HubSpot vs. Salesforce: Which Is Better for Your Business?

When choosing a CRM platform to boost your business growth and streamline operations, HubSpot and Salesforce often emerge as top contenders. Both platforms offer powerful tools for managing customer relationships, yet each caters to distinct business needs and preferences.

Salesforce stands out with its extensive customization, robust integrations, and expansive ecosystem, making it ideal for larger enterprises that need highly tailored solutions. On the contrary, HubSpot excels in ease of use, intuitive design, and built-in marketing automation, which are perfectly suited for small- to medium-sized businesses seeking quick implementation.

Not sure which one is right for you? This HubSpot vs. Salesforce comparison guide examines key differences in features, pricing, ease of implementation, scalability, and customer support, helping you make the right choice.

HubSpot vs. Salesforce: Quick comparison snapshot

Meet the platforms

HubSpot at a glance

HubSpot is a comprehensive CRM tool that integrates sales, marketing, services, and operations into a centralized platform. It offers a unified experience and reduces the need to hire dedicated teams for these individual needs. Therefore, HubSpot is ideal for small businesses and startups looking for an affordable CRM solution. 

Its core strengths are its excellent sales and marketing automation capabilities. HubSpot also has an easy-to-use AI-powered customer platform that simplifies email marketing, lead management, customer interactions, strategic planning, and personalized engagement. It does not demand exclusive resources and personalized training and is easy to integrate with other marketing tools. 

This CRM solution also has a minimal and straightforward interface, making it ideal for startup and scaling SMBs. However, compared to Salesforce, the platform lacks customization and scaling capabilities, which may not suit large businesses with complex CRM needs. Furthermore, HubSpot’s advanced reporting functionalities are only available in high-tier plans.

Check out more detailed HubSpot CRM reviews here.  

Salesforce at a glance

Salesforce is a leading CRM platform, largely preferred for its extensive suite of features and functionalities. It offers high-level customization tools and advanced predictive analytics. Therefore, Salesforce is ideal for growing businesses, complex sales organizations, and large enterprises with deeper needs for configurability and scalability. 

Salesforce has powerful APIs and a vast array of third-party integrations that can efficiently handle diverse business processes and requirements. Additionally, the CRM offers various tools and options for ease of use and rapid scaling. It is a reliable cloud solution that can help businesses dive deeper into data-driven decision-making to optimize sales and operations.

While Salesforce helps with comprehensive sales process management, it does come with a long learning curve compared to HubSpot. It is also costlier and may not suit businesses with limited resources and budgets.

Read detailed Salesforce CRM reviews. 

HubSpot vs. Salesforce: In-depth feature comparison 

Choosing between HubSpot and Salesforce can be overwhelming, considering the wide range of features, pricing structures, and advanced functionalities. Here’s a detailed comparison across several critical areas for a better understanding. 

Ease of use and interface design

	HubSpot	Salesforce
Interface design	Straightforward and simple	Feature-rich but complex
Dashboard	Dynamic and intuitive	Highly customizable
User experience	Easy to adapt	Steeper learning curve

HubSpot is easier to use and requires minimal setup. With pre-built solutions and templates, the tool prioritizes simplicity, making it easier for new users to operate. HubSpot clearly wins in usability, but Salesforce shines in terms of customization and flexibility, which particularly fits organizations with sophisticated needs. 

CRM core functionality

	HubSpot	Salesforce
Contact management	Centralized database	Customizable
Sales pipeline	Integrated sales features	Advanced forecasting capabilities
Workflow automation	User-friendly automation	Complex configurations

Salesforce is loaded with advanced features and functionalities and can handle growing business needs effectively to enhance productivity. It is a clear winner when considering CRM core functionalities. In contrast, HubSpot has better-rounded marketing and sales features and free and starter plans. Thus, it is an attractive option for businesses looking for affordable solutions.

Customer service tools

	HubSpot	Salesforce
Popular features	Help desk and ticketing, call tracking, SLA management, knowledge base	Field Service, self service, digital engagement, virtual remote assistant, data-driven automation
Live chats and support	AI-powered support, Live chats, omnichannel help desk, breeze customer agent	AI support, virtual remote assistant, Einstein bots

HubSpot delivers exceptional customer service and values long-term retention. It has AI-powered self-service with 24/7 availability for faster and more personalized interactions. The Breeze, HubSpot’s AI, can assist with tasks, automations, insights, suggestions, and recommendations. 

On the other hand, Salesforce features a vast range of customer service products, features, related apps, and add-ons to deliver effortless service. This CRM pioneer leverages comprehensive AI capabilities with Einstein AI solutions for task automations and tailored interactions, boosting productivity significantly. In terms of customer service tools and support, Salesforce is a clear winner.

