HubSpot Vs Salesforce: Which CRM is best for your business?

Charlotte Wilkinson - 12 February 2024

HubSpot and Salesforce are comparable customer relationship management (CRM) tools that hold significant and global positions in the market. They both offer robust solutions to streamline your marketing automation, sales efforts and client interactions to increase profitability. 

Let’s face it, when deciding which platform to choose or whether to migrate from one CRM to the other, it can become a pretty daunting exercise. With a multitude of product developments and a new pricing structure announced by HubSpot from next month, it’s key to take into account the most current information. 

In this article, we’ll explore 5 key criteria, address why they matter and analyse how HubSpot and Salesforce currently compare in each area. This HubSpot vs Salesforce comparison will help you discover which CRM is best for your business.

  • User Experience
  • Features
  • Pricing
  • Customer Support
  • Integrations

User Experience – How easy is it to set up, use and customise?

Hubspot vs Salesforce

An easy-to-use CRM increases user adoption, efficiency and productivity, reduces errors and requires less training. A well-customised platform empowers organisations to capture relevant data, improve proficiency and stay competitive.

Salesforce has often been criticised for its outdated-looking and clunky user interface.

It has a powerhouse of complex features which results in a steeper learning curve where comprehensive initial training is required for effective usage. Whilst Salesforce’s advanced features make set-up more complex than HubSpot, it does mean it can offer extensive control and customisation to its users. 

HubSpot’s design philosophy, on the other hand, has resulted in an easy-to-navigate and streamlined interface that doesn’t require a large time investment to get familiar with. It also has a much quicker and easier set-up process. Whilst Salesforce historically provided a much more customisable platform, HubSpot isn’t standing still. With recent updates such as custom objects, same object association and a growing app marketplace, HubSpot is very much ‘ahead of the curve’.

Both Salesforce and HubSpot have been driving forward innovation with AI features in all areas, resulting in increased time efficiencies and enhanced productivity. Salesforces’ AI tool, Einstein, is particularly well-received for its insightful, predictive analytics, whilst HubSpot’s Chatspot combines the power of ChatGPT with unique data sources to create a powerful sales and marketing tool.

When comparing HubSpot vs Salesforce in terms of user experience, HubSpot comes out as a clear leader. Traditionally large companies have absorbed the extra resource cost that implementation required in a trade-off for the higher level of customisation and advanced features Salesforce offered. More recently, HubSpot’s increasingly updated level of features and capabilities have seen it gain a share of enterprise-level clients, including high-profile brands such as TrustPilot and WeightWatchers.

Features – How good is the CRM at meeting my requirements?

HubSpot and Salesforce both aim to create a unified, digital workspace for an entire organisation.

HubSpot is made up of several ‘hubs’ or tools that can be bought separately or used together. Historically it has a reputation for strength as a marketing automation tool with excellent built-in email automation and tracking, ads software and marketing analytics. This is strengthened by the inclusion of a content management system that you can host your website in, as one of its hubs.

Check box list

Salesforce is renowned for its extensive suite of tools for sales reps and customer support agents with versatility to help them manage and track their leads, opportunities, activity and clients, historically making it a more natural choice for businesses with larger sales and support teams. Recently however, HubSpot has introduced well-received updates including a sales prospecting tool and lead object to compare much closer with Salesforce in this area. 

This Salesforce vs HubSpot comparison shows they both boast strong automation capabilities as well as reporting and analytics functions. HubSpot’s integrated tools, roots in inbound marketing and recently updated sales functionality mean it’s particularly strong in both sales and marketing capabilities, which aligns it well with the core focus of many SMEs. The platform’s minimal and straightforward interface also caters to their requirements for a user-first tool.

Pricing – How much will it cost me?

Because HubSpot and Salesforce offer a vast array of tools for a myriad of purposes, each have complicated product lists. There are different parts to choose from, all with different costs, that can change depending on your size and billing cycle.  

At time of writing, HubSpot has recently announced an upcoming overhaul to their pricing structure, applicable to new customers from 5th March 2024.

For a concise and comparable overview, refer to the following cost summary tables. These tables outline HubSpot’s current and new pricing vs Salesforce’s pricing, focusing solely on their primary sales, service, and marketing plans. Prices are based on annual upfront payments.

HubSpot Pricing

Current

Free£0 per month/Unlimited users
Starter£18 per month/Unlimited users2 paid sales and 2 paid service seats included. £9 pm per seat for extra
Sales Hub Professional£396 per month/Unlimited users5 paid sales seats included. £77pm per seat for extra
Service Hub Professional£396 per month/Unlimited users5 paid service seats included. £77pm per seat for extra
Marketing Hub Professional£702 per month/Unlimited usersIncludes 2000 marketing contacts. £207 pm per 5000 extra
Sales Hub Enterprise£1310 per month/Unlimited users10 paid sales seats included. £135pm per seat for extra
Service Hub Enterprise£1050 per month/Unlimited users10 paid service seats included. £105pm per seat for extra
Marketing Hub Enterprise£3000 per month/Unlimited usersIncludes 10,000 marketing contacts. £82 pm per 10,000 extra

For new customers from 5th March 2024:

  • View-Only Seat View HubSpot features without edit access
  • Core Seats Edit access to purchased Hubs and connection to HubSpot Smart CRM.
  • Sales & Service Seats Everything included in a Core Seat plus additional Sales and Service features.

