HubSpot vs SalesForce

Which CRM Should You Choose

These two platforms seem to be the top options when it comes to Customer Relationship Management (CRM). But knowing which one will be best for you depends a lot on where you are in the lifecycle of your business, just starting out or predictable ARR.

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What Is A CRM System

Customer Relationship Management (CRM) is a system to manage a company's interactions with current and potential customers. The primary goal of CRM is to improve business relationships, streamline processes, and enhance profitability by keeping companies connected to customers and organizing information efficiently.

Key Features Of A CRM System

• Contact Management: CRM systems store customer and prospect contact information, including emails, phone numbers, social media handles, and previous interactions with the company
• Sales Management: They help track sales opportunities, manage sales pipelines, and automate sales processes to improve efficiency and close more deals
• Marketing Automation: CRM tools can automate marketing campaigns, track their effectiveness, and manage customer segmentation and targeting
• Customer Service: CRM systems provide tools to manage customer service interactions, track service issues, and ensure timely resolution
• Data Analysis: They compile and analyze customer data from various channels, providing insights into customer behavior and preferences, which can inform business strategies

Benefits Of A CRM System

Choosing to work with a CRM system gives you these common benefits:

• Improved Customer Service: By having detailed information about customers' past interactions and preferences, companies can provide more personalized and efficient service
• Increased Sales: CRM systems help sales teams manage their pipelines more effectively, prioritize leads, and close deals faster
• Enhanced Marketing: Automation and data analysis capabilities allow for more targeted and effective marketing campaigns
• Better Collaboration: CRM systems centralize customer information, making it accessible to all relevant departments, which improves coordination and communication within the company
• Cost Savings: By reducing the need for manual data entry and minimizing the risk of losing important customer information, CRM systems can save companies time and money

Types Of CRM Technology

There are two common types of CRM technology:

• Cloud-based CRM: These systems are hosted on the cloud, allowing access from anywhere with an internet connection. They are typically offered on a subscription basis and are easier to deploy and maintain
• On-premises CRM: These systems are installed on the company's servers and managed internally. They offer more control over data but require a significant upfront investment and ongoing maintenance

CRM systems are essential for businesses of all sizes, helping them manage customer relationships more effectively and drive growth.

Top Two CRM Systems: HubSpot vs SalesForce

Spoiler Alert: This is all personal opinion and Contineofy is a HubSpot Partner Solution so take this all with a grain of salt but I have worked for numerous software and technology companies in the last two decades ranging from IBM and Red Hat to smaller startups. I have run both HubSpot and SalesForce instances and integrated them with numerous software tech stacks and these are my core thoughts about the two systems.

The Key CRM Differentiations

I tend to think about SalesForce as this Enterprise Solution after you've reached certain levels. Salesforce may be a good CRM platform for rapidly growing brands managing a large customer base or having complex workflows. But with SaaS, I enjoy using HubSpot unless you're an SMB with a large customer base.

The complexities of SalesForce is what turns me away. Their core platform hasn't changed much over the years minus the introduction of Lightning upgrade, at the same time, they try to keep up with all the capabilities but they tend to feel forced versus natural use.

HubSpot over the years has become a great all-in-one solution and has a good engineering architecture that you don't have to worry about how things are connecting in the background versus the more hacking feeling you get with SalesForce process builder Ideally, I'd recommend using LeanData if you do go down the SalesForce route for workflows and automation.

CRM Pricing & Startup Programs

When it comes to pricing, it's a no-brainer. HubSpot offers brands the ability to start with very little overhead and as their brands grow, you can add more capabilities and features to your stack. HubSpot even offers a startup program where you get a library of free resources, access to top investors, and a place to meet other passionate founders - plus exclusive discounts on AI-powered growth tools up to 75% off.

Integrations & Future Adaptability

In the past, it seemed as though SalesForce had an edge when integrating your tech stack into their system, and not having to use Zapier or Make, these days it seems HubSpot matches the capabilities with an integration marketplace of more than 1,600 different applications.

Concluding Thoughts

Regardless of where you are in your CRM journey, have a conversation with both brands and make the decision best for you. If you decide to go down the HubSpot path, we'd love to chat with you about taking the next steps and ensuring you get the most out of your CRM system.

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