Replacing or integrating your CRM: Can HubSpot replace Salesforce?

When deciding whether HubSpot can replace Salesforce, it’s important to consider the specific needs of your business.

Both platforms are powerful CRMs, but they serve different purposes. HubSpot is known for its user-friendly, all-in-one solution, designed to simplify operations and support growth. Salesforce, on the other hand, is highly customizable and offers deep functionality for complex business needs.

In this article, we’ll explore scenarios where HubSpot could replace Salesforce, as well as cases where integration might be the better option. We'll break down key factors like user adoption, scalability, AI features, marketing and sales automation, and more to help you determine if HubSpot can replace Salesforce for your organization.

Here’s where HubSpot can replace Salesforce

1. Simplified CRM for better user adoption

HubSpot’s CRM is designed for simplicity, scalability, and team adoption. It centralizes customer data, communications, and tasks, providing a 360-degree view of contacts, companies, tickets, and deals without overwhelming users with unnecessary complexity.

Over the years, HubSpot has recognized the growing need for more customizable solutions and has actively evolved its platform to accommodate more complex requirements. While still user-friendly and intuitive, HubSpot now balances simplicity with increased flexibility, making it suitable for businesses with more intricate workflows.

Example scenario: A professional services firm managing multiple client accounts across global offices could use HubSpot’s CRM to streamline account tracking, unify client communications, and automate routine tasks like follow-ups—reducing reliance on IT teams for setup and maintenance. HubSpot’s CRM offers the functionality needed without requiring extensive customization or technical expertise, allowing teams to focus on client relationships.

2. Streamlined marketing and lead nurturing 

HubSpot’s marketing tools are natively integrated into the CRM, enabling businesses to manage lead generation, campaign execution, and customer engagement in one platform. From email campaigns to social media management, HubSpot covers the full spectrum of inbound marketing needs.

Example Scenario: A technology company launching multiple global product campaigns could use HubSpot to run region-specific email sequences, segment audiences by language or behavior, and track engagement metrics—all from a single platform. HubSpot’s Marketing Hub eliminates the need for third-party marketing tools, reducing complexity while offering robust automation and tracking capabilities for high-volume campaigns.

3. Efficient sales pipeline management 

HubSpot provides intuitive tools for the sales pipeline, including deal tracking, follow-up automation and task management. HubSpot has advanced to meet demanding sales needs, offering features that balance ease of use with deeper customisation options for evolving businesses. The sales features are still user-friendly, allowing large teams to quickly adopt the system without the need for extensive training.

Example Scenario: A national healthcare supplier with multiple sales regions could use HubSpot to manage opportunities, automate repetitive tasks like sending follow-up emails, and track team performance in real-time. HubSpot’s Sales Hub provides large-scale sales operations with practical tools that are easy to implement, making it ideal for businesses that want functionality without the overhead of complex workflows.

4. Integrated customer service tools

HubSpot’s Service Hub consolidates support tickets, live chat, and knowledge base management into a single tool. It allows organizations to manage customer interactions efficiently while integrating support data into the CRM. 

Example Scenario: A SaaS company with thousands of customer inquiries monthly could use HubSpot’s Service Hub to automate ticket routing, provide self-service solutions through a knowledge base, and measure support performance—all while keeping customer data unified. HubSpot’s integrated service tools reduce the need for additional software, simplifying support management at scale.

5. All-in-one CMS for unified web and CRM management

HubSpot’s CMS integrates with the CRM, allowing businesses to manage their websites, landing pages, and blogs while aligning content with customer journeys. HubSpot’s growing suite of customization options ensures that even businesses with complex content strategies can adapt the platform to their needs while maintaining a unified experience for marketing and sales teams.

Example Scenario: An e-commerce retailer could use HubSpot’s CMS to create product landing pages, track customer interactions, and personalize recommendations—all tied directly to CRM data. Its native CMS integration ensures smooth data flow between the website and CRM, making it easier for businesses to align their web presence with sales and marketing goals.

6. HubSpot’s Breeze AI: smarter automation with less customization

HubSpot’s AI capabilities, such as predictive lead scoring and behavioral analytics, allow businesses to leverage data-driven insights and automate processes. Unlike Salesforce’s Einstein, which requires setup and customization, HubSpot’s AI tools are ready to use out of the box.

Example Scenario: A large digital marketing agency managing thousands of client leads could use HubSpot’s predictive lead scoring to prioritize follow-ups and behavioral analytics to refine campaign strategies. Its built-in AI tools are easy to implement, helping businesses quickly deploy data-driven strategies.

HubSpot vs. Salesforce at a glance

For a more in-depth look at how HubSpot, Salesforce, and Dynamics compare across key factors like ease of use, customization, and more, explore Huble's detailed CRM comparison. We’ve analyzed the strengths and weaknesses of each platform to help you make an informed decision based on your unique business needs.

