Why Are Scaling Businesses Moving from HubSpot to Salesforce?

As businesses scale and evolve, their CRM needs change too. Many companies are finding that while HubSpot is a great starting point, Salesforce offers the flexibility, customisation, and advanced capabilities required for continued growth. Here’s why:

Average Customer Success Metrics Achieved After Switching from Hubspot to Salesforce (FY23)

1. Advanced Customisation and Flexibility

HubSpot: Great for small to medium-sized businesses looking for an out-of-the-box solution. However, it has limited flexibility when it comes to complex workflows or highly customised processes.

Salesforce: Known for its near-limitless customisation options, Salesforce allows businesses to tailor their CRM exactly to their specific needs, integrating more deeply with other systems and supporting complex, personalised workflows.

2. Pricing Structure: HubSpot Discounts and Rising Costs

HubSpot: Often attracts businesses with steep initial discounts, but these are frequently retracted over time. As companies grow, many find HubSpot’s pricing increases significantly, often becoming more expensive than Salesforce for larger teams or advanced features.

Salesforce: Offers more predictable, scalable pricing, with a robust set of features at each tier. While the upfront cost may appear higher, businesses often find that Salesforce becomes more cost-effective in the long run, particularly as their CRM needs grow.

3. Enhanced Analytics and Reporting

HubSpot: Offers good basic reporting, but users often find it lacks depth when trying to measure more complex metrics or analyse large datasets.

Salesforce: Provides industry-leading analytics with deep insights into sales performance, marketing effectiveness, customer behavior, and more. With tools like Salesforce Einstein and Tableau, users can make data-driven decisions with confidence.

4. Custom Workflows and Automations

HubSpot: Simple automations are easy to set up, but its limits become apparent for larger teams that need more sophisticated workflows.

Salesforce: Offers advanced workflow automations and AI-powered tools to create complex, automated business processes that save time and increase efficiency across sales, marketing, and customer service teams.

5. Data Harmonisation and Activation

HubSpot: Data integration is possible, but often limited in how it can be linked across tools and platforms. This can make advanced data use and automation more challenging.

Salesforce: Built for data-driven businesses, Salesforce allows for seamless harmonisation of data across its ecosystem. Businesses can centralise and activate their data in more meaningful and automated ways, whether it’s for sales, marketing, or customer service. This enables deeper insights and more personalised customer interactions across all touchpoints.

6. Integration with Other Tools

HubSpot: Offers some good integrations, but businesses with complex tech stacks may find it challenging to integrate with less common tools or require custom APIs.

Salesforce: Known for its vast ecosystem and ability to seamlessly integrate with thousands of third-party applications and proprietary systems. Salesforce enables businesses to unify all their tools and platforms in one place, driving greater efficiency and collaboration.

7. Data Security and Compliance

HubSpot: Has robust security measures but is often seen as more suited for smaller businesses with less complex security and compliance requirements. Yes, there have been some security issues before.

Salesforce: Provides enterprise-grade security, privacy, and compliance tools, making it ideal for organisations operating in highly regulated industries or handling sensitive customer data. Think this is what the large banks, defence forces and security firms use.

Gartner - CRM

Salesforce is the clear winner for Sales automation 2022 Gartner® Magic Quadrant™

When HubSpot Might Be the Better Choice

While advanced platforms like Salesforce offer extensive capabilities for larger or more complex businesses, HubSpot excels in specific scenarios. Here are some situations where HubSpot might be the ideal choice:

  • Cost-Effective for Early Stages: For businesses in their early stages or those looking for a cost-effective CRM solution, HubSpot’s initial pricing, particularly with its free or discounted tiers, can be more accessible and practical (This does surprise you as you grow though once you are locked in).

  • Integrated Marketing Tools: HubSpot offers excellent all-in-one marketing, sales, and service tools right out of the box. If your primary need is a platform that provides marketing automation and CRM in one place without heavy customisation, HubSpot’s integration is highly effective.

  • Quick Setup and Ease of Use: HubSpot is known for its ease of use, making it ideal for teams that need to get up and running with minimal time investment or without dedicated IT support. It’s perfect for businesses that value simplicity over complex configurations or companies that don’t have complicated requiredments

  • Less Complex Processes: If your business doesn’t require intricate workflows or heavy data integrations, HubSpot can provide everything you need to manage leads, customer interactions, and simple marketing campaigns.

Case Study: Transition from HubSpot to Salesforce Marketing Cloud

VeVe, a leading digital collectibles platform, transitioned from HubSpot to Marketing Cloud in just six weeks, boosting their email open rates from under 4% to over 40%. By correcting bad and unlinked data, VeVe significantly improved segmentation and reduced poor-quality leads by 30%. Marketing Cloud’s advanced tools enabled better data utilisation, resulting in more targeted and effective communication.

While HubSpot was user-friendly, it lacked the ability to support advanced segmentation and came with higher costs. Marketing Cloud offered VeVe a more affordable and scalable solution, allowing them to clean up their data and enhance their marketing efforts with measurable success.

Why Choose GravityLab for Your CRM Transition?

At GravityLab, we understand that moving to a new CRM platform is a critical business decision that goes beyond just implementing new technology. It’s about making choices that maximise long-term ROI and accelerate time to value. This is a business project, not just a tech migration. Success comes from understanding what to do, when to do it, and how to align your people, processes, and systems effectively.

Here’s how GravityLab can ensure a smooth and successful transition:

  • Strategic Guidance: We work closely with you to identify the right CRM solution for your business, ensuring it aligns with your overall strategy. We focus on improving not only the technology but also the processes and teams driving your business forward.

  • Maximising ROI: Our experts optimise your CRM setup to ensure it meets your long-term business goals, helping you get the most out of your investment and ensuring your solution scales as you grow.

  • Seamless Implementation: From data migration to system configuration, our team ensures your transition is smooth, efficient, and secure, with minimal disruption to your day-to-day operations.

  • People and Process Focus: A successful CRM isn’t just about the tool; it’s about how your team uses it. We provide training, ongoing support, and best practices to empower your people and help you build processes that drive results.

  • The Best Team in the Business: With 20+ experts across Australia and New Zealand, we have one of the most experienced teams in the region. Our consultants know how to deliver CRM projects that are not only technically successful but also truly transformative for your business.

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