Customization and flexibility

	HubSpot	Salesforce
Customization	Custom objects, display information, basic API support, UI extensions, but with limitations	Customizable sales view, standard tabs, record types, page layouts, custom fields, help, content, and business processes
App integrations	HubSpot App Marketplace for app integrations	Extensive AppExchange library with more than 7000 apps

Although HubSpot offers customization for display, layouts, and data models, there are limited options. The HubSpot App Marketplace also helps with swift app integrations. However, it can’t beat Salesforce in customization and flexibility. 

With Salesforce, you get high-level customization features, allowing you to set up your data, websites, layouts, configurations, records, fields, interfaces, and several other options the way you want. The AppExchange platform offers ready-to-install third-party applications, building blocks, pre-built templates, scalable data solutions, guides, and other relevant resources for CRM processes. 

HubSpot vs. Salesforce: Pricing breakdown

HubSpot

	Free tools	Starter customer platform	Professional customer platform	Enterprise customer platform
Pricing	Free	$15/month/seat with 14-day trial	$1,170/month/5 seats	$4,300/month/7 seats
CRM features	Limited emails and automation actions	5x marketing contact, standard automation actions	10x marketing contact, unlimited automation, custom targeting, dynamic personalization, omnichannel marketing, and more	20x marketing contact, AI social inbox insights, Customer journey analytics
Sales features	Limited meeting scheduling, email templates, and other very basic features	Simple sales automation	Advanced conversational bots, fully customizable workflows, conversational intelligence, and forecasting features	Interactive voice response, Admin notifications management, recurring revenue tracking, and Deal journey analytics
Service features	Minimal meeting scheduling, app integrations, and reporting	Ticket automation, conversation routing, calendar sync	Custom surveys, video hosting and management, insights dashboard, service analytics, and help desk automation	Workflow health monitoring, Skills-based ticket routing, and conditional SLAs
Content support	Simple social media interactions and ad management, standard web analytics dashboard, drag-and-drop editor	AI assistants, URL mappings, and Custom templates	Password-protected pages, advanced conversational bots, Video hosting and management, smart content, SEO analytics	Serverless functions, Content partitioning, Code alerts, Content approvals
Operations features	Contact management, social login, email health reporting, and reply tracking	Custom field mappings, along with other basic features	Data quality automation, webhooks, programmable automations, scheduled workflow triggers	Advanced data calculations and prep, Snowflake data share, Advanced permissions, Data health checks
Customer support	No	Email and in-app chat support	Email and in-app chat, and phone support	Priority support

These prices are for monthly billing plans. When billed annually, you can also get additional discounts. HubSpot also allows businesses to create their custom CRM toolkit by selecting products and add-ons. 

Salesforce

	Starter Suite	Pro suite	Enterprise	Unlimited	Einstein 1 sales
Pricing	$25/user/month	$100/user/month	$165/user/month	$330/user/month	$500/user/month
Top features	Account, Contact, Lead, and Opportunity Management	Advanced Forecast and pipeline management	Sales Engagement & Conversation Intelligence	Premier Success Plan	Sales Planning, Programmes & Collaboration
Built-in AI	Activity Capture	Conversation Insights	Opportunity Scoring	Deal Insights	Predictive Forecasting
Customer and sales management	Account and Contact Management, Opportunity Management, Customizable Sales Process	Task Management, Activity Feed	Sales Console Apps	Full Offline Mobile Functionality	Embedded Forecast Charts, Forecasting Mobile App

Salesforce has easy-to-use suite plans and add-on packages. Businesses can choose from these standard pricing structures and extend their CRM capabilities with related apps and add-ons. Success plans are also available to extend the right level of support and expert guidance to maximize ROI. 

Comparison: Which is cost-effective?

HubSpot and Salesforce offer advanced features and functionalities in the most expensive packages. However, it’s important to note that Salesforce also comes with hidden costs for support and consultations, application integrations, third-party integrations, and other add-ons. This lack of transparency makes the pricing model more complicated. 

Therefore, HubSpot is a top choice if you are looking for an affordable CRM solution. However, if you are looking for premium CRM features and budget is not a constraint, Salesforce is worth the investment. 

HubSpot vs. Salesforce: Setup, onboarding, and scalability

Ease and speed of implementation

Getting started with HubSpot is easy since it requires minimal setup and configuration. Its plug-and-play approach makes integrating business-critical applications easier and consolidating marketing, sales, and service teams into one customer platform. The free version already has pre-configured settings, while the paid plans offer customization options. 

Implementing Salesforce might not be as easy and quick. For optimal business outcomes, businesses must explore and configure all the customization features through CRM specialists. Therefore, it demands a more in-depth setup with a properly structured plan.

Key Takeaway: HubSpot is a better option for businesses looking for easier and faster implementation. However, if specific needs for highly customized CRM systems exist and expert resources are available, implementing Salesforce will be more effective in the long run.

