Salesforce vs HubSpot: Comparing Product Suites for Business Implementation

HubSpot and Salesforce are industry leaders, offering a wide range of tools. They can handle everything from project management and customer relationship building to marketing automation and creating unified digital workspaces.

While both of them are formidable options, choosing the ideal platform can be daunting (even if you’ve got reliable HubSpot or Salesforce implementation services.) In this blog, we will compare what these companies offer for diverse business purposes so you can identify the best fit for your specific needs without any confusion. 

Which Businesses Use Salesforce or HubSpot?

Several industry titans including Coca-Cola, Toyota, and American Express rely on Salesforce for managing comprehensive business operations. Salesforce’s cutting-edge technology and features allow them to deeply understand their customers, grow faster, and stay flexible to meet evolving market demands.

HubSpot on the other hand has become the go-to choice for dynamic, fast-growing companies such as Pellaton, Ceron, and Zendesk. Its ease of use and comprehensive marketing, sales, and service solutions make it a solid proposition for startups and growing businesses.

While both these platforms offer solutions with vast similarities, they have some differences too which makes this comparison a necessity. Let’s check out how these two platforms fare against each other in various areas.

Comparing Salesforce and HubSpot for Marketing Needs

For comprehensive marketing needs, Salesforce has a dedicated solution in Marketing Cloud, located within the Salesforce Customer 360 ecosystem. It is a cloud-based digital marketing platform powered by cutting-edge AI, automation, and reporting. Marketing Cloud empowers marketers to segment their audience, deliver personalized messages, monitor campaign performance, engage leads and accounts, and enhance strategies using real-time insights.

On the other side, HubSpot's Marketing Hub is an all-in-one inbound marketing engine that includes tools for email marketing, landing page creation, social media marketing, content management, reporting & analytics, search engine optimization (SEO), and more.

Let's assess how well these two solutions compare to one another:

Pricing

Salesforce Marketing Cloud	HubSpot Marketing Hub
Multiple products are available in different tiers, based on features and contact volume.	Tiered pricing based on contacts. Marketing Hub needs to be customized for specific business needs.
Key SFMC solutions: Engagement- $1250/month Account Engagement- $1250/month Intelligence - $3000/month Loyalty Management - $20000/month Personalization - $100000/month Data Cloud for Marketing- $108000/month Note: Each of the above solutions is available in multiple editions.	Key Marketing Hub editions: Starter - $15/month/user Professional - $890/month Enterprise- $3600/month
Free Trial: Not Available	Free Trial: ✅

Suitability by Business Type

Business Type	Salesforce Marketing Cloud	Hubspot Marketing Hub
Small businesses ( < 50 employees)	52.9%	26.3%
Mid-Market (50-1000)	41.3%	40.2%
Large Scale enterprises (>1000)	5.8%	33.5%

Feature Comparison

Feature	Salesforce Marketing Cloud (SFMC)	HubSpot Marketing Hub
Ease of Use	Complex interface, steep learning curve	Intuitive interface, easy to use, but with limited capabilities compared to SFMC
Customization	Extensive customization capabilities with features like AMPscript and SSJS	Limited customization options
Integration	Seamless integration with Salesforce CRM, Sales Cloud, Service Cloud, and third-party apps	Integrates well with HubSpot CRM, Salesforce, and third-party apps
Automation	Advanced automation capabilities with Journey Builder, Automation Studio	Solid automation features with Workflows and Sequences
Email Marketing	Powerful email marketing tools including Email Studio, Content Builder	User-friendly email marketing tools with Email Editor and Templates
Social Media Management	Comprehensive social media management with Social Studio	Basic social media management with Social Media Tools
Analytics and Reporting	Advanced analytics and detailed reporting with Analytics Builder and Datorama	Strong analytics with Marketing Analytics and Dashboard Reporting
A/B Testing	Robust A/B testing tools including Email A/B Testing and Multivariate Testing	Effective A/B testing with built-in A/B testing tools
Customer Journey Mapping	Sophisticated journey mapping tools with Journey Builder	Good journey mapping with Marketing Automation Workflow
Content Management	Advanced content management features with Content Builder	Effective, but more basic content management with Content Creation Tools
Support and Training	Extensive support and training resources, including Trailhead and Premier Support	Strong support, extensive training resources like HubSpot Academy
Data Management	Advanced data management capabilities with Data Extensions and Contact Builder	Good data management with Custom Properties and Contact Segmentation
Mobile Optimization	Advanced mobile optimization features with Mobile Studio and MobilePush	Solid mobile optimization with Mobile-Optimized Templates
Segmentation and Targeting	Highly advanced segmentation and targeting with Audience Builder and Predictive Intelligence	Strong segmentation and targeting with Smart Lists and Segments
Advertising Management	Comprehensive advertising management with Advertising Studio	Basic advertising tools with Ad Management
Lead Scoring	Advanced lead scoring with Einstein Lead Scoring and Predictive Lead Scoring	Effective lead scoring with Predictive Lead Scoring
Personalization	High-level personalization with Einstein Recommendations and Dynamic Content	Personalization with Smart Content and Adaptive Testing
Landing Pages	Advanced landing page tools with CloudPages	User-friendly landing page builder
Surveys and Forms	Form creation and integration with third-party survey tools	Integrated forms and survey tools
Campaign Management	Advanced campaign management with Campaigns and Pardot	Campaign management with integrated tools
AI and Machine Learning	AI-driven insights and automation with Salesforce Einstein	Basic AI features with HubSpot AI tools
Third-Party Integrations	Extensive integrations via AppExchange	Wide range of integrations with HubSpot App Marketplace
Data Privacy and Compliance	Advanced compliance features with GDPR, CCPA, and HIPAA support	Strong compliance features with GDPR and CCPA support

