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What is the Difference Between HubSpot and Salesforce?

When it comes to customer relationship management (CRM) software, two giants stand out from the pack: HubSpot and Salesforce. Both platforms offer sales and marketing automation to help businesses connect with prospects and customers.  

This blog post will compare HubSpot and Salesforce across many key factors. We'll contrast the strengths and weaknesses of each CRM to provide clarity on which solution best fits your business needs.  

Whether you're a small team or a large enterprise, having the right CRM platform is vital. Read on to get a detailed comparison and determine if HubSpot or Salesforce is the right choice for your goals and use cases. 


Who is Each Platform Best For? 

When it comes to ideal users, HubSpot and Salesforce take different approaches.  

HubSpot positions itself as an all-in-one CRM tailored for small and medium businesses. With tools for marketing, analytics, and more bundled into one intuitive platform, HubSpot aims to be the one-stop shop for service companies like IT, marketing, consulting, and web development firms. 

Salesforce, on the other hand, focuses intently on robust sales force automation for large, complex organisations. Personalisation, opportunity management, forecasting, and workflow capabilities make Salesforce a natural fit for sizable teams in traditional industries like manufacturing, healthcare, and finance. 

In summary, HubSpot tries to make things easy for growing SMBs with its integrated suite of sales and marketing features. Salesforce provides specialised enterprise-grade sales tools optimised for the complex needs of large corporations. 


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Setup and Implementation 

When it comes to getting started, HubSpot and Salesforce take very different approaches. HubSpot emphasises simplicity through step-by-step onboarding guides, pre-built templates, and embedded training content. Small businesses can easily kick things off with their free CRM plan. 

Salesforce CRM, on the other hand, offers immense adaptation capabilities for large enterprises, but at the cost of a steeper learning curve. Salesforce requires much more hands-on IT involvement to tailor its highly customisable platform. However, Salesforce does provide consulting services and tailored training programs to aid implementation. 

In summary, HubSpot focuses on an intuitive user interface and out-of-the-box features that allow rapid setup for SMBs. Salesforce prioritises nearly endless customisation powered by heavy IT investment and resources, rather than ease of use. 


CRM Features 

As customer relationship management platforms, both HubSpot and Salesforce offer standard features like contact management, lead tracking, email integration, calendar syncing, and file sharing. 

When it comes to specific focus areas, HubSpot centres its CRM around visual pipeline reporting and pre-built templates designed for inbound marketing. The platform provides an intuitive drag-and-drop email designer, a built-in meeting scheduler, configurable deal stages, and workflows tailored to sales processes. 

Salesforce takes a more flexible approach focused on sales force automation. Key strengths include highly customisable objects, fields, and record types, advanced role-based security permissions, automated lead assignment and routing, native CPQ (configure, price, quote) capabilities, and Chatter for collaboration. 

Overall, HubSpot CRM provides pre-configured tools and workflows aimed at ease of use. Salesforce prioritises deep customisation and advanced functionality suited for complex sales organisations. The two differ significantly in their setup simplicity vs feature scalability. 


Sales Automation 

On the topic of sales automation, HubSpot and Salesforce diverge greatly in their approaches.  

HubSpot offers a straightforward set of features aimed at providing helpful notifications to keep reps informed. For example, reps can create lead assignment rules to distribute new leads based on criteria like location or industry.  

Email sequences allow sales to set up customised nurture campaigns that automatically send specific emails on a schedule to leads and contacts. Basic alerts and reminders can also be triggered to nudge reps about prioritised actions like following up with a key lead. 

Salesforce caters to more advanced sales automation needs. Lead routing rules can incorporate multiple parameters like deal size, geography, product interest, and more to automatically assign complex leads to the right reps.  

Sales reps can also create detailed opportunity monitoring and custom alerts based on their specific criteria. This ensures they receive notifications for the most important deals. Intricate workflow triggers can facilitate sophisticated sales processes by automating actions across teams when certain conditions are met. 


Customisation and Integrations 

With tailoring your CRM experience, both HubSpot and Salesforce offer unique approaches, catering to different levels of complexity. 

HubSpot provides a user-friendly platform, perfect for businesses seeking straightforward customisation options. Users can add custom properties, implement dynamic content, and create simple workflows, enhancing their CRM experience without delving into intricate technicalities.  

Additionally, HubSpot boasts an integration marketplace with over 150 apps. This ecosystem seamlessly connects with widely used tools like Stripe, Gmail, and Slack, ensuring smooth data flow and communication across your favourite applications. 

