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Partnership proposal

Better builder outcomes. New revenue opportunities for every partner.

A proposed strategic partnership between Shore, Betcher Consulting Group and HubSpot

Shore provides the sales methodology. Betcher Consulting Group translates approved methodology into practical CRM processes and tools. HubSpot provides the supporting platform. Together, the proposed partnership connects training, daily execution and manager coaching.

Betcher Consulting GroupShore ConsultingHubSpot
01
Sales methodology
Shore
02
CRM execution
Betcher Consulting Group + HubSpot
03
Builder growth
Training, daily execution, coaching
Prepared by
David Betcher, Betcher Consulting Group
Prepared for
Carey Naab, Wade Mayhue and Justin Kallberg
Proposed partners
Shore · HubSpot
01The opportunity

Bring sales methodology into the systems builders use every day.

By connecting complementary expertise and builder relationships, Shore, Betcher Consulting Group and HubSpot could create opportunities that each organization would be less likely to generate independently. The proposed partnership combines referrals, licensed methodology, implementation services and event participation into a coordinated commercial approach.

Builder value explains why customers would buy. This proposal also explains how each partner could earn additional business. For the builder, the result is a clearer line between what the team learns, what salespeople do each day and what managers reinforce.

PATH 1

Referrals and shared opportunities

Introduce builders to the right expertise at the right time.

PATH 2

Methodology applied in CRM

Turn approved training into tools salespeople use daily.

PATH 3

Content, events and Summit

Educate the market on putting training into practice.

This is not a software implementation alone, and not a sponsorship arrangement alone. Each path is expected to produce both a builder outcome and a separate commercial outcome for the partner delivering it.

02The builder experience

Close the gap between learning and doing.

Current challenge
Proposed experience
Training is hard to sustain when it is disconnected from daily tools.
Approved methodology is built into the screens and steps salespeople already use.
Salespeople must decide whom to contact, what matters and how to move forward.
Clear prompts and priorities guide the next conversation.
Conversations, engagement history and next steps become fragmented.
One record holds what the buyer shared and what was agreed.
Managers lack practical visibility into adoption and follow-through.
Coaching views show follow-through, not just activity counts.

Intended benefits

  • Clearer follow-up priorities.
  • More relevant, personal outreach.
  • Better capture of discovery information.
  • More consistent execution of agreed next steps.
  • Practical reinforcement of training.
  • Better-informed manager coaching.
03Three partners

Complementary roles, one builder outcome.

Shore

Proposed contribution

Sales methodology, coaching expertise, content guidance, approval of methodology applications, builder relationships and education or event opportunities.

Intended benefit

A practical way to reinforce approved training between coaching sessions, extend its application and identify appropriate training opportunities.

Betcher Consulting Group

Proposed contribution

Builder CRM strategy, implementation, translation of approved methodology into usable CRM tools, automation, reporting, sales enablement and user training.

Intended benefit

A repeatable implementation and enablement offering that connects CRM execution with an established sales methodology.

HubSpot

Proposed contribution

Platform expertise, product-fit evaluation, sales collaboration and assessment of available partner or marketing support, subject to approval and program requirements.

Intended benefit

A clearer homebuilder use case, appropriate platform adoption and stronger alignment between software and the builder's sales process.

Supporting notes+

Platform purchases, consulting engagements and Shore training services each keep their own scopes and agreements.

This proposal does not describe a joint legal entity, an approved bundled product or a shared contract.

04The revenue opportunity

Where additional business could come from.

Each partner would need a clear commercial reason to participate. The opportunities below are potential, not assumed. They describe where new business could originate if the partnership proceeds.

Shore

Potential revenue opportunities
  • New training and coaching engagements introduced through Betcher Consulting Group's builder relationships.
  • Licensing approved Shore methodology for use in CRM playbooks, templates and enablement materials.
  • Additional coaching and reinforcement engagements with participating builders.
  • Potential HubSpot sponsorship of Shore events, including the Shore Summit.
  • Referral compensation where agreed and permitted.