Pros and Cons

	Salesforce Marketing Cloud	HubSpot Marketing Hub
Pros	Powerful features (AI-driven email, journey builder)	User-friendly interface (drag-and-drop)
	Highly scalable	Affordable (free tier & scalable pricing)
	Extensive customization	Built-in tools (CMS, SEO, social media)
	Seamless Salesforce ecosystem integration	Strong support (documentation & community)
Cons	Complex interface & steeper learning curve	Less powerful features (limited AI & lead scoring)
	Expensive (custom quotes)	Limited customization
	No free tier	May not be ideal for large enterprises

Comparing Salesforce and HubSpot for Automating Sales Processes 

For automating sales processes, Salesforce offers its cutting-edge Sales CRM in Salesforce Sales Cloud, designed to support and enhance the sales processes of companies. It provides a wide range of features, including contact management, opportunity tracking, sales forecasting, and Einstein AI, all aimed at helping sales teams close deals more efficiently. 

HubSpot Sales Hub, on the other hand, is a customizable, cloud-based system that helps increase sales and automate sales processes, saving time at every stage of the funnel. It too comes with exceptional capabilities for customer and prospects nurturing, lead conversions, and pipeline management. 

Unlike Marketing Cloud and Marketing Hub, these sales solutions offer similar features and competitive advantages in pricing which can make decision-making even more difficult. Consider their feature comparison to decide which one is a better fit for your overall sales needs.

Pricing

Salesforce Sales Cloud	HubSpot Sales Hub
Sales Cloud is available at per user and monthly pricing model	The sales hub is also available in both per-user and monthly models
Editions: Starter - $25/user/month Professional - $80/user/month Enterprise - $165/user/month	Editions: Free HubSpot CRM - $0.00 Starter - $20/user/month Professional - $100/user/month
Free Trial:✅	Free Trial: ✅

Suitability by Business Type

Business Type	Salesforce Sales Cloud	HubSpot Sales Hub
Small businesses ( < 50 employees)	21.4%	62.4%
Mid-Market (50-1000)	45.8%	33.8%
Large Scale enterprises (>1000)	32.8%	3.8%

