CRM Showdown: HubSpot vs. Salesforce
Best Salesforce vs Hubspot Customer relationship management (CRM) software was developed about 30 years ago to assist businesses better manage customer relationships and every one the info involved them.
Fast forward to today, and CRM software has become more powerful and sophisticated than ever. While having a CRM platform in situ has become mandatory for nearly every business, selecting one that meets the requirements of your business, industry, and target market are often daunting.
That’s precisely why we’re getting to break down two of the foremost dominant CRM apps on the market to assist you to opt what’s best for your organization: HubSpot or Salesforce.
Common Features and What We Looked For
CRMs are the hub of many businesses, which means it’s crucial to pick one that best suits your team. There’s no one-size-fits-all solution, so as you choose, pay attention to which features matter most to your organization.
Below are the eight factors we focused on when testing these two apps. Click to jump to the sections that are most relevant for you, or skip ahead to our complete feature comparison table.
User Interface and Setup
Best Salesforce vs Hubspot
The core purpose of any CRM is facilitating management and organization of any and all customer- or client-related data. This includes contacts, leads, and active accounts alike. Need to quickly see the largest deals in your pipeline and whom to contact to close the sale? What about adding phone numbers and emails of new sales leads you met at a conference?
These are precisely the kinds of activities that both Salesforce and HubSpot are designed to streamline. And because of the massive amount of data you’ll be working with, ease of use is crucial. To start, take a quick look at the dashboards for each app.
Best Salesforce vs Hubspot Both have a similar structure, with the ability to quickly navigate to Accounts, Contacts, Deals, and Reports via a menu bar near the top of the screen. In both systems, you can easily drill down into specific contacts, for example, to view things like email address, phone number, and history of contact activity. And when setting up both, you’ll be able to easily import your contacts via Excel.
As you’re setting up, you’ll notice that Salesforce offers many more options for how menus can be customized, as users can add tabs for items like Quotes, Tasks, Files, and Sales Groups, alongside the standard tabs. If you’re working within a complex organization or with a unique pipeline, this is invaluable for the user experience.
Best Salesforce vs Hubspot
When you become a Salesforce customer, you’ll likely get a dedicated account manager and implementation specialist that will take the time to make sure the user experience is optimized to best meet your needs. This is helpful to be sure you’re making the most of your new tool, but it’s a bit front-heavy in terms of implementation. HubSpot, on the other hand, can be set up in many cases in a matter of minutes because the basic version is free, with no need to go through a sales process, make an initial payment, or sign a contract.
Note: Users may purchase the Salesforce Essentials edition that can be set up in roughly the same amount of time as HubSpot, but most standard license customers go through the sales, implementation, and configuration process.
HubSpot’s pricing model is great for small businesses that require basic CRM functions, while Salesforce is a better investment for businesses that get value out of advanced features.
Best Salesforce vs Hubspot When it comes to pricing, Salesforce and HubSpot have drastically different models, and the needs of each individual business will determine which is most appropriate.
In short, Salesforce operates on a traditional software-as-a-service (SaaS) model, charging companies a monthly subscription fee (billed annually), based on the number of users that will be accessing the system. Subscription fees are tiered based on a few factors, such as the number of contacts, customization options, and support packages.
$25/user/month for a maximum of five users. After that, there’s no user maximum, but the price increases as the available features increase. At the high end, you’re looking at $300/user/month with advanced features like AI-based lead scoring.
Best Salesforce vs Hubspot HubSpot’s fundamental CRM, then again, is free for a boundless number of clients. Obviously, as the familiar axiom goes, free can now and then be the most costly. While HubSpot’s free CRM gets numerous clients in the entryway, extra highlights and usefulness are bought on an individual premise. A large number of the capacities that are incorporated with an essential Salesforce membership, as cutting edge revealing and dashboards, must be bought independently.
To give you a thought, you’ll be paying $200/month for custom revealing and $1,200/month (for up to ten clients) for highlights like prescient lead scoring, eSignatures, and repeating income following. Obviously, for organizations that require propelled announcing and deals process customization, these expenses can include rapidly.
