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HubSpot or Salesforce?

HubSpot or Salesforce?

Syd Harris
July 29, 2021

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If you were asked about a CRM, it’s very likely you’ll think of Salesforce. Salesforce is the oldest CRM Platform out there and is still being used by many businesses in a variety of industries. For a long time, Salesforce was all there was, but that’s not the case anymore. 

We now have the option to choose from many different customer relationship management systems, sometimes referred to as sales force automation (SFA) software. 

One of the best alternatives to Salesforce is HubSpot. Currently widely known as the #2 ranked CRM, HubSpot is both powerful as well as easy to use and is taking the CRM industry by storm. But which is actually the better platform? How do I decide which direction to go? 


Decisions like these are of course based on many different factors, and because you are not the only one that has asked these questions, we gathered some information to help inform your decision. So, HubSpot or Salesforce? 



Source: www.g2.com ( G2 takes pride in showing unbiased reviews on user satisfaction in our ratings and reports. We do not allow paid placements in any of our ratings, rankings, or reports.)


First things first — let’s start with pricing. Both Platforms have four different plans. The most basic HubSpot level, Free HubSpot CRM is named appropriately and is free. Salesforce charges $25 per user per month for Sales Essentials Edition. HubSpot's Sales Hub Starter cost $50 per month for two users. The Salesforce Professional Edition is $75 per user per month. The third level with HubSpot is called Sales Hub Professional and goes for $500 per month including 5 users. The comparable level in Salesforce is called Enterprise Edition and costs $150 per user per month. The biggest price jump occurs on the top level. HubSpot's Sales Hub Enterprise is $1200 per month including 10 users. Salesforce Unlimited Edition costs $300 per user per month. Don’t worry, the table below will make things more clear.




Free HubSpot CRM 


Sales Essentials Edition 


Sales Hub Starter 

$50/month Includes 2 paid users

Professional Edition 


Sales Hub Professional 

$500/month Includes 5 paid users

Enterprise Edition 


Sales Hub Enterprise 

$1200/month Includes 10 paid users

Unlimited Edition 


As you can see, Salesforce is a tad more expensive than HubSpot, well, maybe a lot more expensive if you have a large sales team.

Another factor that must be taken into consideration is that in order to enjoy the full power of Salesforce’s capacity, it will likely mean that you’ll have to pay for additional support and even need to hire someone that is specialized in Salesforce development. Marketing Cloud, Service Cloud and other automation and integration features will also need to be added separately to your package depending on your organization's needs.

To put this information into an even more clear perspective, if we were to compare the most expensive version of HubSpot with the most expensive version of Salesforce for a team of 50 users for one year, Salesforce would be more than double the price of HubSpot. $72,000 vs $180,000. (click here) for a more comprehensive breakdown. 


Another pertinent aspect to consider is of course is features. Who does what? It is here where Salesforce really, in the eyes of some, separates itself from the pack. In terms of customizable functionality, there is no other CRM that has the capabilities that Salesforce does. In the hands of the right specialists, Salesforce deserves its reputation as a powerful and complete CRM for enterprise-level businesses. The reason Salesforce is as highly customizable as it is, is because Salesforce was the first of its kind, developed over a long period of time and put together by acquiring many different applications, using different ideas and concepts. Salesforce is actually better described as a collection of applications working together under one roof. So when introducing yet another player to the system, the idea is; “hey, why not one more?’ 

Although not as customizable as Salesforce, HubSpot was built on a single code base ensuring a unified and consistent user experience. HubSpot also does not lack in power, but has taken a slightly different approach to how to best use your CRM. Where Salesforce has its main focus lie with the growth and efficiency of the business, HubSpot focuses on the user experience of the customer or client.

This new approach for companies to grow their business is called The Flywheel Methodology



User Experience

The Flywheel Methodology is based on one simple concept — provide your customers with the best user experience possible. All things considered, this is where HubSpot really shines. They pride themselves on finding ways to eliminate friction, both internally and externally.

HubSpot was designed with a specific focus on providing the best user experience possible for both prospects, leads and customers as well as internal stakeholders. When something is easy to use, the learning curve becomes less steep, which can often improve the quality of your data. The better quality data you have, the better you can assess the health of your business, the better chance you have of growing that business. This will also support your prospects, leads, and customers get the information they need when they need it.


So, what is the verdict? HubSpot or Salesforce? The truth is that HubSpot was created with the idea of making a better and more user-friendly version of Salesforce for scaling businesses. HubSpot has taken the most commonly used and most important concepts from Salesforce and implemented them onto their platform, keeping the focus on providing the best user experience possible. 

Without sacrificing much power or functionality, HubSpot is much cheaper. There are some companies that could strongly benefit from a Salesforce <> HubSpot integration. If budget is not an issue and customizability a must have, Salesforce is most certainly a good option, but looking at the total picture, HubSpot is going to be a better choice for most companies, especially those that are wanting to grow with their customers. 

This is why HubSpot and Salesforce have positioned themselves the ways they have. HubSpot calls itself the CRM for scaling companies because that is exactly who they appeal to. They're not quite a blanket enterprise option and they're not necessarily great for a one man shop. Salesforce on the other hand has leaned heavily into enterprise. They know that their niche is very large organizations with huge sales teams. They aren't interested in working with small organizations.


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