Pros and cons of replacing Salesforce with HubSpot

When considering whether to replace Salesforce with HubSpot, organizations need to evaluate the potential benefits and drawbacks carefully. While both platforms are capable of supporting large organizations, each has its unique strengths and weaknesses.

Below are some key pros and cons of making the switch from Salesforce to HubSpot.

Pros of replacing Salesforce with HubSpot

1. Simplified user experience: HubSpot is known for its intuitive, easy-to-navigate interface. For large teams that may not have dedicated CRM administrators or technical resources, HubSpot’s simplicity can be a major advantage.
   
   With Salesforce, customization and complexity often require significant setup and ongoing management, whereas HubSpot offers a more user-friendly experience that can be picked up quickly by sales, marketing, and customer service teams.
   
   
2. Cost-effective pricing: HubSpot offers transparent and scalable pricing, which can be a big plus for organizations looking for predictable costs. Salesforce’s pricing can quickly become complex, especially with the need for additional customization, third-party apps, and consultant services.
   
   HubSpot’s pricing structure allows for clear budget planning, making it an attractive option for organizations that want a simpler, all-in-one solution without unexpected costs.
   
   
3. Unified marketing, sales, and service tools: HubSpot brings marketing, sales, and service teams together in a single system, enabling collaboration and shared access to the same customer data.
   
   By unifying these tools, HubSpot ensures that every team has a complete view of customer interactions, improving alignment and communication across departments. Whether it’s managing email campaigns, automating sales processes, or handling customer service tickets, teams can work more efficiently without switching between platforms or relying on third-party integrations.
   
   
4. Unified customer experience: HubSpot's emphasis on providing a 360-degree view of customer interactions across marketing, sales, and service means that businesses can create a unified experience for their customers.
   
   This integration across departments helps ensure a streamlined experience for both internal teams and customers alike, something that can require more effort and management with Salesforce.
   
   
5. AI and automation at scale: HubSpot has increasingly developed powerful AI and automation tools to help businesses streamline operations and improve personalization. While Salesforce also offers AI capabilities through Einstein, HubSpot’s Breeze AI is designed to be user-friendly and seamlessly integrated into its CRM.
   
   Organisations can use HubSpot’s AI for lead scoring, predictive analytics, content recommendations, and more, while keeping operations streamlined without extensive technical resources.
   
   

Cons of replacing Salesforce with HubSpot

1. Less customization: Salesforce is known for its customization capabilities, allowing businesses to tailor every aspect of the platform to fit their specific needs. While HubSpot is increasingly flexible, it does not offer the same level of deep customization as Salesforce.
   
   
2. Limited advanced reporting and analytics: Salesforce is an industry leader in analytics and reporting, with advanced capabilities that allow businesses to create detailed, customizable reports and dashboards. HubSpot offers reporting tools that cover the basics and more, but businesses requiring highly advanced analytics or deeply integrated BI tools may find HubSpot's reporting capabilities lacking compared to Salesforce's robust offerings.
   
   
3. Adapting to a new tool: Many salespeople and reps have grown accustomed to using Salesforce, which has been the standard for managing sales processes for years. Transitioning to HubSpot may require some adjustment, as these teams are used to Salesforce’s specific functionalities and workflows. Despite HubSpot’s user-friendly interface, there could be a learning curve for those who are deeply familiar with Salesforce. This shift may necessitate training and could cause temporary disruptions as teams adjust to a new tool.

Replacing Salesforce with HubSpot can be a strategic move for organizations that want to simplify their operations, reduce costs, and leverage an all-in-one CRM platform with strong AI and automation features.

Ultimately, whether HubSpot is the right fit for your business depends on your organization's specific goals, the complexity of your CRM requirements, and the resources you have available to manage the platform. It’s essential to weigh the trade-offs carefully to ensure that the switch aligns with your long-term strategy and operational needs.

Why many organisations choose a HubSpot Salesforce integration over replacement

For many organizations, Salesforce is deeply embedded in their operations, often serving as the backbone of their CRM strategy for years.

With its advanced capabilities and scalability, Salesforce has become essential for managing complex workflows and maintaining detailed customer records. For many businesses, extracting themselves from Salesforce—especially all at once—can be a daunting task. The switch to a new tool can feel overwhelming due to the deep integration and reliance on Salesforce.

As a result, many organizations find value in adopting HubSpot alongside Salesforce, rather than replacing it entirely. This integration allows businesses to leverage the strengths of both platforms, creating a more efficient and effective system while making the transition to HubSpot smoother over time.

Here’s why integration might be the better choice for companies hesitant to make a complete switch:

• Salesforce is already a core system for many organizations

Salesforce often serves as the foundation for CRM, sales management, and data organization within large enterprises. Over years of use, companies build custom workflows, integrate Salesforce into their systems, and train teams to rely on its capabilities. Switching entirely to HubSpot can be disruptive, costly, and unnecessary.

