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As a business, investing in a CRM tool is not a decision you’ll come to quickly. After all, the CRM tool you choose will directly affect your employees, your sales team and, ultimately, your customer experience.
There are plenty of options available when it comes to choosing the right CRM tool for your business, but most businesses tend to trust larger, more established CRM brands that have the experience to back the functionality.
There are two CRM giants that dominate the space – Salesforce and Hubspot. Both platforms offer unique capabilities, benefits and drawbacks. Let’s dive into the Salesforce vs. Hubspot debate and learn more about what each platform offers.
Hubspot vs. Salesforce: The Big CRM Battle
When starting out, it might be tempting to select your CRM tool based on price alone. While cost is undoubtedly a significant factor that should affect your decision, there are other important considerations to keep in mind, especially as your business grows and expands.
For example, something to keep in mind is how many users you will expect to be supporting in 2 years, and then in 5. Make sure the CRM tool you choose can scale and accommodate your user growth. Another factor could be customisation – how customisable do you want your CRM solutions to be?
So, while value for money is an important concern, ultimately, you should also be looking at value for your specific business needs.
1. Cost and value
The purchase and licensing cost for owning each CRM tool is one of the simplest comparisons you should start with.
Both Hubspot and Salesforce offer tiered pricing packages, ranging from “Starter” or “Basic” to “Unlimited” or “Enterprise”. It’s worth noting that Hubspot does offer a free version but this version is extremely limited in scope and capabilities.
Depending on what your business needs, some Salesforce packages will be more affordable, and some Hubspot packages will be more affordable. On the whole, Hubspot is considered to be cheaper than Salesforce, especially for small businesses just getting started.
However, keep in mind that there are always hidden costs involved in purchasing tools and software, so make sure you know all costs upfront before committing to either one.
Implementation is an important feature that shouldn’t be overlooked. However, speed of implementation isn’t the only implementation aspect you should look at.
In terms of ease of implementation, Hubspot offers easy and lightweight implementation. However, if you have plans to grow in the near future then a faster, leaner implementation process might not be the best long-term decision.
A larger, more comprehensive implementation offered by Salesforce may initially require more time upfront but will ultimately make the path to growth and expansion simpler and easier.
Generally speaking, Salesforce offers more integrative ability with any legacy solutions and applications you might currently be using for your business, which will make day-to-day business operations easier.
3. Customisation potential
While Hubspot has made leaps and bounds with its customisation capabilities over the years, we believe Salesforce will always be the undisputed champion of customisation.
Since its initial development, Salesforce has been designed with customisation in mind, which continues to improve and expand. Thanks to Salesforce’s extensive archive of integrations, your business can grow quickly and without interruptions, compared to Hubspot which could hold your business back from optimal growth once you hit a certain ceiling.
Salesforce’s customisation tools are also more user-friendly than Hubspot’s. Salesforce can be customised without the user needing any prior knowledge of coding or script, instead using an easy drag and drop customisation interface, empowering users to customise their own business solutions.
4. Analytics and Reporting
Finally, you need to ask yourself how important detailed reporting is to your business. If you’re looking to derive insight from comprehensive, in-depth reports, Salesforce is your ideal CRM solution.
While Hubspot does possess powerful reporting capabilities, Salesforce’s advanced reporting, analytics and dashboards can represent your entire pipeline at a glance. You can assess how many sales are in the pipeline and their estimated value as well as detailed reports of current leads and their respective post and potential values.
Salesforce’s analytics capabilities are vast, providing you with a 360° view of your business operations at each level, allowing you unlimited access to valuable business insights that can drive your important decisions.
So Which Is Better For Your Business?
Ultimately, the CRM tool that’s best for your business will depend on your business size, projected growth and other needs.
Hubspot leads in cost and integration ease, but we believe Salesforce is the stronger CRM contender thanks to its powerful customisation, reporting and AI-driven capabilities.
To ensure your business success is future-proofed we believe that Salesforce is worth the upfront investment and roll-out (particularly if you choose to work with an implementation partner) in return for long-term scalability, prowess and expanding functionality.
CloudSmiths is Africa’s largest Salesforce implementation partner and trusted advisor. We offer end-to-end Salesforce consultation, implementation, development and support services:
- Consulting and advisory services
- Salesforce development
- Salesforce licences
- Managed services and support
- Salesforce implementation
- Salesforce Training