HubSpot vs Salesforce: Which One Is The Best CRM Platform For Your Small Business

By Bill Acholla August 15, 2021
HubSpot vs Salesforce Pricing

In today’s post I’m going to compare Hubspot vs Salesforce.

So if you’re looking for a DEEP comparison of these two popular CRM platforms, you’ve come to the right place.

Because in today’s post I’m going to compare Hubspot and Salesforce in terms of:

  • Marketing
  • Finding and managing leads better
  • Creating and tracking sales quotes and orders management
  • Getting real-time sales insights
  • Customer support
  • And lots more.


Let’s do this!

Customer Relationship Management (CRM) is the nucleus of modern nonprofit organization.

It has become virtually mandatory for every business to implement CRM. CRM is one tool that can help ensure robust brand growth.

It helps you to focus on one fundamental thing that can make or break your business – Customers.

However, many business owners have difficulty choosing the right CRM platform (mostly because of too many choices).

Hubspot and Salesforce are two top-tier CRM brands that have generated a lot of buzz in the market recently.

So, if you’re scratching your head, wondering which is the right CRM software for your small business?

We are here to help!

Full Disclosure: Please note that some of the links below are affiliate links. As an affiliate, I receive compensation if you purchase through these links, at no extra cost to you. You can read my complete disclosure statement here.

Introducing Two Competitors: Hubspot and Salesforce

Hubspot and Salesforce Comparison

In a nutshell, both Hubspot and Salesforce are cloud-based CRM software that streamlines your entire sales and marketing process.

That, in turn, helps you to focus on more important things like building a robust customer relationship.

However, Hubspot and Salesforce CRM are not entirely analogous. Some slight differences between them make them ideal for different business environments.

The bottom line is that HubSpot and Salesforce have similar benefits.

Both tools provides:

  • Use of artificial intelligence (AI) to help marketing and sales teams to keep their databases clean.
  • Cloud computing applications.
  • Lead scoring features.
  • Social media tools for managing your social media campaigns.
  • Ways on how you can categorize your contacts based on the lifecycle stage in your sales processes.
  • The best ecosystems platform that is focused on engagement and collaboration.
  • Best ways on how you can track lead sources and campaigns.

So, without further ado, here is a detailed comparison of Hubspot vs Salesforce.

Hopefully, the comparison will help you choose the best CRM software to help you increase sales online.

1. How much do Hubspot and Salesforce cost?

In terms of pricing, Hubspot and Salesforce are a class apart. Below is a screenshot of Hubspot and Salesforce pricing structure.

Hubspot and Salesforce Pricing

While Hubspot CRM is considered relatively cheap, the same cannot be said for Salesforce CRM.

The total yearly expenditure on Hubspot may cost you around $17,000.

On the other hand, the same for Salesforce can cost up to as much as $43,000.

In fact, Hubspot’s free version software accounts for almost half of new customer signups.

However, if you want additional features like advanced reporting and dashboard, you would have to pay separately.

On the other hand, Salesforce CRM requires you to pay the full amount upfront. But, at the same time, it also gives you access to all functionalities without any limitations.

Please note: Salesforce implementation is expensive if your business needs custom integrations and advanced training.

A Quick Overview of Their Pricing

HubSpot Pricing:

a. Free Tools & CRM: For starters I’d recommend you start with the free HubSpot CRM tool so that you can explore features that are available on other parts of the core products.

b. HubSpot Marketing Hub: If you want to run a successful inbound marketing campaign, then Marketing Hub Software is the right edition.

Marketing Hub Software is available in three editions with different pricing plan:

  • Starter: Starts at $50/month.
  • Professional: Starts at $800/month.
  • Enterprise: Starts at $3,200/month

c. HubSpot Sales Hub: If you want to boost your productivity and make your sales process efficient then you’ll need Sales Hub Software.

Below is their pricing plan:

  • Starter: $50/month (1 user included) and if you add another 1 user you’ll be charged an extra $50/month.
  • Professional: $400/month with 5 users included and if you add additional user, you’ll be charged $80/month.
  • Enterprise: $1200/month with 10 users included and if you add additional user, you’ll be charged $120/month. It has an Onboarding one-time fee of $3,000.

d. HubSpot Service Hub: The service hub tool can help you turn your customers into promoters who will help you grow your business fast.