Feature Comparison

Feature	Salesforce Sales Cloud	HubSpot Sales Hub
Contact & Account Management	Creates detailed profiles for contacts and accounts, including activity history and relationships. Ideal for complex sales structures.	Stores basic contact information and links them to relevant accounts. Good for smaller teams.
Email Integration	Integrates with your existing email provider (Outlook or Gmail) to automatically log and track emails.	Tracks emails sent and received within the platform, showing opens and clicks.
Lead Management	Offers advanced lead scoring, routing based on criteria, and lead nurturing through automated workflows.	Captures leads from various sources, assigns scores based on engagement, and prioritizes them for follow-up.
Pipeline Management	Creates customizable pipelines with specific stages and allows for setting sales processes and win/loss probabilities.	Visualizes the sales process with drag-and-drop deal stages. Great for basic deal tracking.
Task Management	Automates tasks based on triggers and integrates with workflow rules for complex sales processes.	Assigns tasks to team members, sets due dates, and tracks progress. Manages basic workflows.
Reports & Dashboards	Creates custom reports and real-time dashboards with in-depth data analysis.	Provides pre-built reports on key sales metrics. Offers basic customization options.
Forecasting	Offers advanced forecasting tools with quota management, allowing for scenario planning and what-if analysis.	Generates basic sales forecasts based on pipeline data. Limited customization.
Mobile App	Offers a robust mobile app with full CRM capabilities, allowing for managing tasks, deals, and contacts from anywhere.	Provides basic CRM functionalities on mobile devices for on-the-go access.
Automation	Provides extensive automation capabilities for workflows, approvals, and complex sales processes.	Automates basic email sequences and simple workflows to streamline repetitive tasks.
Customization	Highly customizable with a vast library of plugins on the AppExchange, requiring more technical expertise.	Offers limited customization options for fields, views, and reports. Easier to use for non-technical users.
Integration	Integrates with a wide range of third-party apps through a marketplace, offering more flexibility but requiring additional setup.	Integrates seamlessly with HubSpot Marketing Hub for unified marketing and sales efforts.
AI & Analytics	Uses Einstein AI for advanced predictive analytics, suggesting next best actions and identifying sales opportunities.	Provides basic sales insights with data visualization and performance tracking.
Pricing	Tiered pricing with additional costs for add-on features and user licenses. Can be expensive for large enterprises.	Tiered pricing based on features and number of users. More affordable for smaller teams.
User Experience	Comprehensive feature set requires more training and may have a steeper learning curve.	User-friendly interface with clear navigation and simple setup. Easier to learn for beginners.
Support & Training	Provides Salesforce Trailhead, an extensive online training platform, with paid customer support options.	Offers free online resources through HubSpot Academy and a supportive community forum.
Security	Offers advanced security features with compliance certifications for stricter data protection needs.	Implements standard security features like data encryption and access controls.

Pros and Cons

	Salesforce Sales Cloud	HubSpot Sales Hub
Pros	Best for sales planning, lead scoring, and sales automation.	Best for quote-to-cash, visitor identification, and CPQ
	Allows real-time tracking of opportunities, leads, sales, clients, invoices, campaigns, contracts, and more.	Offers features for lead generation, prospecting, deal closing, and customer relationship management.
	Endless customization capabilities are available.	Great customization capabilities, however, are somewhat limited to the sales cloud.
	Sales Cloud supports integration with almost all major marketing, support, and SM tools.	Seamlessly integrates with many email marketing platforms, customer support tools, and social media management software.
Cons	Pricing is slightly on the higher side, especially for small businesses.	Features such as automated emails and voicemails are not available.
	Understanding how the system requires a lot of training.	Limited integrations with other systems.

Comparing Salesforce and HubSpot for Customer Service

Service Cloud is Salesforce's primary solution for helping businesses manage and resolve customer inquiries and issues. It offers several tools including case management, knowledge base, omni-channel support, automation, and analytics, enabling companies to deliver exceptional customer service experiences.

HubSpot, on the other hand, has Service Hub that brings customer service data channels together in one place, and helps scale support through automation and self-service capabilities, making it a strong competitor to Salesforce’s Service Cloud. 

Let’s check out some of the key differences between these two for a better understanding:

Pricing

Salesforce Service Cloud	HubSpot Service Hub
Service Cloud is available at a monthly and per user pricing model.	Hubspot Service hub is available at monthly pricing models.
Editions: Starter - $24/month Professional - $100/month Enterprise - $165/user/month Unlimited Edition - $330/user/month Einstein1 Service - $500/user/month	Editions: Starter - $15/user/month Professional - $90/month Enterprise- $150/month
Free Trial: ✅	Free Trial: ✅

Suitability by Business Type

Business Type	Salesforce Service Cloud	HubSpot Service Hub
Small businesses ( < 50 employees)	19.9%	63.3%
Mid-Market (50-1000)	41.7%	34.2%
Large Scale enterprises (>1000)	38.5%	2.5%