Free£0 includes 5 core seats
Starter£14 per month per core seat user+unlimited view only seat users
Sales Hub Professional£44 per month per core seat£85 per month per paid seat +unlimited view only seat users
Service Hub Professional£44 per month per core seat£85 per month per paid seat +unlimited view only seat users
CRM Suite Professional£1,050 per month includes 3 core seats + 1 paid sales seat & 1 paid service seatExtra paid seats at £44 per month per core seat and £85 per month per paid seat+unlimited view only seat users
Marketing Hub Professional£780 per month includes 3 core seatsIncludes 2000 marketing contacts. £207 pm per 5000 extra+unlimited view only seat users
Sales Hub Enterprise£70 per month per core seat£135 per month per paid seat+unlimited view only seat users
Service Hub Enterprise£70 per month per core seat£115 per month per paid seat+unlimited view only seat users
CRM Suite Enterprise£3480 per month Includes 5 core seats + 1 paid sales seat & 1 Paid service seatExtra Paid Seats at £70 per month per core seat and £135/£115 per month per paid seat+unlimited view only seat users
Marketing Hub Enterprise£3000 per month includes 5 core seatsIncludes 10,000 marketing contacts. £82 pm per 10,000 extra+unlimited view only seat users

Salesforce Pricing

Sales or Service Cloud Essential£20 per user per month
Sales or Service Cloud Professional£64 per user per month
Sales or Service Cloud Enterprise£132 per user per month
Sales/Service Cloud Unlimited£254/£264 per user per month
Marketing Cloud Account Engagement£1000 per monthUp to 10,000 contacts
Marketing Cloud Account Engagement Plus£2,200 per monthUp to 10,000 contacts
Marketing Cloud Account Engagement Advanced£3520 per monthUp to 10,000 contacts
Marketing Cloud Account Engagement Premium£12,000 per monthUp to 75,000 contacts

HubSpot stands out as one of the few top providers to offer a free quality CRM. Under the new pricing, this is now capped at 5 core users.

Salesforce’s extensive list of features, API functions and customisations are balanced by a matching price tag with per-user plans that can add up quickly.

The recent changes HubSpot has made to its pricing make it more aligned with Salesforces’ existing price per-user model, albeit at a more affordable rate. This will make it easier for consumers to compare apples with apples. Depending on requirements, some will be better off on the new pricing structure and for others, there is a slight increase on the previous pricing structure. For all organisations though, the seat model will increase the importance of defining users’ roles and permission sets within the platform.

That the two platforms are now directly comparable reflects HubSpot’s relentless investment in product development in recent years, with the role of a “younger nephew” firmly behind it. 

On its original pricing plan, the gap between the starter tier and the next tier up (Professional) is a considerable jump, which has been criticised as a barrier to scalability. One of the biggest advantages of the new pricing model is that it removes this barrier with no minimum requirement of seats, making it a promising option for companies looking to scale and grow at pace.

In basic terms, Salesforce is a more expensive platform than HubSpot, with elaborate capabilities and pricing primarily aimed at enterprise organisations and above. Conversely whilst HubSpot has traditionally been a market leader for SMEs, its new pricing model demonstrates its increasing comparability to Salesforce at a more affordable rate with an ability to scale with your business.

Customer Support – How easy is it to access support?

Both Salesforce and HubSpot users can receive live support by phone, email or online chat. However, for some salesforce users, support over the phone comes at an additional cost. The two platforms do rely heavily on partner agency support, like that of Wagada Digital, alongside extensive knowledge bases and community forums. 

Salesforce support includes a vast knowledge base, dedicated customer service teams, and a global presence. Their support is known for its professionalism and reliability.

On the other hand, HubSpot users highlight customer support that’s more accessible with a user-friendly interface, a community forum, and comprehensive documentation. While they may not have the same level of enterprise-focused support as Salesforce, they excel in providing straightforward assistance for businesses looking for ease of use. 

In the comparison between HubSpot vs Salesforce, both platforms are similar in their performance with the choice being between enterprise-level support and global presence or user-friendly accessibility and simplicity.

Integrations – How easy is it to integrate our existing tech stack?

Technology Stack

The integration capabilities of your CRM platform is key in consistent data, creating efficiencies, providing enhanced customer insights, sales and marketing alignment, improved customer experience and scalability. So, what about the integration capabilities of HubSpot vs Salesforce?

Salesforce boasts a vast marketplace of third-party apps and integrations. Its robust API and customisation options make it an ideal choice for businesses seeking highly tailored integrations to meet their unique needs.

Critics, however, point out that many users find the model of extensive add-ons and developments leads to increasing and unnecessarily complex integrations.

Whilst HubSpot offers slightly less integration options versus Salesforce, it still has a sizeable and increasingly growing app marketplace. It provides a straightforward and accessible approach to integrations excelling in providing seamless connections to essential tools for marketing, sales, and customer service.

The Round-Up

HubSpot and Salesforce stand as formidable competitors. So, which is best – HubSpot or Salesforce?

Ultimately, the choice between HubSpot and Salesforce depends on your specific business requirements, size, and preferences. Both CRM platforms are continually adapting and evolving to cater to a wide range of businesses.

HubSpot has a background and deserved reputation in marketing automation and simplicity. It also emerges as the leader in user experience and affordability, with its user-friendly interface and quick setup.

Salesforce has a formidable library of integrations and add-ins for even the most complex and elaborate of business structures. Traditionally Salesforce has been touted as excelling in sales and support features for larger teams and high-growth organisations.

And the winner is….

Recent product developments and a new pricing structure demonstrate HubSpot’s comparability in features and functionality, making it an ideal choice for those looking to strengthen and align their sales, marketing and customer service teams and scale at pace.

Get Started with a Free Consultation 

Wagada team sitting on a couch

Perhaps you are currently using Salesforce or another CRM platform and are considering migrating or are contemplating HubSpot for the first time. To help you to find out if HubSpot is right for your business, book your FREE 30 minute consultation with Wagada Digital. Book your FREE HubSpot Consultation