It’s currently available into 3 editions:

  • Starter Plan: $50/month (1 user included) and if you add another 1 user you’ll be charged $50/month.
  • Professional Plan: $400/month with 5 users included and if you add additional user, you’ll be charged $80/month.
  • Enterprise Plan: $1200/month with 10 users included and if you add additional user, you’ll be charged $120/month. It has an Onboarding one-time fee of $3,000.

Its pricing plan is the same as the Sales Hub edition, but it has more features than the Sales Hub software.

Below are some of the benefits you’ll get from HubSpot CRM:

  • Ticketing
  • Live chat
  • Conversational bots
  • Knowledge base
  • Task automation and routing
  • Deals
  • Team email
  • Landing pages
  • Contact insights
  • Customer integrations
  • Customer interface
  • Website themes
  • Outbound calling software
  • Meeting scheduling

Enter Salesforce Pricing:

Salesforce has 4 pricing editions and it comes with some upfront costs.

  • Salesforce Essentials: €25 user/month (up to 10 users).
  • Professional: €75 user/month (complete CRM for any size team).
  • Enterprise: €150 user/month (Deeply customisable sales CRM for your business).
  • Unlimited: €300 user/month (unlimited CRM and active support)
Salesforce Pricing

Quick note:  If you find that both systems are expensive you can try the below alternatives CRM software’s:

  • Microsoft Dynamics 365
  • Marketo
  • Pardot
  • Keap (Formerly Infusionsoft)
  • Zoho CRM
  • Eloqua (offered by Oracle)

In my opinion, both HubSpot and Salesforce have the best CRM solutions features out there, where you can add unlimited users and permissions with complete control.

But If you still don’t think either system is right for you, then there are many other Salesforce and Hubspot alternatives to consider too.

 2. Best for marketing

Best for marketing

In all respect, both Hubspot and Salesforce CRM offers great marketing prospects.

Any business trying to improve its marketing capacity, campaign and boost customer relationship management can find solace in Hubspot and Salesforce CRM.

However, there is a slight difference.

Hubspot’s marketing functionalities are fairly limited, especially if you consider its free CRM plan.

Salesforce, on the other hand, offers a broad spectrum of marketing functionalities and customizations.

However, small-medium size businesses usually do not require half the marketing features that Salesforce CRM offers.

Also, Hubspot CRM can help generate sales and marketing without any complications.  

In brief, Hubspot CRM offers adequate marketing functions for small businesses.

On the other hand, Salesforce CRM offers high-end marketing features tailored for flagship companies.

3. Best for finding and managing leads better

Both Hubspot and Salesforce offer adequate channels to find and manage leads!

For instance, both Hubspot and Salesforce CRM automatically import contact information of any new users visiting your website.

However, Salesforce CRM offers a highly customizable lead management system.

Once the leads are in your system, Salesforce CRM automates different lead management tasks like assigning security levels and allocating lead assignment rules.

With Hubspot CRM, the primary focus is directed towards inbound and content marketing.

Users can pay for add-on features like Content Management System (CRM) to create blogs and other related content.

Hubspot’s lead management ecosystem is relatively limited compared to Salesforce CRM.

However, Hubspot CRM is easier and more convenient, allowing small businesses to get started in no time.

According to G2 crowd users, HubSpot has been ranked as the best in lead management.

4. Best for creating and tracking sales quotes and orders

While both Salesforce and Hubspot CRM provides a 360-degree view over your sales quotes and order, the former offers a more premium experience.

Salesforce was originally advertised as a CRM platform to boost sales growth. As such, users will find a substantial number of sales-focused software options in Salesforce.

It is noticeably easier and more convenient to keep track of sales pipeline metrics in Salesforce CRM.

This is mainly due to the full automation tracking software that Salesforce CRM puts in place.

On the contrary, you may find the sales features of Hubspot CRM to be comparatively less impressive.

The features you get on Hubspot’s (free) basic plan are quite moderate that can only be considered “ideal” for small businesses.

