The bigger your company grows the more data and leads you’re going to have to manage. This is a huge task and it can quickly become a mess if you don’t have the right system in place to keep it well organised. That’s where Customer Relationship Management (CRM) software comes into play.

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A CRM can enable sales and customer relationship strategies, identify leads and customers, plus manage your customer relationships too. But which one is right for your business? Well, this post will compare two of the most popular choices - HubSpot and Salesforce - and will help you decide which one is best for your business to use.

How Do I Choose the Right CRM?

When it comes to choosing the right CRM, it’s important to realise that there’s not a “one-size fits all” approach. No two businesses are identical, therefore they’re going to have different needs when it comes to managing their customer relations.

That’s why you need to select the CRM that’s perfect for your business. Just because it worked for your competitors doesn’t automatically mean your company will take to it like a duck to water.

You have to take into account the overall size of your business, the structure and predicted growth, your budget and any other technology that you’re going to be using in conjunction with it. These are key areas that should shape your decision in choosing the right CRM.

Monthly Costs

When it comes to choosing your CRM platform, a lot of businesses will place a huge priority on the price of the package. Whilst it’s important that you stick to the budget, the price shouldn’t carry too much weight when making the decision.

After all, just because one platform is more expensive than another, it doesn’t mean that it’s going to guarantee you better results.

Salesforce

Salesforce calculates the total costs based on two factors:

  1. Number of users. Basically, the more users you need, the more that you’ll have to pay for licences.

  2. User type: Essentials, Professional, Enterprise and Unlimited. These categories act as tiers of different pricing. As you progress up the tiers, the capabilities of what you can do with the package increase. You pay more to unlock more functionalities and the basic packages are the cheaper ones.

Typically, you can expect to be paying within the bracket of £25-£300 per month per user with Salesforce. Obviously, the price will depend on the level of functionalities of each package and you can mix and match the various levels according to each users’ needs.

HubSpot

“Nothing is free in this world” - except for HubSpot. That’s right, HubSpot is free forever.

Your free package secures you up to one million contacts and users with no storage expiration dates either. That means that you’ll have no monthly or annual costs with this CRM.

However, you may choose to purchase additional sales and marketing tools to strengthen your platform.

Hidden Costs

When choosing your CRM, you need to look out for hidden costs as well as the monthly ones. What may seem like a cheap deal on the surface could turn out to be an expensive investment should you not realise what you’re actually getting with your package.

Salesforce

Salesforce costs can rise above basic licensing fees and depending on your needs, you may need to purchase some added extras too. Offline access, live video chat support and additional data storage are just a few of the additional costs that you may require when choosing Salesforce.

Also, you may require extra support from Salesforce experts when initially implemented, which could be billed monthly - on top of your current costs.

HubSpot

HubSpot doesn’t have as many hidden costs as Salesforce does. If your business wants to integrate HubSpot with another software though, it may cost you to set this up.

The paid marketing and sales tools will also add further expense to your account. Other than that, you can use HubSpot’s CRM as a standalone system without having to fork out on other features.

Ease of Use

Ease of use is completely down to the individual using the software. If you’re used to using different platforms and are experienced on computers, then it shouldn’t be too much hassle trying to pick up either system. Both are well laid out and are easily navigable with a simplistic design.

It’s hard to put a definitive answer on which one is easier to use as different people excel and stumble in different areas. However, taking customer reviews into account, the ratings are:

  • Salesforce - Customer Satisfaction scores 4.07/5 based on 22,000 reviews.

  • HubSpot - Customer Satisfaction scores 4.4/5 based on 4,300 reviews.

Integrations

Integrations are a great way of tying all of your business’ different applications and records into one place. This gives companies easy access to their data and saves time as there’s no switching between different applications all of the time.

Plus, if your apps are integrated, there shouldn’t be any confusion or double-booking between the two.

Salesforce

Salesforce offers an ecosystem that’s made up of thousands of integrations. Not only can you integrate with already popular applications, but you can create custom integrations if you need to. This can be incredibly useful if you use less popular applications.

HubSpot

HubSpot doesn’t offer as many integrations and only supports 11 of them. These include integration with businesses like Salesforce, WordPress, SurveyMonkey, G Suite and Wistia. Externally-built integrations are possible, but they’ll be included in your hidden costs. 

Support

Whenever new technology is implemented, you’re bound to need a certain level of support to help you introduce it as smoothly as possible. Well, luckily with both of these platforms, there’s a certain standard of free support available.

Salesforce

Salesforce includes the following support features in its basic packages:

  • How-to guides.

  • Forums.

  • eSchool courses.

  • Knowledge basis content.

  • Certification tracks.

HubSpot

HubSpot offers many different forms of support for its users. These sources include:

  • Training courses.

  • Certification tracks.

  • Blogs.

  • eBooks and other downloadable content.

  • 24/7 live customer support.

  • Community forums.

  • HubSpot Academy.

Our Verdict

Having weighed up both sides, we feel that there is only one winner: Hubspot. There are many reasons why you should but namely, it's because it's an all-in-one marketing platform and the best software you can use for an inbound strategy.

From monitoring the entire Buyer's Journey and helping you to better identify prospects to including marketing automation options and more, HubSpot has a lot to offer. Even if it may not have as many integrations as Salesforce.

Not only this, it’s so easy to use which means that your workforce will have no problems picking it up and the support they offer is second to none. It’s a serious tool for your business to have in its arsenal.

Find Out How to Grow Your Business Effectively

So, the right CRM platform can assist your business’ growth in many ways. But it’s not the only thing you need in order for your enterprise business to grow effectively.

Don’t worry if you’re not sure on what other factors you need to concentrate on - we’ve put together an all-in-one guide that shows you everything you need to know about running large scale campaigns effectively.

Get your free copy below.

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