HubSpot vs Salesforce: the CRM giants' 2025 match-up! We help you choose
Salesforce or HubSpot? When you're looking for a CRM solution to manage leads, boost customer relations and automate sales, these two names keep coming up. And with good reason: they're the two most popular cloud platforms on the market, each with its own approach to sales management and marketing automation.
But how do you know which one is right for your business?
Between a comprehensive tool like Salesforce, tailored for large sales teams, and HubSpot, more accessible for SMEs with an ultra-intuitive interface, the choice depends above all on your needs, your budget and your desired level of automation.
👉 In this comparison, we've broken down every feature, every application, every plan for you. Objective: to help you choose the best CRM software for your business. Spoiler: there's no universal winner... but there is a right choice for you.
What is HubSpot?
HubSpot overview
HubSpot is the all-in-one CRM that has democratized customer management and marketing automation. Its positioning is clear: offer a fluid experience to centralize all sales, marketing and customer service actions, without requiring an army of developers. With its streamlined interface and modular logic, HubSpot lets you connect functionalities as your business needs evolve.
🎯 Launched in 2006, the cloud platform is aimed primarily at SMEs, startups and marketing/sales teams who want a tool that is both easy to use and powerful.
In short, HubSpot relies on ergonomics, quick learning curve and intelligent automation to appeal to teams in search of performance.
HubSpot's key features
HubSpot's appeal lies above all in its wealth of functionalities. Designed as a complete software suite, it covers all stages of the customer cycle: from acquisition to loyalty, sales and support.
Here are the key functionalities that make it so powerful
- free, unlimited customer relationship management (CRM);
- sales tools (pipeline, forecasting, lead scoring) ;
- marketing automation (emailing, workflows, intelligent forms)
- integrated customer service (chat, tickets, knowledge base) ;
- personalized reporting and real-time dashboards;
- native integrations with over 1,000 apps (Slack, Gmail, Stripe, etc.);
- complete mobile application for field follow-up;
- CMS and marketing content (blog, landing pages, integrated SEO).
HubSpot CRM
Advantages and disadvantages of HubSpot
Like all CRM software, HubSpot has its strengths... and its limitations. To help you get a clearer picture, we've sorted out what makes the platform a must-have, and what may hold back certain types of teams or projects.
✅ We're not going to lie: if so many teams are adopting HubSpot, it's because the solution has proven its worth. From ease of use to the quality of customer support, here's what we've got on the plus side :
- modern, intuitive and pleasant interface
- highly functional free version
- easy-to-configure automations;
- customer support recognized for its quality;
- all-in-one solution: sales, marketing, support, CMS.
❌ But beware: behind its beautiful interface, HubSpot is not without its flaws:
- paid plans quickly escalate in price;
- less advanced customization than Salesforce ;
- reporting sometimes too basic for large organizations;
- limitations on certain features in intermediate packages.
What is Salesforce?
Salesforce overview
Salesforce is the heavyweight of cloud CRM. Founded in 1999, it was one of the first companies to rely on a SaaS platform for large-scale customer relationship management. Salesforce's strength lies in its functional power. With its various "clouds" (Sales Cloud, Service Cloud, Marketing Cloud, etc.), the tool covers all businesses: from B2B sales to customer service management, via marketing automation, personalized applications, AI or data analysis.
🎯 Today, it's a veritable sales war machine: ultra-customizable, modular and designed for large companies with complex processes.
In short, if you're looking for comprehensive CRM software that can adapt to highly specific business needs, Salesforce ticks all the boxes... provided you've got the team and the budget to match.
Key Salesforce features
Salesforce is like the "Lego of CRM": each company builds its own solution from functional bricks. This provides unrivalled flexibility, but also requires a real implementation strategy. Here's an overview of the key functionalities:
- Sales Cloud: management of leads, opportunities, accounts, forecasts, scoring ;
- Service Cloud: multi-channel customer support management (telephone, email, chat, social networks);
- Marketing Cloud: automated campaigns, email marketing, behavioral scoring ;
- advancedanalytics and reporting with integrated AI (Einstein);
- customization via AppExchange and development of tailor-made applications;
- automation of workflows and complex business processes;
- advanced integration via API with ERP, in-house tools, etc. ;
- mobile application with offline functionalities.