Main concern: Salesforce will cost you progressively forthright, yet the HubSpot additional items—on the off chance that you need them—may be exorbitant as you scale.
Best Salesforce vs Hubspot
Dashboards and Reporting
For the most remarkable detailing bits of knowledge into deals exercises, pipeline, and estimating, Salesforce prevails over HubSpot.
It’s one thing to store your client information—it’s another to dissect it. What’s more, one of the greatest worth includes that organizations get from CRM programming is the detailing and investigation. From the C-suite down to singular salespeople, it’s basic to screen, track, and conjecture how deals are going—and where they’re probably going to go later on. What’s the present estimation of every deal rep’s pipeline by stage? What number of leads are looking out for contracts? What was the year-over-year development for a gathering of reps? These are the sorts of inquiries you need your CRM to respond in due order regarding you.
Best Salesforce vs Hubspot Both HubSpot and Salesforce permit clients to create granular reports and dashboards of things like lost open doors by geographic region, most elevated deals an incentive by client fragment or industry, and which lead source yields the most significant arrangements. That being stated, Salesforce gets a slight edge in announcing usefulness because of the sheer number of factors accessible inside its report maker. Both components simple to-utilize intuitive usefulness inside the report maker, with the capacity to consistently change over reports into appealing dashboards.
HubSpot’s fundamental CRM contains just pre-designed reports for deals exercises and deals pipelines. What’s more, even HubSpot’s top-notch revealing bundle (which costs an extra $200/month) has a 200 dashboard limit and far less customization than Salesforce.
Best Salesforce vs Hubspot The two frameworks accompany out-of-the-container reports that can assist you with beginning in case you’re new to dashboards and announcing, however, Salesforce additionally offers more alternatives for how you can envision the information on your dashboard (e.g., pipes, pie diagrams, odometers). HubSpot’s pre-designed reports are ordinarily constrained to standard reference diagrams, line charts, and numerical counters, however, the exceptional detailing bundle has more perception choices.
In case you’re not as keen on detailing and simply need to concentrate on putting away client information and speaking with clients, HubSpot can work. Be that as it may, in case you’re hoping to investigate your information to enable your group to improve, Salesforce can’t be beaten.
Lead Generation, Capture, and Management
Salesforce has profoundly adaptable lead the executives and scoring, while HubSpot can get independent companies ready for action rapidly with lead age by means of substance advertising.
HubSpot is extraordinary in its attention on inbound and content showcasing—actually, that is at the center of what the organization does. Clients can pay extra to utilize HubSpot as a substance the executive’s framework (CMS) to distribute web journals and whitepapers, for example, to produce inbound leads that will take care of legitimately into the CRM. Salesforce expects you to do these exercises on different assistance, for example, Marketo, and along these lines coordinate it with the CRM.
Best Salesforce vs Hubspot Both CRMs have essential lead catch usefulness, with the capacity to consequently import contact data into the framework when somebody makes a request by means of your site, for instance. Also, the two frameworks permit clients to email contacts straightforwardly from the CRM or interface the framework to an email customer like Gmail so any correspondence is naturally logged inside the CRM.
Best Salesforce vs Hubspot
When your leads are in your framework, Salesforce sparkles with its customization choices. In HubSpot, you can include and alter certain fields inside a lead, contact, or arrangement (e.g., nation, industry, sexual orientation, and so forth.). However, Salesforce makes things a stride further, with the capacity to arrangement lead task rules, consequently, add prompts sustain showcasing records, and set security get to levels so just approved clients see datatypes they’re assumed to. Salesforce likewise naturally scores leads to a size of 1-100, in view of the wellspring of the lead, site social impression, and different variables. HubSpot’s prescient lead scoring usefulness must be bought as an extra or part of the Enterprise bundle.
The more mind-boggling your business forms are, the better Salesforce performs. For little organizations with fundamental deals cycles, HubSpot streamlines the procedure.