On the flip side, Salesforce stands out as a powerhouse of customisation possibilities. It offers a highly adaptable CRM environment, allowing businesses to modify standard objects, fields, and user interfaces.  

Salesforce's advanced capabilities extend to intricate app development and logic through Salesforce Lightning, enabling businesses to create tailored solutions that align perfectly with their unique needs.  

Moreover, Salesforce's AppExchange, a thriving marketplace for business apps, provides thousands of integrations catering to major systems such as SAP, Oracle, and Microsoft. This extensive integration support ensures Salesforce seamlessly integrates with a variety of enterprise-level software, enhancing its utility for larger organisations with complex needs. 


Reporting and Analytics 

Let’s jump into reporting and analytic capabilities, both HubSpot and Salesforce offer robust tools, each with its unique strengths tailored to different business needs. 

HubSpot excels in providing intuitive, visually appealing reports that focus on simplifying complex data. Its emphasis lies in visualised pipeline reporting, enabling businesses to have a clear, graphical representation of their sales process.  

Additionally, HubSpot allows for the creation of custom reports and dashboards, tailoring the analytics experience to specific business requirements. This customisation, coupled with contact-driven analytics, enables businesses to gauge their marketing ROI effectively.  

HubSpot's user-friendly approach is perfect for businesses looking for straightforward analytics without the need for advanced technical expertise. The emphasis on pre-built templates ensures that even businesses without dedicated data teams can extract meaningful insights from their CRM data effortlessly. 

Salesforce, on the other hand, offers a more advanced analytics suite. Its real-time dashboard creation allows for in-depth, drill-down insights, empowering businesses to explore their data at granular levels.  

Salesforce takes it a step further with AI-powered forecasts, leveraging artificial intelligence to predict future trends based on historical data.  

The platform also supports predictive modelling and custom mathematics functions, enabling businesses with complex data analysis needs to create sophisticated models. Salesforce's executive reporting provides comprehensive, high-level insights tailored for leadership teams. 


Scalability and Growth 

When considering scalability, it's essential to evaluate how well a CRM platform can accommodate your business's growth and evolving needs. HubSpot and Salesforce each have their unique approaches to scalability. 

HubSpot provides a scalable solution, starting from free versions and extending to enterprise-level packages. This makes it a versatile choice for businesses at various stages of growth.  

However, it's worth noting that larger companies may encounter limitations, particularly in terms of API requests, storage, and integrations. The lightweight customisation options, while user-friendly, can sometimes pose challenges for businesses with major expansion plans. 

Salesforce is well-known for its impressive scalability, which seamlessly caters to the needs of small businesses and massive enterprises alike.  

There are no caps on storage or usage at the higher tiers, offering companies ample room to grow without constraints. Salesforce's Lightning platform further empowers customers to build fully custom apps and solutions, ensuring that their CRM system evolves in lockstep with their expanding needs. 

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 Customer Support and Resources 

In the realm of customer support, both HubSpot and Salesforce offer resources tailored to different levels of user interaction and support needs. 

HubSpot adopts a self-service-oriented approach, providing users with an array of resources to foster independence. Customers can avail themselves of email and live chat support, ensuring quick responses to queries. 

Additionally, HubSpot offers an extensive online knowledge base, a treasure trove of articles, guides, and tutorials aimed at empowering users to troubleshoot issues independently.  

Community forums provide a platform for users to share insights and solutions, fostering a collaborative learning environment. Regular webinars and training content further back up HubSpot’s commitment to user education, ensuring users stay updated with the latest features and best practices. 

Salesforce, on the other hand, focuses on high-touch direct customer support. Users have access to 24/7 phone, email, and chat support, ensuring timely assistance for any issues that may arise.  

Salesforce goes the extra mile by providing professional services such as onboarding assistance and expert consultations. While HubSpot’s community resources enhance user interactions, Salesforce counters with personalised support services, ensuring that businesses have direct access to expert advice and assistance when needed. 



In the world of CRM solutions, HubSpot and Salesforce offer distinct paths tailored to different business needs. Whether you are a growing SMB seeking user-friendly simplicity or a large enterprise in need of unparalleled customisation, the choice between HubSpot and Salesforce is pivotal. 

Selecting the right CRM is not merely a decision; it's an investment in the efficiency and growth of your business. Understanding your unique requirements, workflows, and objectives is key to making an informed choice. 

Ready to transform your business with the perfect CRM solution? Contact SpiderDigital, your trusted Diamond HubSpot partners, to explore how we can elevate your business to new heights. Make the right choice today. 


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