Feature Comparison

Feature	Salesforce Service Cloud	Salesforce Service Hub
Core Functionality	Comprehensive customer service platform	Customer service and support hub within a CRM
Customer Support Channels	Phone, email, chat, social media, community, knowledge base, field service, omni-channel routing	Email, live chat, knowledge base, ticketing system
Case Management	Advanced case management with routing, escalation, SLA management, and field service	Basic case management with ticket creation and assignment
Knowledge Base	Robust knowledge base with article management, search, and self-service portal	Knowledge base with article creation and management
Customer Portal	Customizable customer portal with case management, community forums, and self-service options	Basic customer portal with case access and information
Automation	Workflow automation, macro creation, field service automation	Basic automation with workflows and bots
Reporting and Analytics	Advanced reporting and analytics with dashboards and forecasting	Basic reporting and analytics with performance metrics
Integration	Extensive integration capabilities with Salesforce ecosystem and third-party apps	Integration with other HubSpot tools and limited third-party integrations
Target Audience	Large enterprises with complex customer service needs	Small to medium-sized businesses with basic customer service requirements

Pros and Cons

	Salesforce Service Cloud	Hubspot Service Hub
Pros	User-friendly interface, seamless integration with other Salesforce products.	Integrates with HubSpot CRM, offering a comprehensive view of customer interactions, enabling smooth ticket management.
	Offers various support channels such as Email, phone, Chat, FAQ, Forum, Knowledge Base, and 24/7 Live Support.	Offers email , chat, forum, and knowledge base support.
	The platform captures customer data and preferences, allowing agents to tailor interactions and provide personalized support.	Allows businesses to monitor key metrics, pinpoint areas for improvement, and assess the efficacy of their support operations.
Cons	Salesforce Service Cloud is a paid software, and the cost can be a barrier for some businesses.	Users have expressed concerns about the lack of robust reporting features, making it difficult to track and analyze key performance metrics.
	Salesforce Service Cloud can be integrated with other software, but the process can be complex.	HubSpot Service Hub can be challenging to integrate with other business systems, leading to data silos and inefficiencies.

Comparing Salesforce and HubSpot App Marketplaces 

App marketplaces are essential for extending the functionality of core platforms like Salesforce and HubSpot. They provide businesses with access to a variety of tools and integrations that can enhance productivity, streamline processes, and address specific business needs.

 By leveraging these marketplaces, companies can:

• Customize their software to better fit their unique workflows and requirements.

• Integrate with other tools and platforms they are already using.

• Access innovative solutions created by third-party developers.

• Stay competitive by adopting new technologies and features as they become available.

Let’s check them in more detail through the below table:

Criteria	Salesforce	HubSpot
Marketplace	AppExchange Marketplace	HubSpot App Marketplace
Key Pointers	a) Over 7,000 applications across various categories b) Supports complex, enterprise-grade integrations c) Rigorous certification process for apps ensuring security and compatibility d) Developers can create custom apps tailored to specific business needs	a) Over 500 applications available, focusing on core business functions b) Apps designed for quick setup and integration c) Apps undergo a verification process to ensure quality and reliability
Integration Capabilities	a) Robust API support for seamless integration with external systems b) Compatible with leading middleware solutions like MuleSoft for advanced integration needs c) High degree of customization available through Salesforce’s development tools.	a) Offers a suite of APIs for integration with other tools and systems. b) Pre-built integrations with popular software like Gmail, Slack, and Shopify. c) Utilizes Zapier to connect with thousands of other apps without coding.
Use Cases	a) Ideal for large enterprises needing deep, customizable integrations. b)Supports a wide range of industries including finance, healthcare, and retail	a) Suitable for small to medium businesses looking for straightforward integrations. b) Strong emphasis on marketing, sales, and customer service integrations
Complexity vs. Simplicity	Offers advanced, customizable integration options for complex business requirements	Prioritizes ease of use and simplicity, ideal for businesses needing quick, hassle-free integrations
Business Suitability	Caters to large enterprises and industries with complex integration needs	Best suited for small to medium businesses focusing on marketing and sales

Comparing Salesforce and Hubspot for Customer Relationship Management

Salesforce and HubSpot host various solutions in their cloud ecosystem, each with unique features and capabilities. 

Salesforce, for instance, has several CRM offerings including Sales Cloud, Service Cloud, Marketing Cloud, Commerce Cloud, Analytics Cloud, and Experience Cloud. Salesforce also offers a dedicated offering for small businesses starting at $25 featuring sales, service, and marketing functionalities. Besides this, Salesforce also offers industry solutions catering different industries.