5. Best for automating billing, subscriptions, and revenue recognition

An automatic billing system is another area where Salesforce CRM takes the cake.

Salesforce CRM offers extensive control over various billing systems like subscription management (recurring billing), Analytics, and Revenue recognition.

Salesforce implements a unique billing system called “Salesforce Quote-to-Cash.” This billing practice gives you an in-depth preview of your customer’s analytics.   

However, the same “Quote-to-Cash” system can be disadvantageous at times. Since it is a Salesforce proprietary add-on feature, it cannot be used by companies with different CRM. 

On the other hand, Hubspot CRM offers a more restrained yet flexible billing process. Its built-in APIs and flexible integrations make it easy for startups to track their billing record without any hassle.

6. Integration system

Many people argue that Salesforce CRM provides a superior integration system because it is built organically for large-scale companies.

While that might have been the case in the past, it is not easy to make such distinctions.

Hubspot has made quite a substantial leap in its integration capability ever since it rolled out its free CRM software.

Hubspot’s proprietary ecosystem, App Marketplace currently offers up to 500 apps and integration.    

Salesforce, on the other hand, offers all the bleeding-edge integration systems you can imagine. AppExchange is the largest CRM marketplace offering up to 3,400 apps and integration.

If you happen to use any of the below tools, both HubSpot and SalesForce can help you connect seamlessly.

  • Ominsend
  • Outlook
  • JivoChat
  • Gobot
  • Gmail
  • BigCommerce

7. Best for data management

The best CRM platform for data management depends on the complexity of your sales process.

Salesforce CRM is more suited for companies that implement a complex sales cycle.

In contrast, Hubspot CRM is ideal for nonprofit organizations that make use of basic sales procedures. 

Also, the Salesforce CRM data management system comes with a plethora of customization options that are otherwise not available in Hubspot.

Salesforces also offers data management features like product and pricing management, territory management, and customer contract management right out-of-the-box.

However, in the case of Hubspot, you would have to purchase add-ons as you go along.

8. Best for managing customer and sales details

When it comes to managing customer and sales details, both Salesforce and Hubspot helps you maintain a robust pipeline structure.

However, as the story continues, Salesforce is a more customizable platform. In fact, Salesforce proudly advertises itself as “the most customizable CRM.”

While both Hubspot and Salesforce CRM enables you to obtain granular reports and dashboards, the latter is miles ahead due to the abundance of automated workflow variables.

Both the CRM software makes use of a simple and convenient drag-and-drop editor within the report creditor.

Also, Hubspot’s basic CRM plan only contains a pre-configured sales report. Even if you pay for the premium package, you only get 200 dashboard limits.

Besides, Salesforce CRM offers you more visual options to represent sales details on the dashboard like pie charts, odometers, and funnels.       

9. Best for forecasting sales more accurately

In terms of marketing automation tools for reporting in-depth data about sales activities, Salesforce CRM comes out as a superior option.

Forecasting is a strategic technique of keeping track of all the data related to sales. Such powerful information can help you to predict and plan future sales cycles.

Both Salesforce and Hubspot CRM software offers active solutions to actively monitor and report sales activity.

They both include out-of-the-box features to streamline workflow automation processes like reporting and sales forecasting.

However, Hubspot CRM forecasting is built for small companies dealing with significantly low sales activity.

Salesforce forecasting, on the other hand, is tailored to crunch complex algorithms and predict sales outcomes.

If you’re an inbound marketer or a sales pro, you can’t go wrong with either of the tools.

10. Best for getting real-time sales insights

In this regard, both Hubspot and Salesforce CRM platform offers ample of ways to help you keep updated with the latest sales statistics.

Real-time sales insights help you to monitor, analyze, and even forecast future sales prospects. 

Both Salesforce and Hubspot CRM dashboard offers a wide range of visual options to help you monitor crucial data.

Salesforce CRM dashboard includes sales-related metrics like leads by source, open activities, win/loss rate, sales by closed date, etc.

As mentioned before, the Salesforce dashboard offers a much broader visual option like a pie chart, line graphs, and bar graphs.

However, Hubspot’s user interface is much more straightforward and intuitive compared to Salesforce. 