Salesforce Platform
Advantages and disadvantages of Salesforce
You don't become the world leader in CRM without some serious arguments. But with so many possibilities, Salesforce can quickly become a behemoth that's hard to tame. Here's a balanced reading of the platform's strengths and weaknesses.
✅ Salesforce impresses with the breadth of its functionality and its ability to adapt to almost any industry. For large structures or highly-processed teams, it's a formidable ally. Here are the key benefits
- ultra-complete, specialized functionalities
- extensive customization ;
- advanced automation with artificial intelligence;
- application marketplace (AppExchange);
- solid ecosystem with a wide network of partners and integrators.
❌ On the other hand, Salesforce is not the simplest solution suitable for all teams:
- sometimes complex and unintuitive interface ;
- time-consuming and costly to implement;
- high total cost (license + customization + support);
- less accessible to smaller companies or less technical teams.
HubSpot vs. Salesforce: compare features
| Features | HubSpot | Salesforce |
| Basic CRM | Free, unlimited | Pay-as-you-go |
| Sales automation | Simple workflows | Complex workflows & AI |
| Marketing automation | Included (email, SEO, forms) | Advanced via Marketing Cloud |
| Customization | Limited to available modules | Very advanced (via AppExchange/API) |
| Customer service (ticketing, chat, etc.) | Included, easy to configure | Advanced, omnichannel, powerful |
| Reporting / analytics | Standard dashboards | Custom & predictive reporting |
| Native integrations | +1,000 apps | +3,000 apps via AppExchange |
| Mobile application | Ergonomic and complete | Highly robust, even offline |
| AI and prediction | Basic | Integrated (Einstein AI) |
| CMS and content management | Yes (blog, landing pages, SEO) | Non-native, requires third-party tools |
Focus on automation
HubSpot lets you automate common tasks:
- sending e-mails,
- creating tasks,
- updating properties,
- lead scoring, etc.
The "drag and drop" interface makes workflow creation accessible even without technical skills.
Salesforce, on the other hand, goes much further: thanks to its Flow engine and Einstein AI, complex processes can be automated:
- multi-channel reminders,
- conditional assignments,
- intelligent recommendations...
But this requires more configuration - often with the help of an admin or integrator.
➡ For teams who want to automate quickly: HubSpot is simpler. For those aiming for customization and scalability: Salesforce is more powerful.
Focus on reporting and data
HubSpot provides clear, easy-to-configure dashboards. Ideal for tracking pipeline, marketing performance or support response time. But segmentation or advanced analysis options can be limited without upgrading to Enterprise plans.
Salesforce, on the other hand, shines with :
- customized analyses,
- cross-reporting,
- sales forecasts,
- its ability to cross-reference complex data sources.
Tools like Einstein Analytics add strategic depth to analyses.
➡ When it comes to data and reporting, Salesforce takes the lead for data-driven businesses.
Focus on customer service
HubSpot integrates a Service Hub module with everything you need:
- tickets,
- knowledge base,
- chat,
- customer feedback.
Simple, effective, and perfectly connected to marketing and sales teams.
Salesforce goes one step further with Service Cloud:
- omnichannel management (e-mail, networks, telephone, chat),
- SLA automation,
- intelligent routing,
- self-service.
It's designed for large-scale support centers.
➡ For a light support team, HubSpot is enough. For complex customer service operations, Salesforce is a must.
HubSpot vs Salesforce: compare prices
| Edit / Map | HubSpot | Salesforce Sales Cloud |
| Free | Yes:
|
No free plan |
| Basic plan (Starter / Customer Platform) | Starter: €9 / month / user
|
Starter: €25 / month / user
|
| Intermediate plan (Professional) | Pro: from €1,283 / month
|
Pro: €100 / month / user
|
| Advanced Plan (Enterprise) | Enterprise: from €4,610 / month
|
Large groups: €165 / month / user
|
| Unlimited | ❌ | Unlimited: 330 € / month / user
|
| Complete | ❌ | Agentforce 1 Sales: €550 / month / user
|
☝️ When / which plan to choose?
- To get started without a large budget, we recommend HubSpot Free or Starter. Ideal for SMEs or startups looking for a comprehensive, intuitive solution.
- Need advanced reporting, customized pipelines and AI? Salesforce Pro or Enterprise is more relevant.
- If you're planning rapid growth, it's best to consider the total cost of HubSpot (licenses + onboarding + contacts) from the outset, to avoid a sharp rise after migration.