Popular Salesforce CRMs (Source: Salesforce)

Speaking of HubSpot, it too has multiple CRM offerings, each dedicated to specific business functions. This includes Sales Hub, Marketing Hub, Service Hub, Operations Hub, Content Hub, and Commerce Hub. HubSpot also offers a Starter Business Bundle built for startups and small businesses starting at just $20.

Popular HubSpot CRMs (Source: HubSpot)

Feature Comparison

Here’s a feature comparison between the two platform CRMs on a broad level:

Feature	Salesforce CRM	HubSpot CRM
Contact management	Yes	Yes
Email Marketing	Yes	Yes
Customer Support Tools	Yes	Yes
Reporting and Analytics	Yes	Yes (limited)
Workflows and Automations	Yes	Yes
Artificial Intelligence tools	Yes	Yes
Integrations	7000+	1000+
Mobile App	Yes	Yes (limited support)
Free plan	No	Yes (5 users)
Starting price for paid tiers*	$25 per user per month	$20 per user per month

Pros and Cons

	Salesforce CRM	HubSpot CRM
Pros	Offers features for lead management, marketing automation, sales data, partner management, and more.	Offers features for contact and lead management, email tracking, scheduling, live chat, and more.
	Highly customizable for specific business needs. Can be integrated with most major third party apps.	Basic customization capabilities. Integration with a range of third-party apps such as Gmail, Slack, and Wordpress.
	Advanced reporting and analytics features such as real-time analytics, trend analysis, predictive analytics, and customer segmentation.	Strong reporting and analytics features including sales forecasting, website activity, individual email preference.
Cons	Some users find the platform’s complexity and steep learning curve a challenge.	Limited features and capabilities for customization, automation, reporting, and other key areas.
	Salesforce licenses can be costly for small businesses.	Some of its more complex features can be challenging to implement without prior experience or training.

Salesforce vs HubSpot: Making a Choice

When deciding between Salesforce and HubSpot, consider your unique business needs, budget, and the complexity of your operations. If your business needs a highly customizable and feature-rich platform, Salesforce is the way to go. You can collaborate with a Salesforce development company for tailoring out-of-the-box Salesforce solutions as per your business needs.

However, if you prefer a more affordable, intuitive solution that still offers robust features, HubSpot is an excellent choice. Additionally, you can leverage HubSpot development services to customize and optimize your HubSpot platform further to meet your specific needs.

Ultimately, the right decision hinges on your specific goals and requirements. Choose whichever platform seems best to propel your business forward.

Suggested Read

• Marketing Cloud vs Marketing Hub

• Salesforce Implementation Costs

• Building Communities and Digital Experiences with Salesforce Experience Cloud

FAQs

• Q. What is the difference between HubSpot and Salesforce?

  The difference between HubSpot and Salesforce lies in their focus and features. HubSpot is known for its ease of use and all-in-one marketing, sales, and service platform, ideal for small to mid-sized businesses. Salesforce, on the other hand, offers a highly customizable and robust CRM with a wide range of advanced features, suitable for larger enterprises with complex needs.

• Q. Is HubSpot better than Salesforce?

  Whether HubSpot is better than Salesforce depends on your specific business needs. HubSpot is better for those seeking an easy-to-use, integrated solution with transparent pricing. Salesforce is better for businesses that need advanced customization, scalability, and a comprehensive suite of CRM tools.

• Q. Is HubSpot similar to Salesforce?

  HubSpot and Salesforce are similar in that they both provide CRM solutions, but they cater to different market segments and have distinct features. HubSpot is more user-friendly and geared towards small to mid-sized businesses, while Salesforce offers a more powerful and customizable platform for larger enterprises.

• Q. Are HubSpot and Salesforce competitors?

  HubSpot and Salesforce do compete in the CRM market, but they serve different types of customers. HubSpot targets small to mid-sized businesses with its easy-to-use, all-in-one platform, whereas Salesforce focuses on providing a highly customizable and scalable CRM solution for larger businesses with more complex requirements.

• Q. Which is better, HubSpot or Salesforce?

  None. Deciding whether HubSpot or Salesforce is better depends on your business needs. HubSpot is better for those seeking an intuitive, all-in-one solution with simple setup and usage. Salesforce is better for businesses that require a highly customizable, scalable CRM with advanced features and integrations.

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