If your sales metrics are relatively moderate, Hubspot CRM will do the trick. Anything other than that will require flagship features offered by Salesforce.

11. Best for cross-sell and upsell more easily

Email marketing is the best platform to implement cross-selling and upselling tactics.

Cross-selling tactic refers to the practice of recommending additional relevant products to complement recent purchases. 

Upselling, on the other hand, refers to the method of convincing customers to upgrade their current products.

Luckily, both Hubspot and Salesforce CRM software offers email automation to help you implement upsell and cross-sell tactics.

You can customize email templates and implement email tracking to ensure optimum utilization of such marketing strategies.

However, when it comes to customization options, Salesforce which is among the best sales engagement software wins the race by a mile.

12. App Development

Both CRM systems have the features of app development. Hubspot customers can use OAuth connector to install apps into their account.

On Salesforce you can build your app faster on their customer 360 platform. Both have an easy-to-use platform and they are perfect tools for developers.

The majority of the people from Reddit and other research sites have recommended Salesforce as the best when it comes to app development.

13. Best customer support

Both Hubspot and Salesforce offer excellent customer support. After all, great customer support is the backbone of any modern CRM software.

The ultimate comparison comes down to how much customer support costs in each case.

With Hubspot basic CRM (free), you can access the majority of their customer support features.

However, premium features like 24/7 phone support, customer success stories, onboarding services, and developer documentation can come at a substantial cost. 

The same is applicable for Salesforce CRM, except that you would have to pay even for basic customer support.

Salesforce charges 20% of the total charging contract price for 24/7 phone support.

Also, both Salesforce and Hubspot CRM offer support services like free courses and certifications to boost overall customer experiences.

14. Transparency

Both Salesforce and HubSpot are transparent and they have built a strong brand that is highly trusted by their customers.

Besides being top CRM software’s, they also provide marketing tools that help marketers manage their marketing campaigns. Most reviews on the sites have recommended both tools as the best marketing automation platform.

Overall, I have to say that both CRM tools are the best when it comes to transparency and strengthening your sales and marketing efforts.

15. Best overall value

Well, that depends on your requirements. It is rather apparent that Hubspot CRM is the cheaper option between the two. But, it does come with its fair share of pitfalls and limitations.

On the other hand, if you look at Salesforce CRM, it is clearly the more expensive option.

However, its hefty price pricing comes bundled with premium and best-in-class features in almost every aspect.

However, judging from recent trends of companies looking for an inexpensive CRM tool, Hubspot seems to be the best overall value.

Sure, it does not come with all the bells and whistles. But, at its modest pricing, it gets most of the standard tasks done with ease.

Key Takeaways

Key takeaways from the above comparison of Hubspot vs. Salesforce CRM software

  • Hubspot CRM is an inexpensive customer management tool that offers basic features for free (lifetime). You can purchase add-on features on a la carte basis as you go along.
  • In terms of user interface and set-up, Hubspot CRM offers a simple and easy-to-use platform with moderate customization. On the contrary, Salesforce offers extremely high customizing options.
  • Hubspot’s dashboard and reporting are ideal for small-medium sized businesses. The Salesforce dashboard is highly complex and customizable.
  • Salesforce’s App Exchange offers up to 3,400 app integration. On the other hand, Hubspot’s App Marketplace only offers up to a maximum of 500 app integration. 
  • Hubspot’s data management system is suited for small businesses. In comparison, Salesforce CRM is built to handle complex sales cycles.
  • Both CRM tools provide the best enterprise apps you can use to connect and grow your business.
  • Both Hubspot and Salesforce offer rich customer support. But, only Hubspot allow you to get access to basic customer support service for free. 

Over to You

The choice between Salesforce and Hubspot CRM software is more of a subjective matter.

Hubspot’s low-cost software with adequate marketing and customer management features can help small-medium businesses get started in no time.

Salesforce CRM, on the other hand, is built to thrive under complex data management scenarios that top-tier companies offer.

It offers quite a substantial number of customizable workflow automation and supports large file size limits.

So, if your sales data metrics are complicated, the best way is to go all-out and invest in Salesforce CRM software.

Do you have any additional queries regarding the topic?

If yes, please leave your questions in the comment section below.

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