Salesforce vs. HubSpot

Choosing the right CRM platform is foundational to your business. This page compares two of the top-rated CRM platforms — HubSpot and Salesforce — to help you choose the CRM that’s right for you.

Ready to see the power of HubSpot’s CRM? Get in touch with Sales for a demo.

Overview

While there are many CRM options on the market, HubSpot and Salesforce are consistently rated the top two options by users in terms of satisfaction and adoption. Both platforms provide large sales teams with a robust solution that scales with growth. This page will help you understand the differences between HubSpot and Salesforce so you can decide which is the right CRM for growing your business.

What does HubSpot do?

HubSpot is a cloud-based customer relationship management (CRM) platform with Marketing Hub, Sales Hub, Service Hub, and CMS Hub software applications that help scaling companies grow better.

An Overview of Sales Hub

Sales Hub is an all-in-one sales CRM that includes sales custom objects, engagement software, CPQ tools, and powerful sales analytics to help teams work more efficiently, save time, and grow revenue. 

Sales Hub combines power and ease-of-use, resulting in a powerful CRM that sales leaders love and reps love using. 

What does Salesforce do?

Salesforce is a cloud-based customer relationship management (CRM) platform with applications for sales, service, marketing and more that help bring customers and companies together.

An Overview of Sales Cloud

Sales Cloud is an all-in-one sales CRM that brings together sales automation tools, reporting, deal management, and more. 

Sales Cloud enables businesses to manage leads, track progress, and automate sales processes.

Pricing

The sticker price doesn’t always tell the whole story of the software you’re buying. To help you understand the difference in total cost of ownership between HubSpot and Salesforce, let’s break down the common expenses.

  1. Pricing made simple

    HubSpot includes all the features you need in its advertised price, and you only pay for additional revenue-generating sales seats. Free seats are available for team members who need visibility into the business, such as reporting, without any of the day-to-day functionality of sales tools. Learn more about the value of HubSpot’s free seats

    Salesforce charges for every user and requires paid add-ons for essential features. Aligning your marketing and sales teams, giving executives visibility into reporting, or even letting your reps operate in a shared inbox is going to cost extra.

 HubSpot
Sales Hub Enterprise Pricing
Salesforce
Sales Cloud Enterprise Pricing
Expense
List Price

$6,000/mo for 50 paid users (source)

$7,500/mo for 50 users (source)

Licensing Costs

Pay $120/mo for each additional paid user (source)

Pay $25 - $150 per additional user depending on package (source)

Implementation

Flat rate of $3,000 for Enterprise onboarding.
Additional technical consulting services available for additional fees (source)

Salesforce offers a ‘Jump-Start’ implementation for $5,000 (source)

Platform Maintenance

Enjoy a seamless platform built on one code base
(source)

Set-up and maintain connectors for multi-cloud integrations

20 work hours to configure, with regular updates
(Example - Marketing Cloud)

Customer Support Costs

Phone and email support included for all Professional and Enterprise plans
(source)

20% of net-cost for phone support and 24/7 coverage

30% of net-cost for additional feature access (Add 5% for U.S. based support)
(source)

Outbound Calling Software

Included in all plans. Calling limits apply (2,000 minutes per user/mo for Enterprise); not available in all countries
(source)

Calling and Logging $45/user/mo (for 1,000 minutes)
(source)

Sales Engagement Software

Included with Enterprise:
Team Email
Conversations Inbox
HubSpot Video
Email Sequences
(source)

Inbox $25/user/mo
More add-ons
(source)

Total
ESTIMATED TOTAL COST FOR 1 YEAR
(for a team of 50)

$75,000

$170,400

  1. Total control and flexibility

    HubSpot is uniquely dedicated to ease-of-use and simplicity for admins, reps, and managers. This way, you spend less time (and money) getting your sales system to work how you want it to. Customers have the freedom to organize and administer their CRM without the need to hire a dedicated admin. Need a more sophisticated approach? We've introduced custom objects which let you architect your enterprise sales CRM in a flexible, intuitive way for your business.

    Salesforce implementation and maintenance requires experienced and well-trained administrators. Most Salesforce customers need to bring in a consulting agency (source), hire one or more full-time admins (with an average salary of $77,503 according to Glassdoor), or have current employees become Salesforce administrators.
     

    Support that scales with you

    HubSpot is invested in your success from day one. Our world-class support and customer success teams are available to all customers– with phone and email support at no extra charge for Pro and Enterprise customers– and you won’t pay more for it as you grow. HubSpot Academy, consistently ranked as one of the top online learning platforms in the world (source), is also available right at your fingertips. 

    Salesforce charges 20% of your net contract price for 24/7 premier support, while additional feature access costs 30% of your net contract price. With percentage pricing as you spend more on additional seats and add-on features, you’ll have to pay more for the same support. When choosing a Salesforce support plan, you’ll want to carefully forecast how much your team will need.

Capabilities

Your CRM is the foundation of your sales process. It should keep you organized, increase efficiency, give leadership clear direction on how to grow revenue, and scale with your growth. See how HubSpot and Salesforce compare across some of the most critical CRM capabilities.