Availability of onboarding and support resources

HubSpot can build customized onboarding plans that are aligned with specific business goals. It extends technical and strategic guidance to help users at every step. Moreover, the HubSpot academy further helps with implementation strategies and continuous support through unlimited access to onboarding content, playlists, boot camps, and communities. 

For smoother onboarding, Salesforce offers detailed product documentation, demos, and learning resources. Its extensive self-help portal and user community make it even easier to onboard new customers. The Trailhead training system is a go-to resource for exploring Salesforce and caters to learners at all levels and roles. 

Key Takeaway:  HubSpot offers a better user experience and ensures smoother onboarding. However, businesses willing to invest time and resources in understanding functionalities and enhancing their workforce skills with proper training can go with Salesforce.                                                                                                                                                                                                                                        

Typical timeline to full adoption

Since HubSpot prioritizes simplicity and ease of use, it helps with faster adoption. The transition takes a maximum of a few weeks. Even teams with no prior CRM experience can adopt it quickly.

On the contrary, Salesforce has a steeper learning curve and demands a few weeks or even months for adoption. It requires proper training sessions, expert consultations, system configurations, and integrations. 

Key Takeaway: Organizations looking for a quick transition can choose HubSpot. Salesforce is ideal for businesses ready to adopt a structured process that demands adequate time for transition. 

Long-term scalability: Which platform better supports growth and complexity

HubSpot allows businesses to expand their operations with increasing users, marketing intact tiers, unlimited workflow automation, and other add-ons. These options are best for startups and small-scale businesses. However, it lacks the advanced customization, analytics, and reporting features required for complex business needs. 

Salesforce is a top-tier CRM tool that adeptly caters to enterprises of all sizes. It can manage complex sales processes with intelligent automation and facilitate collaboration across multiple teams and platforms to boost productivity.

Key Takeaway: Salesforce supports high-level customization and analytics and can efficiently transform business operations. HubSpot is better for companies looking for easier and faster transitions and do not require deep-level customizations. 

API access, developer resources, and extensibility

HubSpot APIs are designed for robust integrations and easy configurations. Users can also access detailed guides for CMS developments such as websites, blogs, and application creation. These developer resources elaborate on all steps in an easy-to-understand manner. However, there are limited customization and automation options.

Salesforce has a powerful developer ecosystem with extensive expansion capabilities. It offers guides and reference documents for API integrations, customizations, workflow automations, analytics and reporting, usage of low-code and no-code tools, third-party app sign-ins, and other critical development areas. 

Key Takeaway: Salesforce is the clear winner in terms of API access, developer resources, and extensibility. It supports thousands of third-party integrations, making it suitable for various business use cases. HubSpot is better for enterprises looking for simple, ready-to-use configurations without complexities. 

HubSpot vs. Salesforce: Who is it really built for?

Choose HubSpot if:

• You are looking for a simple and affordable solution for your growing business. It is a budget-friendly option with flexible pricing plans. You can also explore the free tools and applications before choosing long-term solutions.
• You are a startup, small, or medium-sized business looking for quick, easy transitions with minimal effort and resources. Even if you do not have a dedicated tech team, implementing HubSpot will be smooth.
• You are looking for standard CRM features and do not have extensive customization and automation requirements. HubSpot offers well-rounded features that combine sales and marketing, customer service, and content operations. 

Choose Salesforce if:

• You want rapid growth and scaling. Salesforce has huge extensibility and allows powerful third-party integrations. Thus, it can help grow your business across multiple locations and platforms and address your evolving needs.
• You are a large-scale enterprise without resources or budget constraints. Salesforce requires significant investment and is costlier, too. However, it also offers significant CRM improvements and is highly effective in the long term. 
• You have extensive customization and automation demands. Salesforce has a wealth of features, which, if you have dedicated teams and resources, you can easily explore.  

Final Verdict

Choosing between HubSpot and Salesforce ultimately comes down to aligning the CRM platform with your unique business objectives. 

HubSpot offers simplicity, affordability, and robust marketing tools ideal for small to medium-sized businesses that prioritize ease of use and quick deployment. Salesforce, with its powerful customizations, scalability, and extensive integrations, suits businesses aiming for advanced capabilities and long-term enterprise-level growth.

Evaluate your immediate needs and future growth plans carefully. Doing so will ensure the platform you select meets today’s challenges and effectively supports your evolving business ambitions.

You can also explore and compare other CRM options here. 

Frequently Asked Questions

Which CRM is better for small businesses or startups?

Hubspot is a better choice for small businesses or startups since it is affordable and easy to use. 

Which CRM is better for large enterprises?

Salesforce is a better choice for large-scale enterprises because of its broader customization and scalability capabilities. 

Can I migrate between the two easily?

It is possible to migrate between Salesforce and Hubspot. However, to avoid data loss, proper planning and third-party integrations are required. 

What if I need both marketing and sales on one platform?

Both Salesforce and HubSpot offer marketing and sales features on a single platform.