HubSpot vs. Salesforce: which interface is more intuitive?
| Criterion | HubSpot | Salesforce |
| Overall ergonomics | Modern, fluid, uncluttered interface | Dense, modular, sometimes complex |
| Getting started | Immediate, no training required | Requires onboarding or training |
| Customization | Moderate (via modules and fields) | Very advanced (layouts, objects, modules) |
| Mobile navigation | Intuitive, responsive application | Robust application, offline mode |
| Visual design | Light, pleasing to the eye | More technical, sometimes busy |
| User experience (UX) | Designed for non-techies | Designed for large IT teams |
👉 User experience analysis
HubSpot, true to its promise as an accessible tool, offers a clear, user-friendly and above all coherent interface:
- each module (marketing, sales, service) operates according to the same visual logic ;
- users can easily find their way around, even without a tutorial;
- you can create campaigns, automate tasks or consult a pipeline in just a few clicks.
It's an interface designed for sales and marketing teamswith no technical background.
Salesforce, on the other hand, is extremely flexible. Everything can be adapted: fields, views, dashboards, workflows, etc. But this power comes at the price of complexity. The interface is sometimes cumbersome, even confusing without guidance. It's designed for complex organizations, with structured processes, and often an in-house Salesforce admin.
👉 Mobile interface and accessibility
Both platforms offer a high-performance mobile application.
- HubSpot Mobile is intuitive, lightweight, with access to contacts, tasks, reporting, emails and deal tracking, perfect for field salespeople or managers ;
- Salesforce Mobile is comprehensive, compatible with customizations made in the web instance, and offers an offline mode.
➡ To sum up:
- HubSpot wins out for its simplicity and fast learning curve.
- Salesforce dominates for teams requiring a bespoke interface, even if this requires adaptation time (and sometimes a coach).
HubSpot vs Salesforce: compare integrations
The better a solution integrates with your CRM or marketing stack, the more it becomes the heart of your information system. For both technical and sales teams, the number of available integrations, their ease of implementation and their ability to automate business scenarios are decisive criteria.
👉 Number of available integrations
- HubSpot: ⭐⭐⭐⭐☆
Around 1,300 integrations via the HubSpot App Marketplace. These include the must-haves: Salesforce, Slack, Gmail, Outlook, Zoom, Shopify, Zapier, Google Ads, Stripe... HubSpot offers solid coverage of marketing, sales, support and e-commerce tools. Some advanced integrations require higher plans or a little configuration. - Salesforce: ⭐⭐⭐⭐⭐
Over 3,000 integrations available via AppExchange, the largest B2B marketplace on the market. Deep integrations with Slack, Tableau, SAP, QuickBooks, Mailchimp, Zendesk, Google Workspace and more. There are also vertical apps (healthcare, finance, HR). It's a truly ecosystemic platform, designed for companies with complex needs.
👉 Ease of configuration
- HubSpot: ⭐⭐⭐⭐☆
Many integrations are plug & play, with intuitive configuration directly from the interface. For tools like Gmail, Stripe or Zoom, connection is just a few clicks away. For more complex scenarios (CRM + ERP or multi-channel marketing), you'll need to use workflows or Zapier. But on the whole, it's very accessible, even without an IT team. - Salesforce: ⭐⭐☆☆☆
Despite comprehensive documentation, integration often requires technical skills. You have to manage custom objects, relationships between modules, and sometimes write scripts to align workflows. Without a Salesforce consultant or developer, some integrations can become a time-consuming and costly undertaking.
👉 Customization and automation
- HubSpot: ⭐⭐⭐⭐☆
Each integration can be linked to workflows, e-mail triggers, internal notifications, property updates or actions in the sales pipeline. Automation is fluid, especially for agile marketing or sales teams. The possibilities are vast - as long as you stay within the HubSpot environment. - Salesforce: ⭐⭐⭐⭐⭐
This is clearly an enterprise-level solution: integrations can be controlled via Flow, Process Builder and Einstein AI. You can trigger synchronizations, orchestrate multi-step processes, and connect Salesforce to an ERP or a third-party database. It's automation heaven... for experts.
💡 Conclusion:
- HubSpot scores points with its ease of integration and well-thought-out catalog for SMBs, startups and agile teams. Ideal for a modern, frictionless connected stack.
