{
  "meta": {
    "source": "Lynton HubSpot pricing analysis — 2026-05 partner-portal audit + 2026-07 client-portal captures (real subscription data, growing)",
    "usd_accounts_analyzed": 147,
    "non_usd_excluded": 7,
    "line_items": 1340,
    "all_dollars": "USD, annual, LIST price unless noted",
    "pii": "none — aggregates only",
    "dataset": "HubSpot Pricing Benchmarks (2026) — Lynton",
    "canonical": "https://www.lyntonweb.com/library/data/hubspot-pricing-benchmarks",
    "license": "CC BY 4.0 — https://creativecommons.org/licenses/by/4.0/",
    "cite_as": "Lynton, HubSpot Pricing Benchmarks (2026)"
  },
  "portfolio": {
    "paying_accounts_audit": 142,
    "total_arr_usd_audit": 8624686,
    "avg_arr_per_account_usd": 60737,
    "revenue_concentration": "top 18 accounts (13% of base) = 44% of USD revenue",
    "revenue_tiers_audit": {
      ">100k": {
        "accounts": 18,
        "revenue": 3605916
      },
      "50k-100k": {
        "accounts": 37,
        "revenue": 2493447
      },
      "25k-50k": {
        "accounts": 42,
        "revenue": 1554199
      },
      "10k-25k": {
        "accounts": 24,
        "revenue": 475902
      },
      "<10k": {
        "accounts": 14,
        "revenue": 64018
      }
    }
  },
  "acv_annual_usd": {
    "note": "net_price basis differs by billing frequency; three lenses provided",
    "annually_billed_only": {
      "n": 44,
      "sum": 4051160,
      "mean": 92072,
      "median": 65799,
      "p10": 24576,
      "p25": 40955,
      "p75": 135570,
      "p90": 207835,
      "p95": 240769
    },
    "annualized_net_all": {
      "n": 146,
      "sum": 11394618,
      "mean": 78045,
      "median": 51332,
      "p10": 15690,
      "p25": 29736,
      "p75": 90946,
      "p90": 178867,
      "p95": 237739
    },
    "raw_netsum_mixed_basis": {
      "n": 146,
      "sum": 7549545,
      "mean": 51709,
      "median": 32445,
      "p10": 2910,
      "p25": 12246,
      "p75": 64935,
      "p90": 134142,
      "p95": 207835
    }
  },
  "list_price_catalog": {
    "hub_base_annual": {
      "Marketing Hub|Professional": {
        "n": 57,
        "median": 10680,
        "min": 800,
        "max": 16560
      },
      "Sales Hub|Professional": {
        "n": 62,
        "median": 6000,
        "min": 300,
        "max": 49200
      },
      "Data Hub|Professional": {
        "n": 30,
        "median": 9600,
        "min": 800,
        "max": 9600
      },
      "Marketing Hub|Enterprise": {
        "n": 65,
        "median": 43200,
        "min": 3600,
        "max": 43200
      },
      "Service Hub|Starter": {
        "n": 5,
        "median": 240,
        "min": 50,
        "max": 600
      },
      "Sales Hub|Enterprise": {
        "n": 60,
        "median": 15525,
        "min": 450,
        "max": 129600
      },
      "Service Hub|Professional": {
        "n": 39,
        "median": 6000,
        "min": 100,
        "max": 20400
      },
      "Content Hub|Professional": {
        "n": 30,
        "median": 6000,
        "min": 500,
        "max": 9360
      },
      "Data Hub|Starter": {
        "n": 13,
        "median": 240,
        "min": 20,
        "max": 240
      },
      "Marketing Hub|Starter": {
        "n": 7,
        "median": 600,
        "min": 20,
        "max": 600
      },
      "Content Hub|Starter": {
        "n": 4,
        "median": 40,
        "min": 20,
        "max": 300
      },
      "Content Hub|Enterprise": {
        "n": 14,
        "median": 18000,
        "min": 4500,
        "max": 18000
      },
      "CMS Hub|Professional": {
        "n": 10,
        "median": 4800,
        "min": 900,
        "max": 4800
      },
      "Data Hub|Enterprise": {
        "n": 8,
        "median": 24000,
        "min": 6000,
        "max": 24000
      },
      "CMS Hub|Enterprise": {
        "n": 7,
        "median": 14400,
        "min": 3600,
        "max": 14400
      },
      "Service Hub|Enterprise": {
        "n": 16,
        "median": 11400,
        "min": 300,
        "max": 49500
      },
      "Operations Hub|Enterprise": {
        "n": 3,
        "median": 6000,
        "min": 6000,
        "max": 6000
      },
      "Operations Hub|Starter": {
        "n": 3,
        "median": 50,
        "min": 50,
        "max": 600
      },
      "Sales Hub|Starter": {
        "n": 3,
        "median": 240,
        "min": 60,
        "max": 240
      }
    },
    "seat_per_year": {
      "seat_core|Professional": {
        "n": 14,
        "median": 600,
        "min": 50,
        "max": 600
      },
      "seat_core|Enterprise": {
        "n": 47,
        "median": 900,
        "min": 75,
        "max": 8640
      },
      "seat_sales|Professional": {
        "n": 9,
        "median": 1200,
        "min": 100,
        "max": 1200
      },
      "seat_sales|Enterprise": {
        "n": 8,
        "median": 960,
        "min": 360,
        "max": 1440
      },
      "hub_sales_professional_per_seat": {
        "n": 62,
        "median": 1200,
        "min": 100,
        "max": 1200
      },