Best Salesforce vs Hubspot With regards to pipeline the board, Salesforce is progressively adaptable in designing arrangement organizes that coordinate the business procedures of your business. (That, thus, prompts the more customized detailing abilities depicted above.) If your procedure is granular, you can represent that without losing the subtlety of your reps’ activities. Also, in the event that you need to add a lead to a later phase of the pipeline, you have that adaptability.
While HubSpot permits clients to alter and add to their seven pre-arranged deals pipeline stages (Appointment, Qualified, Presentation Scheduled, Decision Maker Brought In, Contract Sent, Closed Won/Lost), the framework just takes into consideration one pipeline for each association. That implies on the off chance that you have the process of one deal for one item, and an alternate deals process for another, you’re in a tough situation with HubSpot except if you buy an extra or premium pack that considers numerous pipelines.
Best Salesforce vs Hubspot Indeed, even the premium HubSpot pipeline the executive’s capacities don’t coordinate Salesforce’s usefulness. With Salesforce, reports can be related to each arrangement stage, undertakings robotized as arrangements move along, and a boundless number of items related to each arrangement (partner items with bargains is a premium HubSpot include). In spite of the fact that HubSpot additionally can mechanize certain assignments inside the business cycle, it’s substantially more hard to attract different capacities—like bookkeeping and stock—into the framework.
Backing and Training
In case you’re a DIY individual with negligible help prerequisites, HubSpot is the better choice.
With Salesforce, all clients will get a standard help bundle including access to client achievement networks and the capacity to stop item bolster tickets online with ensured two-day reaction time. A top-notch plan is additionally accessible, with access to all day, everyday telephone support, a devoted achievement director, and promised one-hour reaction for basic issues.
While you’ll get similar fundamental helpdesk support with HubSpot’s CRM, premium help, client achievement, and specialized help can come at (here and there generous) extra expense. A remote onboarding meeting costs clients around $1,500, while top to bottom help meetings to assist you with complex customization issues cost upwards of $5,000. For essential item issues, even free clients will get a reaction inside 24 hours.
Best Salesforce vs Hubspot Both HubSpot and Salesforce have dynamic online client networks and offer accreditations, training, and live occasions to assist clients with expanding their capability and information. HubSpot offers an assortment of affirmations concentrating mostly on inbound lead age. Salesforce preparing and affirmation (otherwise called the Trailblazer Community) centers considerably more intensely around specialized parts of CRM devices, showing clients how to redo the framework, set up complex work processes, and even code in Salesforce’s restrictive APEX language.
Work processes and Documentation
Salesforce has the edge for complex endorsement work processes and enormous archives.
Indeed, even in the computerized business world, the expression “make all necessary endorsements” despite everything applies. At the point when you’ve finished a deal, you’ll likely have various reports that should be affirmed, sent, marked, and returned. The quicker you can get these errands achieved, the quicker you can proceed onward to the following deal. Salesforce sparkles here, with the capacity to robotize confounded record work processes while likewise working as a huge distributed storage drive for every one of your deals related archives.
Best Salesforce vs Hubspot In Salesforce, you can undoubtedly make, alter, and tweak work processes for your procedures. Perhaps an agreement should be seen and affirmed by a project lead before it’s sent to the possibility by the agent. Or on the other hand, whenever a lead transforms into a chance, one of the territorial salespeople should be informed by means of email. Basically any procedure can be mechanized and connected with the fitting records. Furthermore, Salesforce offers 1 GB of capacity for any organization with an Essentials permit and 2 GB for every client permit for anything above Essentials.
|User Interface and Setup||Highly customizable||Simple for beginners|
|Pricing||From $25 to $300 per user/month||Basic CRM is free, with premium add-ons and bundles|
|Dashboards and Reporting||Highly complex and powerful||Good for small and medium-sized businesses|
|Lead Generation, Capture, and Management||Customizable once leads are in the system||Great lead gen marketing options|
|Pipeline Management||Best for complex/lengthy sales processes||Cost-effective for simple sales processes|
|Support and Training||A wealth of technical resources||Marketing- and lead generation-focused|
|Workflows and Documentation||Large file size limits and customizable workflows||Best for straightforward processes and documentation that don’t involve functions outside of sales and marketing|