  1. reporting-9

    Power and Functionality

    HubSpot CRM combines a consumer grade user experience with enterprise power. Sales Hub delivers on contact management, sales analytics, sales automation, pipeline management, and much more. Sales Hub products are trusted by thousands of growing mid-market B2B companies, enterprise brands, and high-growth unicorns to scale with them as they grow.  

    Salesforce offers top-of-the-line contact management, dashboards, analytics, pipeline management, sales automation, forecasting and much more. They offer a wide range of powerful products for businesses of all sizes. 

    Both HubSpot and Salesforce offer the most powerful, complete tools for sales teams on the market.

  2. scheduling

    Usability

    HubSpot is consistently ranked the most user-friendly CRM and B2B software (source), with rep adoption often cited as a key benefit among HubSpot users. As a result, customers making the switch to HubSpot often see an improvement in their data quality. When paired with HubSpot’s powerful reporting and automation features, high-quality data gives admins greater visibility into the overall health of their business. 

    Salesforce is incredibly powerful with robust reporting that’s endlessly customizable. This customization can take time to implement and require training to master. G2 crowd users ranked HubSpot above Salesforce in ease of setup (source).

    HubSpot and Salesforce both offer powerful tools for sales teams. But what good is power if the tools are hard to learn, understand, and put to use? A great CRM should be easy-to-use and loved by all.

g2-logo-3
While Salesforce boasts a diversity of nice features, tools, and integrations with other third-party tools, it is not a very simple tool to learn and master. Its user interface is complex – moving back and forth between different tools can at times be difficult and frustrating.

A G2 Review on Salesforce

  1. SalesOverview

    All-in-one Platform

    HubSpot’s CRM and supporting Sales, Marketing, & Service suites have all been built by HubSpot from the ground up. The result is a unified and consistent user experience where data, reporting, and individual tools are all similar and work in concert with each other. 

    Salesforce offers more products and tools, but their breadth can come at the cost of usability and maintenance. Their platform has grown through acquisitions such as Pardot, which can create a less integrated user experience for customers. 

    HubSpot and Salesforce are all-in-one platforms. They both offer a CRM along with all the tools your front office teams need including sales, marketing, and service tools. Choosing an all-in-one CRM for your teams to use will not only unite your work and data, but also create a better end-to-end customer experience.

  2. RecordCustomization-2

    Scale and Customization

    HubSpot prioritizes ease-of-use and prescriptive recommendations to make it easier for businesses to get started. HubSpot also offers a flexible data structure for your CRM with custom objects, so custom implementations are a breeze. HubSpot’s usability means that you have the flexibility to change and adapt your HubSpot instance over time, layering in more customization and nuance as your business scales.

    Salesforce offers endless customization for the most complex organizations. This level of customization allows for best-in-class forecasting and reporting dashboards. However, these advanced features may require more admin support, which can make it difficult for businesses to change and adapt their Salesforce instance over time. 

    HubSpot and Salesforce both offer powerful software for fast-scaling businesses. As a business evolves, it’s important for your CRM to be able to grow and change with your business needs. With this in mind, having the flexibility and control to customize your CRM is critical. 

  3. App Marketplace

    Ecosystems

    HubSpot’s App Marketplace takes the same approach to 3rd party integrations as it does its own software – focusing heavily on power, ease-of-use, and quality. Installing and configuring integrations via the marketplace is simple with over 500 apps and integrations, many of which are native (HubSpot-built) integrations.

    Salesforce’s AppExchange is the largest and broadest CRM app marketplace, offering a wide variety of options for different requirements. AppExchange is the fast and easy way to extend Salesforce with over 3,400 apps and integrations. 

    HubSpot and Salesforce both offer excellent add-on functionality through a robust app ecosystem. Both offer open APIs and developer tools to help you cater your CRM to your company. 

  4. Integrationlogo

    HubSpot and Salesforce Integration

    With HubSpot’s fast, reliable, and powerful integration with Salesforce, syncing your data can be done in minutes – no technical setup required. This makes it possible to use both platforms for your different teams. Learn more about our integration here. 

What are customers saying?

HubSpot is trusted by over 73,400 businesses in more than 120 countries.

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Switching from Salesforce to HubSpot

Our dedicated migrations team is here to help you confidently move your sales team onto HubSpot, with minimal disruption to your business.

At HubSpot, we don’t just copy paste your old, sub-optimal process. We help you design a new, better system – one that will scale with you for years to come. Below is a look at our proven phased approach for switching.

The 5 Phases of Switching Success

5 phases-1

Book a meeting to learn more. Talk to Sales »

A community that has your back

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Solutions Partners

The Solutions Partner Program is an ecosystem of experts that offer marketing, sales, customer service, web design, CRM, and IT services. It’s a global community that believes putting their customers first is the key to growth, and enables its members to offer a wider breadth of more sophisticated solutions that solve for the customer.

Find a partner
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Community

Our Community is there when you need them. Whether it’s getting set up or figuring out the best way to customize the CRM for your needs, there are over 5,000 community members willing to help.

Go to the community
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Knowledge Base

You’re busy. You don’t have time to file a support ticket. You’re also extremely smart and can find answers on your own. Search our comprehensive Knowledge Base to answer any question you might have about our products.

Search the KB

See the benefits of selling with HubSpot today.

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