      "hub_sales_enterprise_per_seat": {
        "n": 60,
        "median": 1800,
        "min": 150,
        "max": 2400
      },
      "hub_service_professional_per_seat": {
        "n": 39,
        "median": 1200,
        "min": 80,
        "max": 1200
      },
      "hub_service_enterprise_per_seat": {
        "n": 16,
        "median": 465,
        "min": 150,
        "max": 1800
      }
    },
    "marketing_contacts_per_1k": {
      "median": 115,
      "p25": 50,
      "p75": 523,
      "min": 9,
      "max": 904,
      "note": "tiered: small packs ~$500-600/1k, large packs ~$100/1k"
    },
    "addons": {
      "addon_video": {
        "accounts": 26,
        "prevalence": 0.177,
        "price_line_median": 2700,
        "min": 100,
        "max": 12000
      },
      "addon_brands": {
        "accounts": 22,
        "prevalence": 0.15,
        "price_line_median": 12000,
        "min": 1000,
        "max": 168000
      },
      "platform_bundle": {
        "accounts": 18,
        "prevalence": 0.122,
        "price_line_median": 17400,
        "min": 20,
        "max": 56400
      },
      "addon_reporting": {
        "accounts": 15,
        "prevalence": 0.102,
        "price_line_median": 2400,
        "min": 200,
        "max": 2400
      },
      "addon_transactional_email": {
        "accounts": 15,
        "prevalence": 0.102,
        "price_line_median": 7200,
        "min": 1800,
        "max": 7200
      },
      "addon_sms": {
        "accounts": 14,
        "prevalence": 0.095,
        "price_line_median": 900,
        "min": 45,
        "max": 18000
      },
      "addon_dedicated_ip": {
        "accounts": 13,
        "prevalence": 0.088,
        "price_line_median": 3600,
        "min": 900,
        "max": 6000
      },
      "addon_credits": {
        "accounts": 12,
        "prevalence": 0.082,
        "price_line_median": 720,
        "min": 120,
        "max": 21600
      },
      "addon_domains": {
        "accounts": 10,
        "prevalence": 0.068,
        "price_line_median": 1800,
        "min": 300,
        "max": 4800
      },
      "addon_phone": {
        "accounts": 3,
        "prevalence": 0.02,
        "price_line_median": 300,
        "min": 300,
        "max": 600
      },
      "addon_api": {
        "accounts": 1,
        "prevalence": 0.007,
        "price_line_median": 1500,
        "min": 1500,
        "max": 1500
      },
      "addon_calling": {
        "accounts": 1,
        "prevalence": 0.007,
        "price_line_median": 350,
        "min": 350,
        "max": 350
      }
    }
  },
  "discount_reality": {
    "aggregate_off_list": 0.418,
    "per_account": {
      "median": 0.355,
      "mean": 0.354,
      "p25": 0.217,
      "p75": 0.494
    },
    "accounts_at_full_list": 4,
    "accounts_total": 144,
    "accounts_40pct_plus_off": 57,
    "composition_usd_savings": {
      "Custom (negotiated)": {
        "savings": 2679906,
        "typical_pct": 33
      },
      "Price Migration (grandfathered)": {
        "savings": 1265940,
        "typical_pct": null
      },
      "Non-Profit": {
        "savings": 245400,
        "typical_pct": 40
      },
      "Annual payment": {
        "savings": 226752,
        "typical_pct": 10
      }
    }
  },
  "renewal_erosion": {
    "rule": "custom discounts typically erode ~5 percentage points per renewal (55->50->45, 40->35->30, 30->25->20)",
    "grandfathered": "Price Migration discounts and 10-25% annual-payment discounts generally persist",
    "examples_anonymized": [
      "58%/50% custom discounts collapse to 25%/15% at renewal -> ARR ~doubles",
      "all discounts drop at once -> +49% at renewal ($67K -> $111K)",
      "Entrepreneur discount 30% year 1 -> 15% at renewal",
      "EUR enterprise stack eroding from ~E67K -> E102K over renewals"
    ],
    "at_risk_share": "12 of 142 paying accounts (~8%, ~$502K ARR) cancelling or downgrading at next renewal"
  },
  "adoption": {
    "hubs_per_account": {
      "1": 24,
      "2": 36,
      "3": 38,
      "4": 15,
      "5": 11,
      "6": 5
    },
    "median_hubs_per_account": 3,
    "hub_prevalence": {
      "Sales Hub": {
        "accounts": 98,
        "prevalence": 0.667
      },
      "Marketing Hub": {
        "accounts": 90,
        "prevalence": 0.612
      },
      "Service Hub": {
        "accounts": 52,
        "prevalence": 0.354
      },
      "Content Hub": {
        "accounts": 45,
        "prevalence": 0.306
      },
      "Data Hub": {
        "accounts": 44,
        "prevalence": 0.299
      },
      "CMS Hub": {
        "accounts": 13,
        "prevalence": 0.088
      },
      "Operations Hub": {
        "accounts": 8,
        "prevalence": 0.054
      },
      "Commerce Hub": {
        "accounts": 5,
        "prevalence": 0.034
      }
    },
    "commitment_term": {
      "1 year": 104,
      "2 years": 22,
      "3 years": 15,
      "6 months": 4,
      "1 month": 1,
      "5 years": 1
    },
    "addon_share_of_spend": {
      "median": 0,
      "p90": 0.357,
      "accounts_over_25pct": 23
    }
  }
}