HubSpot vs. Salesforce CRM

HubSpot vs. Salesforce CRM: Which is Right for Me?

By Matt NagelNov 4 /2021

If you’re looking for a CRM, you’ve likely considered Salesforce — the largest provider of CRM software. However, if you’re a HubSpot customer or are considering using it, consider using HubSpot’s CRM. Here, we compare HubSpot’s CRM with Salesforce.

HubSpot vs. Salesforce CRM: The Basics

HubSpot released its CRM platform in 2014 after seeing the need to give users a seamless way to track marketing and sales performance through the entire buyer journey. HubSpot’s CRM is integrated with its content optimization system (COS). 

Salesforce’s CRM platform unites sales, commerce, IT and service teams by integrating data in one centralized platform. 

The thing to keep in mind is if you’re already a HubSpot customer or might become one, the CRM feature is a free enhancement to its marketing and sales software. You can purchase a more robust CRM option from HubSpot as well. 

Salesforce, on the other hand, builds everything around its CRM offering. That means it has thousands of apps and integrations that go with its CRM. 

HubSpot and Salesforce are regularly ranked among the top CRM options, according to G2.

HubSpot vs. Salesforce: Which CRM is Best for Me?

So, which CRM is best for your needs? Let’s take a look at pricing and features. 


HubSpot: HubSpot’s CRM pricing grows as your business does. That means you can start with its free offering and grow to its enterprise-level at $1,200/per month. 

Salesforce: Pricing starts at $25 per user per month and goes up to $300 per user per month for enterprise features. 

Note: Keep in mind that Salesforce bills per user, while HubSpot does not. This can be seen by some as the big differentiating factor above all else. HubSpot also offers discounts to some users who pay annually instead of monthly. Meanwhile, Salesforce typically requires users to pay for the year.


Now let’s get into what each CRM gives you. 

Salesforce: Well-known for its complex, enterprise abilities, but in order to take advantage of these features, you’ll need to have employees who are specialized in Salesforce functionality on your staff. This could be another cost factor for you. 

HubSpot: Has easy-to-use features and doesn’t charge per user. 

There are five features we are going to compare between the HubSpot and Salesforce CRM: analytics, automation, team collaboration, customer support and onboarding and integrations.

1. Analytics

Salesforce is known for its analytics prowess. It gives you easy reporting that can seemingly be endlessly customized. But as with the need of those specialized Salesforce employees, you’ll need some kind of specialized expert — and patience — to get your customized analytics and reporting up and running. 

HubSpot has made improvements to its Marketing Hub Enterprise, making notable adjustments to its attribution reporting and report building. 

Note: Even with HubSpot’s updates, Salesforce still provides more options for analytics. However, with more options, there is a need for additional expertise to run the more customized reporting.

2. Automation

Automation is a vital piece of sales and marketing success.

Salesforce: Automation is managed across multiple tools — like process builder and flows. It’s much more robust and customizable than HubSpot, but HubSpot is making strides with additions like Operations Hub — an additional paid Hub.

HubSpot: Though not as robust as Salesforce’s automation possibilities, HubSpot’s automation tools are comprehensive. You can create workflows, deal and ticket values and more. Some features are gated behind HubSpot’s enterprise plan and endless automation possibilities are possible with the Operations Hub. 

Note: If automated marketing is one of the main reasons you are seeking a CRM software, then HubSpot would be a good fit. At their free CRM level, HubSpot comes with incredible tools, such as email marketing, reports and more. 

3. Team Collaboration

Both entities offer functionality for various teams — sales, marketing, content, customer services. 

HubSpot: An important thing to note here is that HubSpot built its sales, marketing, analytics and service hubs in-house. This results in better usability and a more cohesive experience. 

Salesforce: May have more tools, but they have gotten them through acquisitions like Pardot and ExactTarget, which can make usability an issue. 

4. Customer Support & Onboarding

HubSpot: You can see value from HubSpot even without a paid plan. 

Salesforce: You’ll likely need the expertise of a Salesforce specialist either on your staff or one of their experts, which can add to your costs. 

As far as support:

HubSpot offers 24/7 phone support and support tickets. You’ll get email responses with support tickets, which is a big advantage.

Salesforce provides a standard support package that comes with a 48-hour response time, but if you need critical support, you’ll have to pay more for it with another plan. 

5. Integrations

HubSpot and Salesforce have a lot of integrations. 

HubSpot has over 500 hundred integrations available on its App Marketplace.

Salesforce has over 3,400 integrations in its AppExchange. 

HubSpot vs. Salesforce: More Considerations

Ultimately, it comes down to your needs. 

HubSpot has made great strides and continues to invest in its CRM customization offerings — this is made evident by releases like custom objects, operations hub, and business units — all (paid) releases come with the trademark HubSpot “guardrails” that make most feel comfortable scaling their processes and systems without the need to necessarily invest in an admin. 

Cost may also be a factor for you since both companies charge varying amounts, and with Salesforce, you may need additional resources on staff added to your existing plan. 

If you’re using HubSpot’s CRM or are a HubSpot customer and are considering using the CRM, we can help. Schedule a call today to learn more about how we can help you get the most out of HubSpot’s CRM.

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Matt Nagel
The Author

Matt Nagel

Matt uses marketing automation and data insights to help nurture leads into customers and deliver an overall optimized buyer experience. He has extensive professional experience developing, executing, and analyzing marketing processes and campaigns. Matt organizes and leverages client tech stacks to reduce friction and ensure the highest ROI is realized.