Betcher Consulting Group

Potential revenue opportunities
  • New CRM strategy, migration and implementation engagements introduced through Shore.
  • Paid configuration of approved Shore methodology within HubSpot.
  • Ongoing optimization, reporting, automation, training and support.
  • Consulting opportunities generated through joint education and Shore events.
  • A repeatable implementation offering that can be adapted for additional builders.

HubSpot

Potential revenue opportunities
  • New subscriptions from builders introduced through Shore and Betcher Consulting Group.
  • Expansion of existing subscriptions when additional capabilities address a validated builder need.
  • Qualified sales opportunities generated through Shore events, including the Shore Summit.
  • A practical homebuilder use case that strengthens platform evaluation.
  • Improved adoption that may support retention and future growth.
Direct revenue opportunities

Paid engagements one partner could invoice: training and coaching, content licensing, implementation and configuration services, ongoing support, platform subscriptions and expansions, event sponsorship, and referral compensation where agreed and permitted.

Supporting benefits

Conditions that make revenue more likely rather than revenue itself: market visibility, stronger platform adoption, access to builder relationships, a repeatable offering and practical use cases that support evaluation. These are not counted as earnings.

How one opportunity could connect

Example, not an agreed engagement

A builder attending a Shore event wants to improve sales follow-through. A coordinated discovery conversation identifies a need for training reinforcement and CRM improvements. Shore could provide approved training or licensed content, Betcher Consulting Group could deliver implementation and enablement, and HubSpot could provide the appropriate subscription. Each component would be scoped and purchased according to the builder's needs.

Opportunities can begin with any partner. A Betcher Consulting Group client may need Shore coaching, while a Shore client may need CRM implementation. No partner is expected to purchase all three services to take part.

Supporting notes+

No revenue projections, pricing, percentages or budgets are included in this draft. Figures would be developed only after program eligibility, delivery effort and commercial terms are validated.

Opportunities would be attributed once. Existing client revenue would not be reclassified as partnership revenue.

05Referrals and shared opportunities

A two-way referral relationship.

  • Shore can introduce builders evaluating CRM improvements to Betcher Consulting Group and HubSpot.
  • Betcher Consulting Group can introduce appropriate builders to Shore's training and coaching services.
  • The partners can collaborate on discovery and evaluation when that is useful to the builder.

We propose recognizing both direct introductions and meaningful influence in a buying decision, with eligibility and attribution agreed together.

Proposed process

  1. STEP 1
    Identify an opportunity
  2. STEP 2
    Confirm existing relationships
  3. STEP 3
    Agree roles and attribution
  4. STEP 4
    Coordinate discovery
  5. STEP 5
    Document the outcome

For each shared opportunity

  • A designated lead coordinator.
  • Clear responsibility for introductions and follow-up.
  • Agreement on what information may be shared.
  • Visibility into next steps.
  • Each organization remains accountable for its own services.

Potential partner-program revenue sharing

To explore

In addition to revenue from each organization's own services, the partnership could explore sharing eligible HubSpot partner-program revenue associated with qualifying builder referrals. This could provide an additional financial incentive for generating and supporting new platform opportunities, subject to HubSpot's applicable program rules and a separately agreed commercial arrangement.

How the concept would work
  1. STEP 1
    Shore introduces or meaningfully supports a qualifying builder opportunity.
  2. STEP 2
    Betcher Consulting Group and HubSpot help evaluate platform fit and coordinate the sales process.
  3. STEP 3
    If the opportunity qualifies for partner-program compensation, the parties could explore an agreed share of eligible revenue actually received by Betcher Consulting Group.
  4. STEP 4
    Any arrangement requires validation of program eligibility and whether the proposed sharing structure is permitted.
Kept distinct from this stream
  • Referral fees on consulting or implementation services.
  • Shore training and coaching referrals.
  • Content licensing.
  • Event sponsorship.
Decisions to resolve
  • Which referrals qualify.
  • How existing relationships and attribution are handled.
  • Whether the proposed revenue-sharing arrangement is permitted.
  • What compensation would form the basis of sharing.
  • The share, payment timing and duration.
  • Treatment of cancellations, refunds or program changes.

