Choosing a suitable Customer Relationship Management (CRM) system is one of the most critical choices companies will make in 2025. A CRM that works perfectly for your business helps build better customer relationships, improves operational efficiency, and boosts revenue.
Two of the leading platforms in CRM are HubSpot and Salesforce. Each platform has its own strengths and caters to different business needs. So, how to choose between them?
As an official HubSpot Solutions Provider and a Salesforce Partner Routine Automation will take a closer, unbiased look to see which CRM best meets your business objectives.
HubSpot vs Salesforce: A Side-by-Side Comparison
Most companies with a CRM system typically have a 21% to 30% increase in revenue, and 86% of them exceed their sales target. HubSpot and Salesforce are among the top names in CRM, serving several types of businesses.
HubSpot and Salesforce are two of the most recommended names in CRM. HubSpot originated as a marketing tool but quickly expanded to a comprehensive CRM system, focusing on usability and inbound marketing. On the other hand, Salesforce evolved into a robust, customizable sales and marketing powerhouse with deep automation functionality.
Here’s a quick comparison of their key features:
| Feature | HubSpot | Salesforce |
| Best for | Small to mid-sized businesses (SMBs), startups | Large enterprises with complex sales processes |
| Ease of use | Intuitive, drag-and-drop interface | Steeper learning curve, requires training |
| Pricing | Starts from $20 per seat per month | Higher cost with additional charges for add-ons |
| Customization | Limited but sufficient for SMBs | Highly customizable with deep integrations |
| Automation | Good automation tools | Advanced AI-driven automation |
| Marketing features | Strong built-in marketing automation | Requires Marketing Cloud integration |
| Sales features | Sales automation, email tracking | Advanced lead scoring, AI-powered insights |
| Support | Email support, paid plans include live chat and phone support | 24/7 premium support available but costly |
| AI capabilities | Growing AI features | Einstein AI for predictive analytics and automation |
| Mobile app | Available but with fewer features | Advanced mobile CRM functionalities |
What is HubSpot?
HubSpot is a simple-to-use, all-in-one CRM for growing businesses. This tool offers end-to-end integration between marketing, sales, and customer service functions.
Key Features:
- CRM with unlimited users and up to 1 million contacts
- Contact activity tracking (emails, calls, meetings, etc.)
- Lead scoring and segmentation
- Easy implementation
- Pipeline management and deal tracking
- Sales automation and workflows
- Built-in marketing tools (email marketing, landing pages, SEO tools)
Who is HubSpot best for?
- Small and mid-sized businesses (SMBs): Those that seek an all-in-one, user-friendly CRM
- Startups: Searching for a cheap and scalable solution
- Marketing teams: Focusing on marketing primarily through inbound and lead nurturing-based techniques, as well as the content
- Sales teams: For businesses needing automation, email tracking, and pipeline management
- B2B & SaaS companies: For managers that require lead generation and customer lifecycle management
What is Salesforce?
Salesforce is an AI-powered CRM, highly customizable and one of the best options for large, complex enterprises that demand heavy automation and scalability.
Key Features:
- Centralized customer database
- Advanced lead and opportunity tracking
- AI-powered lead scoring (Einstein AI)
- Customizable contact and account fields
- Sales forecasting and advanced analytics
- Multi-channel customer support (email, phone, chat, social media)
- Enhanced sales productivity and performance
Who is Salesforce best for?
- Large enterprises: Needing highly customizable CRM solutions
- Sales teams with complex pipelines: Handling enterprise-level deals, forecasting, and automation
- Customer support centers: Managing large-scale customer interactions with AI-driven case resolution
- E-commerce & retail businesses: Using AI-driven recommendations and customer segmentation
- Financial & healthcare industries: Requiring compliance-ready and secure CRM solutions
Key Feature Comparisons
- Sales Reporting & Forecasting
- HubSpot: Provides basic reporting tools ideal for small to mid-sized businesses.
- Salesforce: Offers advanced, AI-powered sales forecasting with deep analytics.
- AI & Automation
- HubSpot: Offers easy-to-use AI features (including lead scoring and workflow automation).
Additionally, HubSpot’s AI assists with content generation, email optimization, chatbots for customer interactions, and predictive sales forecasting.
- Salesforce: Uses Einstein AI for predictive analytics and automated customer insights.
Einstein AI also enables automated data entry, intelligent case routing, sentiment analysis, and AI-powered chatbots to enhance customer interactions.
- Customization & Scalability
- HubSpot: Easy to implement and adaptable but with limited deep customization.
- Salesforce: Available as standalone software with deep customization capabilities, suitable for enterprises with complex workflows.
- Marketing Features
- HubSpot: Strong in inbound marketing (email marketing, SEO, content management, etc.).
- Salesforce: Uses the Marketing Cloud to offer enhanced marketing automation powered by AI.
HubSpot vs. Salesforce: Best CRM for Specific Needs
Best for Enterprises & Advanced Customization
Salesforce provides powerful customization, scalable workflows, and extensive integrations. Large businesses needing deep automation and custom solutions will find it a better fit.
Best for Marketing Teams
HubSpot is best for inbound marketing and has everything you need for email automation, lead nurturing, and SEO. Its easy-to-use interface is ideal for content marketing and organic lead generation-focused businesses.
Best for Sales Teams
Salesforce is perfect for sales teams managing full pipelines and high-value deals thanks to its AI-driven insights, lead scoring, and predictive forecasting.
Best for AI-Powered Automation
Salesforce leveraging its Einstein AI can be considered a strong tool for AI-powered sales and marketing automation, not to mention predictive analytics and smart customer engagement.
How to Choose the Best CRM
When selecting a CRM, consider these key factors:
- Ease of Use
- HubSpot: More intuitive and beginner-friendly.
- Salesforce: Requires training and setup time.
- Customization & Scalability
- HubSpot: Best for SMBs with moderate customization needs.
- Salesforce: Ideal for enterprises requiring deep customization.
- Automation & AI Features
- HubSpot: Provides essential automation tools.
- Salesforce: Offers AI-driven automation for advanced workflows.
- Integration Capabilities
- HubSpot: Integrates with many third-party apps but has fewer deep integrations.
- Salesforce: Connects with thousands of apps via AppExchange but often requires additional development. Also has a highly popular and well-adopted integration with SAP.
- Cost & Pricing
- HubSpot: $20 per seat per month. Premium features at additional cost.
- Salesforce: $25 per user per month. Extra costs for API access and automation tools.
- Customer Support & Training
- HubSpot: Full support with live chat and phone assistnace.
- Salesforce: 24/7 premium support available but at a higher cost.
- Reporting & Analytics
- HubSpot: Basic analytics and reporting features.
- Salesforce: Advanced AI-powered analytics and customizable reports.
- Mobile Accessibility
- HubSpot: A mobile app available but with fewer features.
- Salesforce: Robust mobile CRM with extensive functionalities.
How Routine Automation Can Help
Routine Automation specializes in implementing Salesforce and HubSpot to help businesses maximize their CRM potential.
As experts in the implementation of both Salesforce and HubSpot, Routine Automation helps you get the most out of your CRM. We also help automate the setup process, create automated workflows, and drive the right strategies to be more efficient from day one.
Conclusion
There isn’t the best CRM that fits all needs. Which one you choose depends on your size, budget and many other factors.
In the end, HubSpot is tailored to small and mid-sized businesses looking for a user-friendly, marketing-centric CRM; Salesforce is better suited for larger businesses that need robust automation and deep customization options.
Remember: The right CRM should empower your business, not complicate it.
