Solving the HubSpot Marketplace's 'Chicken-and-Egg' App Install Dilemma

Hey ESHOPMAN community! As your HubSpot and e-commerce experts, we're always digging into the nitty-gritty of how to get the most out of your HubSpot ecosystem. Today, we're diving into a fascinating and all-too-common challenge faced by app developers trying to get their innovations listed on the HubSpot Marketplace.

It’s a classic "chicken-and-egg" situation that recently popped up in the HubSpot Community, and it's something many of you, especially those relying on robust integrations for your stores or RevOps, might find incredibly insightful. Let’s talk about that tricky three active installs requirement.

The Developer's Dilemma: Getting Those First Installs

The discussion kicked off with an app builder who had developed 'Thingz,' a lightweight action tracker designed to connect sales teams (using HubSpot) with other departments like R&D and Customer Success. Their app allows HubSpot users to create and track action items for colleagues not on HubSpot, requiring minimal permissions like crm.objects.deals.read and crm.objects.deals.write.

The problem? To get listed on the HubSpot Marketplace, an app needs at least three active, unique installs from unaffiliated HubSpot production accounts. But here's the kicker: when an app isn't listed yet, users see a daunting 'I accept the risk' warning during installation. This warning, as the original poster explained, is a significant blocker for prospective customers, making those initial installs incredibly hard to secure.

They even shared screenshots illustrating the paradox:

And the checklist showing installs:

Another community member quickly chimed in, sharing that they were in the exact same spot with their own marketing analytics app, highlighting just how common this hurdle is for new publishers.

Clarifying the 'Active Installs' Requirement

A HubSpot Developer Advocate provided crucial clarity, confirming that the three active installs requirement is indeed a universal standard. There's no special process or bypass for first-time publishers. The key takeaway here is the definition of 'active':

• Active Installs: These are based on real app activity within the last 30 days, not just completed installations. This explains why the original poster might have seen 5 installs in their checklist but still faced the 'More active installs needed' banner.
• Unaffiliated Accounts: The installs must come from HubSpot production accounts that are not associated with your organization.

This means simply installing the app and letting it sit won't count. Users actually need to use the app for it to qualify.

Regarding the 'I accept the risk' warning, the Developer Advocate explained that this is standard for all unlisted apps. Since HubSpot hasn't completed its Marketplace review, this warning appears. It's not unique to any specific app and is something every other app has had to overcome.

Strategies for Overcoming the Hurdle

So, what's a developer to do? The community and HubSpot experts offered several actionable strategies:

1. Leverage Your Existing Network: If you have an existing user base for your product (like 'Thingz' did), reach out to those users who also have HubSpot accounts. They already trust your core product, making them more likely to install and actively use your HubSpot integration.
2. Recruit Design Partners & Beta Customers: Actively seek out early adopters who are willing to test your integration. These 'design partners' can provide invaluable feedback and help you meet the install requirement. You might offer them free access or other incentives for their participation.
3. Be Transparent About the Warning: Don't shy away from the 'I accept the risk' message. Instead, address it directly in your outreach. Explain that it's a standard warning for unlisted apps undergoing review. Proactively share how your app minimizes risk, detailing the specific, minimal scopes it requests (e.g., only crm.objects.deals.read and crm.objects.deals.write, no contact data storage).
4. Tap into Developer Communities: The HubSpot Developer Advocate specifically mentioned Reddit as a useful platform for finding beta testers. Search for examples of other app builders who've successfully recruited testers there and consider making your own post.
5. Utilize the HubSpot Community Itself: As evidenced by the discussion, the HubSpot Community is a supportive place. One community member generously offered to install the original poster's app, demonstrating the power of peer support. Engaging respectfully and transparently can yield positive results.

ESHOPMAN Team Comment

This discussion perfectly illustrates the entrepreneurial spirit within the HubSpot ecosystem. While the 'chicken-and-egg' scenario for app developers is tough, the community's collaborative approach and HubSpot's clear guidelines offer a viable path forward. For businesses integrating their shopify store builder or other e-commerce platforms with HubSpot, this highlights the importance of a robust Marketplace – and why supporting new developers benefits everyone by bringing more powerful tools to your CRM.

Building a great app takes time, effort, and a bit of grit. The good news is that many developers have successfully navigated this path before. By being proactive, transparent, and leveraging the incredible support of the HubSpot community, you can overcome these initial hurdles and get your valuable app listed on the Marketplace.

Keep building, keep connecting, and keep making your HubSpot experience even better!