Referral eligibility, attribution, revenue participation and payment terms will be developed together.

Supporting notes+

HubSpot partner-program revenue, implementation-service referrals and Shore training referrals are treated as distinct streams. No revenue stream is assumed to be shareable.

This draft includes no percentage, guaranteed payment period or projected earnings. It does not assume Shore becomes a HubSpot partner or receives payments directly from HubSpot.

The proposed partnership term is separate from the duration of any eligible partner-program compensation.

06Methodology in daily CRM use

Turn approved training into daily tools.

Betcher Consulting Group's role is to connect approved methodology to practical system design, then help the team adopt it. Potential deliverables to scope and approve together:

Discovery playbooks

Guided playbooks and structured questions.

Motivation and intent fields

Aligned with the 4:2 framework, subject to Shore validating the methodology.

Follow-up prompts

Personalized prompts and templates.

Tasks and reminders

Support for agreed next steps.

Manager views

Support for coaching and adoption.

User training

Focused on real sales conversations.

What the buyer shares

Motivation, questions and next steps the buyer explicitly tells the salesperson. This is the foundation of the record.

Inferred digital engagement

Website and email activity can inform follow-up. It is context, not proof of motivation or readiness.

Supporting notes+

This proposal does not reproduce Shore content or describe the details of the 4:2 framework.

Content rights, approval, permitted distribution, maintenance, updates and licensing fees remain to be agreed.

07A proposed first pilot

A commercial validation, not only a technical one.

A recommended starting point for discussion, not an agreed scope. The pilot should answer one question: can we deliver meaningful builder value through an offering that is commercially worthwhile for each participating partner?

The journey

Illustrative
  1. 1A prospect attends an initial sales appointment.
  2. 2The salesperson records relevant motivation, questions and agreed next steps using an approved structure.
  3. 3CRM tools organize the information and support follow-up tasks.
  4. 4The salesperson reviews and personalizes outreach based on the conversation.
  5. 5Available engagement signals provide additional context.
  6. 6The manager reviews follow-through and uses the record to support coaching.

Potential pilot components

  • One approved discovery playbook.
  • A focused set of contact or deal properties.
  • Follow-up task and template examples.
  • A manager coaching view.
  • Targeted user training.
  • A review of adoption and builder feedback.

Agree before proceeding

  • What the builder will purchase.
  • What each partner will deliver and invoice.
  • Applicable content licensing and referral arrangements.
  • Delivery effort, costs and ongoing support.
  • Which elements can be reused with future builders.

The pilot is not assumed to be free. Scope, fees and responsibilities would be confirmed in advance.

Supporting notes+

Pilot builder, users, scope, effort, fees and responsibilities remain to be agreed.

Specific automation, scoring, AI and integration capabilities depend on subscriptions, configuration, permissions and technical validation. Any AI-generated outreach, if explored, would be reviewed by the salesperson before sending.

08Success measures

Measure what matters, then make it repeatable.

Before implementation, the pilot should establish baselines and agree how progress will be reviewed.

Operational measures
  • Adoption of the approved discovery playbook.
  • Completeness of discovery information.
  • Completion and timeliness of follow-up.
  • Manager use of coaching views.
  • Salesperson and manager feedback.
Longer-term outcomes
  • Buyer progression to an agreed next step, where reliably measurable.

Conversion changes have many causes. We would not attribute them solely to the pilot.

Commercial measures
  • Qualified opportunities introduced to each partner.
  • Introductions converted into paid engagements.
  • Incremental revenue won by each partner.
  • Expansion revenue from existing clients, reported separately.
  • Recurring revenue established, where applicable.
  • Event-generated meetings, opportunities and resulting revenue.
  • Delivery costs and effort, to assess commercial viability.

How sourced and influenced opportunities are recorded needs to be agreed. The same opportunity would not be counted twice, and existing revenue would not be counted as new.

