Salesforce vs HubSpot vs Custom CRM
A detailed comparison of features, pricing, and fit for growing businesses.
Quick Answer
Salesforce vs HubSpot vs Custom CRM: A custom CRM makes sense when your team spends more time working around Salesforce or HubSpot than working in it. If your sales process involves multi-step approvals, industry-specific data, or deep i...
The Contenders
Overview
Salesforce
Enterprise CRM platform with extensive customisation and app ecosystem.
HubSpot
All-in-one CRM with marketing, sales, and service hubs. Strong free tier.
Custom CRM
Purpose-built CRM designed for your specific sales process and integrations.
Features
Feature Comparison
| Feature | Salesforce | HubSpot | Custom CRM |
|---|---|---|---|
| Contact Management | Yes | Yes | Yes |
| Pipeline Management | Yes | Yes | Yes |
| Custom Workflows | Enterprise+ | Pro+ | Yes |
| Email Integration | Yes | Yes | Yes |
| Custom Objects/Fields | Yes | Enterprise only | Yes |
| API Access | Yes | Yes | Yes |
| Industry-Specific Features | Via apps | No | Yes |
| No Per-User Pricing | No | No | Yes |
Feature availability varies by plan tier. Check provider websites for latest details.
Pricing
Pricing Comparison
| Tool | Plan | Monthly | Annual (per user) | Key Features |
|---|---|---|---|---|
| Salesforce | Professional | $80 | $960 | Contact management, Opportunity tracking, Basic reporting |
| Salesforce | Enterprise | $165 | $1,980 | Everything in Professional, Workflow automation, Advanced reporting |
| HubSpot | Free | Free | Free | Contact management (up to 1M), Deal pipeline, Email tracking |
| HubSpot | Professional | $90 | $1,080 | Everything in Free, Workflow automation, Custom reporting |
| Custom CRM | Build + Maintain | $2000 | $24,000 | Unlimited users, Custom data model, Custom workflows |
Prices in USD unless noted. Custom build pricing includes development and ongoing maintenance.
Verdict
When Custom Makes Sense
A custom CRM makes sense when your team spends more time working around Salesforce or HubSpot than working in it. If your sales process involves multi-step approvals, industry-specific data, or deep integration with proprietary systems, a custom build eliminates the friction and often costs less over 3 years.
Frequently Asked Questions
When should I choose Salesforce over a custom CRM?
Choose Salesforce if your team is large (50+ users), your processes are relatively standard, and you need access to the extensive Salesforce app ecosystem. Salesforce also makes sense if you need to integrate with other enterprise tools that have pre-built Salesforce connectors.
Is HubSpot really free?
HubSpot offers a genuinely useful free tier with unlimited contacts, a deal pipeline, and basic email tracking. However, most growing businesses quickly need features only available on paid plans (workflow automation, custom reporting, sequences), which start at $90/user/month.
How long does a custom CRM take to build?
A core CRM with contacts, deals, pipeline, and basic reporting typically takes 8-12 weeks. We recommend launching with core features and iterating based on team feedback, so you are seeing value within 2-3 months.
Not sure which option fits?
Book a free discovery call. We will assess your requirements and recommend the best approach — whether that is an off-the-shelf tool or a custom build.
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