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Salesforce or Hubspot – which one to choose as your CRM?

Salesforce and Hubspot are two popular softwares that offer CRM solutions for sales teams around the world. With overwhelming number of businesses getting conducted digitally it’s almost impossible not to use one of CRMs and the battle is usually between the two platforms I mentioned. Both are powerful but which one fits you business better?


.04 January 2018

Salesforce and Hubspot comparison

It’s not that easy to compare Salesforce and Hubspot, as they have very different origins. Salesforce was launched in 1999 as an innovative low-cost CRM almost every company could afford. Over time they expanded their service through new features adding marketing automation through the acquisition of Pardot. On the other hand, Hubspot started as a marketing automation tool and then, in 2014, added CRM through their own development. The fact, that Salesforce was primarly created for sales people and Hubspot was originally designed to support marketing causes some differences in the range of features. Although both companies seem to perfectly understand the strong need for marketing and sales working together and we can see them developing many similar features, there are still some points that can make one software more accurate for our team.

Pros of Salesforce

Salesforce logotype - Salesforce and Hubspot comparison

  1. Complex processes and sales funnels

    Salesforce empowers mostly large companies and handles complicated sales operations. It can be easily customized by adding new fields easily, what seems to give it almost endless development possibility. Salesforce, unlike Hubspot, also offers great and reporting possibilities with a wide range of in-depth options. You can mix fields and date and create as many complex dashboards and reports as you want.

  2. Flexibility

    When it comes to flexibility Salesforce is a clear winner. Although both platforms allow us to build customized fields and add them to our dashboards, Salesforce’s enterprise version is fully programmable – there are lots of organizations that build their own applications including forecasting apps and customer funnels within.

  3. Lots of third party integrations

    Salesforce integrates with over 400 external applications, such as Mailchimp or Zapier. Hubspot prefers to keep the tools internal and offers only 12 supported integrations. Again, Salesforce is your choice when complex and great CRM system with lots of configuration and integration is what you’re looking for.

Cons of Salesforce

  1. Complicated UX

    What appears to be obvious, Salesforce is a really comprehensive software with great possibilities. The price we have to pay for it is not-so-friendly and intuitive UI, which learning can be a problem for a person new to CRM platforms. Although Salesforce is constantly improving their UX, managing that amount of data isn not simple and Hubspot wins the hearts of beginners when it comes to pleasure of use.

  2. More suitable for B2B businesses

    We can hear opinions, that with all the possibilities Salesforce seems to be more suited for large B2B companies. Although the customization options allow sales managers to fit it’s shape to one’s needs, big companies will probably use more of what it has to offer.

Pros of Hubspot

Hubspot logotype - Salesforce and Hubspot comparison

  1. Great UX

    Hubspot team can be proud of their clean and intuitive design, what makes it much easier and pleasant to use. Hubspot users get a simple sales deal pipeline, that can be customized, but not completely changed.

  2. Email automation

    Hubspot offers great solutions for enrolling prospects into automated communication processes. Its workflows allows sales team to set up different series of tailored e-mails depending on how the prospect entered the CRM – being added manually by a sales person, downloading a freebie or leaving contact data in the form on a website. It also includes great Gmail and other Google programs integrations to keep actions emore coordinated.

  3. Pocket-friendly

    Basic verstion of Hubspot’s CRM is completely free of charge. With Salesforce’s prices starting from $25 a user per month it may be a great solution for new companies, although you have to be aware that you’ll have to pay for adding most of extensions and personalising it to fit your needs.

Cons of Hubspot

  1. Basic features only

    Hubspot doesn’t offer you as many features as other CRMs do. It’s ok when what you need is a basic management solution, but if you’re looking for anything more complex with the opportunity to expand, Hubspot probably won’t be your choice.

  2. No dedicated analytic tools

    Hubspot hasn’t developed any powerful internal analytic tools yet, what can complicate the issue of monitoring your actions and developing data-based plans for future.

Which one to choose?

Both Salesforce and Hubsport have a wide range of benefits to offer. In order to decide on one you will have to name what factors are important for your company.

Salesforce is definitely a good idea when you want to develop a powerful and customized CRM with lots of integrations and tailored raports. Hubspot seems to be perfect for a start or for small businesses because of its lightweighted character, friendly UX and zero cost.

Let us know if the article helped you make up your mind on what CRM is best for your team’s current needs. If you found this post interesting you may also like our piece where we analize Salesforce’s benefits.


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