From pilot to a repeatable offering

Reusable core

Approved content, configuration patterns, training materials and reporting.

+
Builder-specific configuration

Communities, sales processes, routing, integrations and subscription needs.

The partners would decide what to standardize, what requires customization and who maintains each component.

Supporting notes+

The offering is not yet available or approved. Packaging, licensing, delivery and pricing remain open.

09Content, events and the Shore Summit

Educate the market together.

A coordinated education plan can create interest, help builders evaluate their needs and lead to appropriate conversations about training, consulting or the platform.

Practical webinarsBuilder roundtablesSales and CRM workshopsApproved case studiesSummit participation and sponsorship

Example topics

Not scheduled
Bringing sales training into everyday CRM use.
Turning discovery conversations into relevant follow-up.
Using CRM information to support manager coaching.
Connecting buyer motivation with thoughtful sales execution.

The Shore Summit is a specific opportunity to explore

Proposal, not a commitment
Potential activities
  • Sponsorship selected from Shore's available packages.
  • Practical educational sessions.
  • CRM demonstrations showing approved methodology in use.
  • Scheduled builder discovery meetings.
  • Coordinated pre-event promotion and post-event follow-up.
Proposed responsibilities
  • Shore outlines event opportunities, audience information, packages and participation requirements.
  • HubSpot evaluates interest, budget, staffing and approval requirements.
  • Betcher Consulting Group helps shape practical content, demonstrations and implementation discussions, with effort and compensation to be agreed.

Summit sponsorship is one component of the wider relationship, not the relationship itself.

Supporting notes+

Sponsorship level, benefits, availability, budget, funding source and HubSpot participation remain open. No confirmed sponsorship, speaking slot, funding, attendee-data access, title sponsorship or exclusivity is assumed.

Joint branding, public case studies and use of builder results require approval.

10Starting plan and commercial framework

A phased path, with decisions made together.

PHASE 1

Align

Confirm shared objectives, roles, referral principles, content rights and the proposed pilot.

PHASE 2

Pilot

Select a mutually agreed builder use case, define deliverables, establish baseline measures and confirm scope.

PHASE 3

Evaluate

Review adoption, follow-through, builder feedback, qualified business opportunities and delivery cost.

PHASE 4

Expand

Refine the offering and decide whether to extend it to additional builders, content and events.

AreaTo agree
Revenue priorityWhich opportunities to pursue first, and what makes each worthwhile for the partner delivering it.
ReferralsQualification, existing relationships, attribution and revenue participation.
Partner-program revenueProgram eligibility, whether sharing is permitted, basis of compensation, timing and treatment of changes.
DeliveryImplementation scope, training responsibilities, support and fees.
ContentLicensing, approvals, permitted use and updates.
OwnershipPre-existing intellectual property, reusable configurations, builder-specific work and maintenance.
MarketingActivities, sponsorship, branding approvals and funding.
OperationsRelationship management, reporting and review cadence.
DurationAgreement term, renewal, termination and treatment of active engagements.
Supporting notes+

Shore expressed a preference for a multi-year partnership of at least three years. This is noted as a discussion preference, not an accepted term.

Partnership duration is separate from any HubSpot partner-payment period.

11The next conversation

The commercial decisions to make together.

  1. 1Which revenue opportunities should we prioritize first?
  2. 2What would make the relationship commercially worthwhile for each partner?
  3. 3What referral and licensing principles should we agree?
  4. 4What role could HubSpot play at the Shore Summit and other Shore events?
  5. 5Which first paid builder engagement could validate the approach?

Suggested next steps

Proposed
David
Refine the framework and outline a potential pilot scope.
Carey and Wade
Provide input on methodology, licensing, content approvals and event opportunities.
Justin
Help validate relevant HubSpot requirements, partner-program rules, platform considerations and potential support.
Together
Agree the next review, workstream owners and decisions needed to proceed.

Let's agree on the commercial framework, then build a practical first step together.

David Betcher, Betcher Consulting Group