Salesforce Sales Cloud vs. HubSpot Sales Hub: Which is the Best CRM?
Trying to use HubSpot for Marketing and Salesforce for Sales is not a good idea. Both companies offer competing CRM and Marketing products, so their incentive to make it easy for you to integrate with their competitor is weak.
Instead, focus on choosing which one will be your CRM provider first. Then pick the right marketing tool depending on the CRM.
Here’s how to choose between them:
Choose HubSpot Sales Hub if: You’re a small startup focused solely on outbound marketing, have low scalability concerns, or are looking for the easiest onboarding experience.
Choose Salesforce Sales Cloud if: You want a scalable, enterprise-ready platform to grow your sales, service, and marketing efforts seamlessly while avoiding future bottlenecks.
Below we summarize the main details that lead to these recommendations. Choose wisely, because changing CRMs down the line is usually very challenging.
Table of Contents:
Comparing Origin Stories
When comparing Salesforce and HubSpot, it's important to note their different origins.
HubSpot started as a marketing tool that expanded into CRM, while Salesforce built its foundation as a CRM and later added robust sales and marketing features.
Scalability and Long-Term Viability
Salesforce Pros
Built for growth with enterprise-ready tools that adapt to increasing demands.
Offers advanced functionality for sales, service, and marketing, ensuring your operations scale seamlessly.
Supported by a vast ecosystem, including 1,300+ apps on its AppExchange and 1,000+ implementation partners.
Salesforce Cons
Initial setup and customization can be complex and may require expert assistance.
Higher upfront cost, but it’s an investment for long-term efficiency.
HubSpot Pros
Ideal for small startups with limited scalability needs.
Simple onboarding process enables teams to get started quickly.
HubSpot Cons
Struggles to accommodate businesses as they grow, often leading to operational bottlenecks.
Transitioning to Salesforce later can result in costly downtime and productivity losses
Bottom Line: If you're planning for significant growth and want a future-proof solution, Salesforce is your best bet. HubSpot is better suited for small businesses prioritizing simplicity over scalability.
Marketing Capabilities
Salesforce Pros
Salesforce Marketing Cloud delivers enterprise-grade marketing tools tailor-made for large-scale campaigns.
Features AI-driven personalization and robust automation to optimize engagement.
Integrates seamlessly with standalone tools like Mailchimp for additional flexibility.
Salesforce Cons
Advanced features may feel overwhelming for businesses seeking simplicity.
HubSpot Pros
Easy-to-use interface for creating and managing basic marketing campaigns.
Combines marketing, sales, and service tools in an intuitive platform.
HubSpot Cons
Lacks the enterprise-grade power of Salesforce Marketing Cloud for complex, large-scale efforts.
Costs can escalate quickly as you add additional users and capabilities.
Bottom Line: If you need powerful, customizable marketing tools to drive substantial ROI, Salesforce Marketing Cloud offers unmatched value. HubSpot works well for businesses with simpler marketing needs.
Support Ecosystem
Salesforce Pros
Unmatched ecosystem with extensive third-party app integrations and implementation partners.
Offers customization options to cater to highly specific business needs.
Salesforce Cons
Requires expertise to customize and fully leverage its ecosystem.
HubSpot Pros
Provides a more straightforward ecosystem with fewer integrations, simplifying use for smaller teams.
HubSpot Cons
Limited ecosystem with only 69 CRM implementation partners as of December 2023.
Fewer third-party integrations compared to Salesforce.
Bottom Line: Salesforce offers unparalleled flexibility and resources for expanding your CRM capabilities. HubSpot’s smaller ecosystem limits scalability, making it less adaptable for complex needs.
Cost and Value
Salesforce Pros
Delivers exceptional ROI, with users reporting a 29% increase in revenue, 33% higher productivity, and 31% revenue growth.
Stats source: 2024 Salesforce Success Metrics aggregated from 326 customers across nine countries.
Costs are balanced by advanced functionality and robust automation, reducing long-term expenditures.
Salesforce Cons
Higher upfront costs compared to HubSpot, especially for smaller businesses.
HubSpot Pros
More affordable option for startups or small businesses with limited budgets.
Bundles several tools into one, offering good initial value.
HubSpot Cons
Outgrowing HubSpot often leads to additional expenses for migrating to a more advanced CRM like Salesforce.
Cost increases as you scale your business or add premium features.
Bottom Line: If upfront cost is a concern for your small business, HubSpot is a good starting point. However, for long-term value and fewer upgrade headaches, Salesforce is a smarter choice.
Pricing Breakdown
Here’s a quick comparison of the primary packages when focusing on CRM capabilities:.
Salesforce Sales Cloud Pricing:
Starter Suite ($25/month/user): Includes essentials like email integration, custom reports, account management, and AI-activity logging.
Professional ($100/month/user): Adds advanced forecasting and unlimited reporting functionality.
Enterprise ($175/month/user): Expands to dedicated teams, pipeline automation, territory management, and more.
Unlimited ($330/month/user): Includes Einstein AI and other cutting-edge features like advanced knowledge bases and developer tools.
Einstein 1 ($500/month/user): Unlocks generative AI, Slack collaboration tools, and enhanced performance management features.
Salesforce’s modular ecosystem and à la carte options ensure you only pay for the features you truly need.
HubSpot Sales Hub Pricing:
Free Plan: Basic CRM plus limited tools with HubSpot branding. Good for small-scale, budget-conscious teams.
Starter ($20/month/seat): Removes branding, adds lightweight automation, and live chat tools.
Professional ($100/month/seat): Adds CRM customization, forecasting, and video messaging.
Enterprise ($150/month/seat): Expands access to sandboxes, predictive lead scoring, and advanced permissions.
While HubSpot offers lower initial pricing on lower tiers, scaled enterprises often face trade-offs in functionality.
Common Deciding Factor: Future-Proofing
Thriving businesses rarely switch from Salesforce to HubSpot because Salesforce provides more advanced functionality to handle growing demands. On the other hand, organizations often outgrow HubSpot, and the transition to Salesforce can result in costly downtime and lost productivity.
While HubSpot might attract users with its straightforward setup and marketing-focused tools, Salesforce is the better choice for businesses looking to avoid limitations and future-proof their operations.
If your focus is marketing alone, HubSpot works well as an outbound marketing tool. However, even in this area, Salesforce Marketing Cloud outperforms HubSpot, making Salesforce the clear all-in-one choice. Looking to save on costs? Standalone tools like MailChimp, which integrates smoothly with Salesforce, provide most needed functionality at a lower cost.
Final Thoughts
At the end of the day we believe it’s less risky to champion a product that will stand the test of time, but we’re happy to connect you with our top recommended HubSpot partner if you choose to explore that route.
