When it comes to digital marketing, Customer Relationship Management (CRM) is arguably the most complicated, difficult and important aspects to be handled by a business organization. Looking at the scope of CRM, businesses started using CRM software in order to ease the activities regarding collecting, processing, assessing and analyzing the customer database.
CRM software providers have helped several business enterprises in making the best use of their customer data and stepping up their marketing game. When it comes to the market of CRM software, the first that would come to any business’s mind would be that of Salesforce. Since two decades of its launch, it has successfully cornered the market and gained a maximum share. However, owing to the ever-increasing businesses in every single functioning industry, more players are coming into the market and giving competition to Salesforce. As we are about to enter into a new decade, conversations like Salesforce vs Hubspot and Hubspot vs Pardot in 2020 are going to get more common between business enterprises.
Out of these players, Hubspot is pretty competent. With more or less similar features and tools, Hubspot CRM has gained decent market share and has been working constantly in order to leave significant impact on the market by helping several business houses. Hubspot CRM vs Salesforce has been the topic of many discussions and arguments arising in the market today. Here is a small competitive analysis between the two platforms that would give you a better idea about the subtle differences between the two by looking at specific parameters as follows:
Both the platforms offer largely similar user interfaces, as would any other competent CRM platform. The core objective behind using CRM software is to record and manage your customer data. Both these platforms have their respective interfaces display options such as contacts, leads and Accounts your sales team would be dealing with. The platforms also have interfaces that contain an enhances sales pipeline that would help you in placing the activities taking place in your sales cycle in the pipeline, allowing you to assess each of the same according to respective needs of the team.
However, the level of customisation provided by Salesforce is more as compared to Hubspot CRM. Salesforce is designed to allow you in providing better personalisation to your customers along with greater and more specific menu options. It makes extensive use of Salesforce Service Cloud in making sure that every customer is treated individually and is made to feel more special. On the other hand, the interface provided by Hubspot is more general and caters to limited customer facilities. However, while the platform of Salesforce is a little more complicated, Hubspot CRM is easy to learn and use by your sales team.
As Salesforce provides more specific and enhanced features, it is also priced higher as compared to Hubspot CRM. This is also why Salesforce is preferred by big shot businesses and firms that function on a larger scale. On the other hand, Hubspot CRM offers limited and more basic CRM facilities which make it more favourable to new and growing business houses.
Hubspot CRM also offers a free version of its platform for unlimited users if you need to check out some of its basic features before upgrading to a more advanced version. Salesforce, on the other hand, has no such free versions and is strictly built using Software as a Service (SaaS) formula where you will be billed on a monthly basis, payable annually.
Use of Dashboard
As Salesforce is built to offer more specific services and has a variety of enhanced options, its dashboard can be used in a better way if compared to the one offered by Hubspot CRM.
While Hubspot provides you with a dashboard that has all the basic features and a few exclusive provisions, the dashboard of Salesforce can be used for making important analytics along with storing and processing customer information. This is where Salesforce outsmarts Hubspot. Salesforce CRM would use the data you enter into the system, segregate it, make sense of it, analyse it and give you productive feedback based on your activities and opportunities. It therefore helps you in setting and keeping track of several business goals.
However, both the platform would help you when it comes to the basic managing your leads and make an assessment of the leads you have generated on the basis of their strength and weaknesses.
Lead Management And Scoring
As mentioned earlier, both Hubspot and Salesforce CRM certain basic features of lead management and scoring. However, Salesforce provides more enhanced and advanced features that help you more than the software of Hubspot would. On the other hand, Hubspot focuses more on content marketing and does not offer customised services when it comes to managing and nurturing the leads you generate.
While both the platforms allow you to capture your leads based on their functionality and add contacts into the software when a user makes any inquiry through your website, Salesforce goes a step further and analyses the leads you have entered into the system so that you can provide specific services to the concerned customer. While some of the activities on Hubspot CRM need to be performed physically by your team members, Salesforce believes on complete automation of services which minimises the physical efforts your team will have to put in.
Managing Sales Pipeline
Sales pipeline is nothing but a virtual tool that helps you access the leads you are generating and the Accounts you are handling. This pipeline is more or less a visual representation of your sales cycle and helps you manage your sales in an effective manner.
Owing to the way Salesforce is built, it can handle complicated sales activities in the most effective manner. Salesforce offers a great variety of customisation and automation at every stage of your sales pipeline according to the business you are running and the customers you are catering to. Its automation also makes work easier for your sales team and increases the accuracy of their activities.
On the other hand, Hubspot CRM ranks low on automation and customisation of your sales pipeline. Though you can edit the stages on the pipeline in order to serve you better, you are not able to use more than one sales pipeline for your organisation, where Salesforce allows you to use multiple pipelines. If you feel your sales pipeline consists of unresponsive and low-scoring leads, it allows you to shift them to a separate pipeline, resulting in clearing the first one and making provisions for you to nurture the new pipeline in an effective manner.
In short, the CRM of Salesforce is designed to increase customisation and providing exclusive services to your customers while Hubspot is more basic in its features and services. Therefore, Hubspot CRM is a good option for you if your business is relatively new in the market and you do not yet feel the need to perform complicated activities. On the other hand, do not think twice before installing Salesforce if you deal with complicated activities on a daily basis and you give utmost importance to personalisation of services to your customers.
“Chitiz Agarwal also known as “Kumar” is a Salesforce.com evangelist and architect who has more than 13 yrs of IT experience. He has worked with big MNCs like Accenture and IBM and now running Techila Global Services from last 7 yrs and grown the company to size of 150+. He has delivered more than 700 projects on Salesforce.com till date and participated from initial requirement understanding to final delivery. His twitter handle is @ChitizAgarwal”