For example, a global financial services firm with highly customized Salesforce setups for client tracking and regulatory compliance finds that replacing Salesforce would disrupt operations and lose critical data connections. Instead, integrating HubSpot provides a modern marketing layer without altering existing sales and operational workflows.

1. Advanced capabilities for complex sales and service
   Salesforce’s advanced tools for sales forecasting, multi-layered workflows, and enterprise-grade service management make it a critical platform for businesses with intricate processes. HubSpot, while excellent for standard CRM tasks, doesn’t yet offer the same depth in customization and scalability for enterprise needs.
   
   For instance, a manufacturing company with multi-step sales approvals and extensive product configurations uses Salesforce to handle these complexities. By integrating HubSpot, the company uses its marketing tools to nurture prospects and pass sales-ready leads into Salesforce for complex pipeline management.
   
   

• Avoiding learning curves and system disruption
  For teams accustomed to Salesforce, switching to HubSpot would require retraining staff, redesigning workflows, and potentially losing access to advanced features they rely on. Integration enables businesses to retain Salesforce’s functionality while adding HubSpot’s intuitive tools for marketing and user-friendly CRM.
  
  Let’s say a large B2B company with a sales team that’s been using Salesforce for over a decade wants to adopt HubSpot for its marketing automation. Instead of replacing Salesforce, they integrate HubSpot, ensuring marketing and sales data sync seamlessly while the sales team continues using their familiar tools.
  
  

• Leveraging HubSpot’s marketing strengths alongside Salesforce

HubSpot’s marketing automation, content management, and inbound tools excel in generating and nurturing leads. These strengths complement Salesforce’s sales-focused tools, making the two platforms a powerful combination.

For example, an e-commerce company integrates HubSpot for email marketing, lead nurturing, and landing page creation while keeping Salesforce to manage customer data and track high-value sales. Leads nurtured in HubSpot automatically sync to Salesforce when they’re ready for the sales team to act.

• Flexible integration options tailored to business needs
  Integration allows businesses to sync data between the two platforms in a way that aligns with their unique requirements. Whether it’s a full database sync or selective lead transitions, companies can customize the integration to fit their workflows.
  
  For instance, if a SaaS company uses HubSpot to manage free trial sign-ups and email campaigns. Qualified leads are automatically transferred to Salesforce, where the sales team uses advanced analytics to close deals and track customer lifecycles.
  
  

Why the HubSpot and Salesforce integration works

By integrating HubSpot and Salesforce, businesses can:

• Preserve established systems: Continue using Salesforce for sales and operational workflows while adopting HubSpot for modern marketing efforts.
• Streamline marketing and sales alignment: Seamlessly transition leads from marketing campaigns in HubSpot to sales pipelines in Salesforce.
• Tailor solutions to business needs: Use integration options like selective sync or lead handoff to align the platforms with existing processes.

For example, the British Council, a global organization supporting education and cultural exchange, successfully integrated HubSpot with Salesforce to improve their marketing automation efforts.

This integration, facilitated by Huble, enabled them to preserve their established Salesforce workflows while leveraging HubSpot's powerful marketing tools for greater efficiency and growth. You can read the full case study here.

In most cases, the cost and effort of replacing Salesforce entirely with HubSpot outweighs the benefits. Integration offers the best of both worlds, enhancing efficiency, reducing disruption, and leveraging the unique strengths of each platform.

If your business, like British Council, relies on Salesforce but wants to explore how HubSpot can enhance your marketing and CRM strategy, integration could be the optimal solution. Contact us to learn more about creating a unified system tailored to your needs.

Why HubSpot could be the right choice to replace Salesforce

For many organizations, the decision to replace Salesforce with HubSpot can bring significant benefits, especially for those looking to simplify operations, reduce costs, and create a more user-friendly system. HubSpot offers a unified, all-in-one CRM that’s designed for scalability, making it a strong option for businesses that need a comprehensive solution without the complexity of Salesforce.

Moreover, HubSpot’s built-in AI and automation capabilities are designed to help businesses streamline operations and drive smarter decisions, all with minimal setup. The ease of use, cost-effectiveness, and speed of implementation make HubSpot an attractive alternative for businesses looking to improve CRM processes and align marketing, sales, and service teams more effectively.

For businesses looking to move away from Salesforce but worried about the transition, partnering with a HubSpot solutions provider ensures a smooth, tailored implementation. As experts in both platforms, we can help you assess your needs, plan your move, and leverage HubSpot’s powerful features to maximize your business’s potential.

Ready to explore how HubSpot can work for your business? Contact our team today to discuss how we can help you make the transition.