A misconception we often hear is that HubSpot would be especially suitable for smaller organizations. The reality is that HubSpot has invested heavily in enterprise capabilities in recent years:
International organizations such as Suzuki, Doctolib and Atlassian use HubSpot globally.
Fact: Gartner has recognized HubSpot as a "Leader" in the Magic Quadrant for B2B Marketing Automation as well as CRM since 2023.
HubSpot is designed with the end user in mind. Navigation, UI, workflows and reports are visual AND intuitive. Training is limited and teams adopt it quickly.
Salesforce offers great flexibility, but has a steeper learning curve. User experience often depends on how well the platform is set up by consultants or internal admins.
In summary: HubSpot lowers barriers for end users; Salesforce requires more training, setup and management.
HubSpot has a transparent pricing model. You know upfront what you're getting. Many enterprise features are included by default. This prevents surprises later and speeds up decision-making.
Salesforce works with modular licenses and add-ons. The base price may seem lower, but the total cost of ownership (TCO) is often considerably higher because of additional modules, implementation costs and technical maintenance.
TCO comparison.
HubSpot: lower initial investment, faster implementation, less technical dependence.
Salesforce: higher initial as well as operational costs, but more suitable for 100% customization needs.
Conclusion: those who want to move quickly and have the organization benefit quickly from the CRM investment have a clear advantage with HubSpot.
Both systems are flexible, but in different ways:
HubSpot offers low-code customizability: custom objects, workflows, dashboards and integrations without developer dependence.
Salesforce is built for deep-code customization. Perfect for organizations that want to digitize completely unique processes with the caveat that it requires more time, money and management.
Advice: If 80% of your processes are within the standard, HubSpot is more efficient. Only with truly exceptional processes is Salesforce a better match.
HubSpot originates from the marketing angle. As a result, features such as:
Marketing is natively integrated into one platform, directly connected to sales and service.
Salesforce offers these features through Marketing Cloud. Powerful, but as a stand-alone product with additional integration and licensing requirements.
Advantage HubSpot: One platform, one dataset, one reporting environment. No data silos.
HubSpot is the logical choice for organizations that want quick results, value ease of use, and seek an integrated platform in which marketing, sales, and service work together seamlessly.
Salesforce is a better fit for organizations with complex, unique processes that require deep customization, and who are willing to invest in longer implementation and management processes.
| Organization Type | Best Choice | Why. |
|---|---|---|
| SMB / Scale-up | HubSpot | Fast live, low complexity, intuitive |
| Fast-growing companies | HubSpot | Scalable, modular, strong ROI |
| Large enterprise with standard processes | HubSpot | Enterprise ready without over-engineering |
| Enterprise with 100% unique, complex processes | Salesforce | Full customization possible, provided budget and time are available |
Both HubSpot and Salesforce are excellent CRM systems. The best choice depends on your ambition, complexity and time-to-market.
For organizations that want to create value quickly, seek operational simplicity and truly integrate marketing, sales and service into one platform, HubSpot often offers the most value at the lowest complexity and cost.
Salesforce, in turn, is the right answer if your organization wants to digitize unique processes with deep customization and has the resources to manage that long-term.