, you should develop at least one plan for each inbound target: visitors, leads, and customers.

• True
• False

24. True or false? When translating goals to inbound targets, it’s best to focus on increasing your client’s close rates. Getting new customers is ultimately what your client will care about, so this will resonate most.

• True
• False

25. What is the recommended approach to translating a prospect’s goals into measurable targets?

• Assign homework so you already have this information before the call.
• Conduct the meeting over video to make it a more personal experience.
• Wait to cover measurable targets until the prospect has your proposal to encourage them to close.
• Do the exercise via a whiteboard or spreadsheet to run through different scenarios.

26. By proposing the “right solution at the right time,” you’re doing what?

• Still accepting project-based work if the prospect can’t afford your retainer.
• Offering only 12-month commitments to your retainers because inbound takes time.
• Kicking off your engagement with a trial period to establish quick wins first.
• Coaching your prospect to manage inbound internally.

27. True or false? At some point in the sales process, you must demo the HubSpot software.

• True — the prospect is going to be purchasing a HubSpot license, so they should see what they are getting for their money.
• True — the prospect needs to see all the HubSpot tools so they can pick and choose which ones they’d like you to focus on in your services retainer.
• False — showing prospects the HubSpot software might derail the conversations to revolve around budget.
• False — it’s generally a good idea, but not always. The prospect is ultimately buying your services and your ability to deliver.

28. Because of the proliferation of disconnected tools, what do companies end up investing in?

• Platforms
• Apps
• A systems administrator
• More disconnected tools

29. Which of the following is NOT an objective of the exploratory call?

• The prospect should receive tips for improving their online marketing strategy
• The prospect should review their marketing goals and challenges
• The Solutions Partner should qualify and excite the prospect
• The Solutions Partner should translate the prospect’s goals to inbound targets

30. Which framework should you use to assess fit with a prospect?

• BANT
• GPCT
• CGP, TCI, and BA
• The CEO test

31. Fill in the blank: After opening the call, the second step of the solution design and planning call is to translate your prospect’s goals into ____________.

• measurable inbound targets
• the CEO test
• CGP, TCI, and BA
• SMART inbound goals

32. Fill in the blank: a mid-sized business today uses more than _________ pieces of software and works with at least five different service providers to cover their full customer experience.

• 10
• 50
• 75
• 250

33. Fill in the blank: for every dollar spent on technology, companies spend as much as _________ more on corresponding services.

• As much as 2x
• As much as 5x
• As much as 10x
• As much as 100x

34. Which of the following is NOT a core tenet of the Solutions Partner Program?

• To make it easier to grow with HubSpot
• To partner with HubSpot
• To connect with customers and partners
• To help all partners sell marketing services

35. Fill in the blank: _________ is the process of claiming a prospective company that you want to refer to or resell HubSpot to at some point.

• Revenue share
• Lead registration
• Partner onboarding
• Rider letter

36. Which of the following are the two key metrics that dictate your progression through the Solutions Partner Program’s tiering structure?

• Sold MRR, Managed MRR
• Sold MRR, Lead Registration
• Managed MRR, MRR Retention
• MRR Retention, Lead Registration

37. For a Solutions Partner’s calculated Sold MRR metric, the qualifying amount is from which duration of time?

• Trailing 3 months
• Trailing 6 months
• Trailing 12 months
• The total amount calculated is not time bound

38. True or false? A signed rider letter is required in order for a Solutions Partner to waive the required HubSpot onboarding for their client.

• True
• False

39. In the first step of defining your inbound service offering, you must choose whether your firm is a/an:

• Expert or Generalist
• Specialist or Growth
• Primary or Secondary
• Alpha or Beta

40. What is your standard set of inbound services?

• The set of inbound services that are guaranteed to meet all your client’s needs
• The top 10 proven most effective services across the HubSpot Partner community
• The most common set of inbound services you expect to offer to your most common type of prospects
• The percentage of time calculated as billable to your clients

41. All of the following are reasons why it’s important to have a standard set of inbound services EXCEPT:

• A standard set of inbound services gives you a starting point when putting together services for a new client so that you don’t have to start from scratch each time.
• A standard set of inbound services that helps you think through what type of prospects and needs you want to address.
• A standard set of inbound services helps you identify if you have the capabilities to deliver on your standard services and plan to develop them if not.
• A standard set of inbound services represents a perfectly packaged set of services so that you don’t have to customize your services anymore for prospects.

42. True or false? A full service inbound offering is a comprehensive set of inbound services designed to help a client meet their goals, and a lightweight service inbound offering is only one or a few services designed to help your clients begin making progress against their goals.

• True
• False

43. Once you’ve determined your total engagement cost, what’s the best way to set your markup?

• Be consistent — use the same markup for all your clients.
• Use a 20% markup per industry standards.
• Use the median average of your minimum markup and high markup.
• Consider a range based on your minimum markup, high markup, and value-based price.

44. What is the difference between markup percentage and margin percentage?

• Nothing, they are the same thing.
• Different; markup % is always higher than margin %.
• Different; margin % is always higher than markup %.
• Different; it can vary whether markup % or margin % is higher.

45. With an 80% utilization rate and a 30% overhead on a $24/hour salary, your new hourly cost would be (in USD):

• $23/hour
• $39/hour
• $50/hour
• $144/hour

46. True or false? You need time-tracking to be able to calculate the utilization rate of your team.

• True
• False, and it’s encouraged not to use one
• False, but it’s encouraged to use one

47. If you want to learn how to communicate a top-notch value proposition of HubSpot and the flywheel, which course would you take?

• Partner Demo Course
• Delivering Your Why Go HubSpot Educational Pitch
• Grow Accounts Better with Expanded Services
• Guided Client Onboarding Certification

48. If you want to learn how to create repeatable, scalable onboarding processes for your clients, which course would you take?

• Partner Demo Course
• Delivering Your Why Go HubSpot Educational Pitch
• Grow Accounts Better with Expanded Services
• Guided Client Onboarding Certification

49. If you want to learn how to plan and deliver an impactful, personalized demo of HubSpot that focuses on the goals and challenges of your client, which course would you take?

• Partner Demo Course
• Delivering Your Why Go HubSpot Educational Pitch
• Grow Accounts Better with Expanded Services
• Guided Client Onboarding Certification

50. True or false? Partners who achieve advanced certifications are eligible to be matched with upmarket HubSpot prospects for implementation and/or migration services?

• True
• False

51. When looking to gather relevant business information from a prospect, all of the following are good questions to discover pain points EXCEPT:

• “Why do you think that is?”
• “What’s your plan to address it?”
• “What are you considering as a budget for addressing that?”
• “How long has that been a challenge for you?”

52. To determine the value-based price point for your work, it’s important to understand:

• How many new customers you’re likely to help your client drive.
• You client’s customers’ average purchase size.
• The number of purchases your client’s average customer makes.
• All of the above.
• None of the above.