- Salesforce, on the other hand, is in the enterprise league: it's the preferred option if you have deep synchronization needs, complex business rules, and a solid IT architecture behind it. But beware: more power = more maintenance.
When to choose HubSpot or Salesforce?
There's no such thing as a universal CRM. The right choice depends on your company size, your internal resources, your sales cycle, but above all... your priorities: simplicity or customization? autonomy or complex ecosystem? limited budget or large-scale transformation?
Typical use cases for HubSpot
HubSpot is tailor-made for growing companies looking for a comprehensive, intuitive and rapidly operational CRM. It's perfect for those who want an all-in-one solution without having to multiply the number of tools or service providers. Here are some examples of when HubSpot is the optimal choice:
- B2B startups or SMEs that want to centralize sales, marketing and customer service on a single platform;
- marketing teams who need a tool to steer their inbound marketing strategy: content, SEO, nurturing, etc ;
- sales people who want to track their deals without getting lost in a cumbersome interface;
- executives who want simple, visual reporting without the need for a data analyst;
- companies without a dedicated IT team, looking for a "plug & play" tool that's easy to configure.
💡 If your priority is agility, autonomy and speed of execution, HubSpot is an ally of choice.
🗣️ Customer testimonial :
With its fluid workflows, ability to send complex communications based on certain criteria and intelligent data, HubSpot has had a huge impact on our lead nurturing program. Thanks to HubSpot, we can quickly analyze, reproduce and optimize our communications to maximize ROI.
Jennifer Kelly - Directrice du marketing et DTC, Casio
Typical use cases for Salesforce
Salesforce is clearly designed for complex organizations with specific workflows, who need to connect CRM to their entire information system. It's the ultimate weapon for structured teams... provided you have the resources to master it. Here are the use cases for which Salesforce is THE solution:
- large companies with several departments and a large sales force ;
- international groups managing multiple entities, countries, currencies and languages;
- organizations with very specific sales or customer service processes, not covered by "standard" solutions;
- teams with a CRM manager, Salesforce administrators or integrator partner;
- IT departments wishing to centralize customer data, business automation and dashboards on a single platform.
If you're looking for an ultra-powerful, scalable solution, and you're ready to invest in its integration, Salesforce is the world reference in CRM.
🗣️ Customer testimonial :
Sales Cloud is designed in such a way that our sales teams can work efficiently. The interface is easy to use, and everyone knows exactly what to do with all the data and elements they need.
Marianne Goguillon - SVP Digital Marketing et CRM, Sodexo
The verdict: HubSpot or Salesforce, which to choose?
HubSpot vs. Salesforce, both will take you far, but not with the same requirements, nor the same investment.
- If you're looking for a fluid, intuitive, out-of-the-box CRM solution, HubSpot is clearly the most affordable. It will suit SMBs, agile teams and those who want to automate without complexity.
- If you need a software factory that's ultra-customizable, integrated with your entire IS, and capable of supporting complex business processes, then Salesforce is the answer. Provided you have the budget and resources to exploit it.
🧠 Our advice:
- for a quick start-up, a simple stack and controlled value for money → HubSpot.
- for maximum scalability, a bespoke architecture and a long-term vision → Salesforce.
Still hesitating? List your real needs, your technical constraints, and above all... your internal resources. This is often what tips the balance more than the features themselves.
FAQ: HubSpot vs Salesforce
Which software is best suited to small businesses?
HubSpot. Its free version is already very robust, its interface is ultra-accessible, and the paid plans start at an affordable rate. It's the natural choice for small businesses that want to structure their customer processes without complexity.
Which is the most powerful for a large enterprise?
Salesforce, without hesitation. Its flexibility, application ecosystem and customization capabilities make it the undisputed leader for large organizations, especially those with distributed teams, complex processes and integrated information systems.
Which CRM offers the best user interface?
HubSpot, for its clarity, intuitive logic and rapid learning curve. Salesforce is much more powerful, but requires a real adaptation period - often accompanied by training or a partner.
Which solution is easiest to connect to other tools?
HubSpot, in most cases. It offers native integrations that are easy to activate and well documented. Salesforce is richer in integrations, but their configuration can be technical, especially without a dedicated developer.
Which is the most secure CRM?
Both are ultra-secure cloud solutions, used by thousands of companies worldwide. That said, Salesforce offers more granular controls, certifications (ISO 27001, SOC2, etc.) and advanced functions for regulated sectors.
Article translated from French