HubSpot vs Salesforce: A Guide to Choosing the Perfect CRM
November 9, 2023
How Does HubSpot Salesforce Integration Fuel Sales Cycles?
November 9, 2023
When it comes to making the right choice for your business’s marketing and sales needs, HubSpot stands out as a top contender. With six different product offerings (“HubSpot Hubs”) spanning three HubSpot subscription types, HubSpot has something for everyone. At the pinnacle of these offerings is the Enterprise level.
But why pay more for HubSpot Enterprise—HubSpot’s most expensive subscription package—when the lower tiers seem to offer the essentials?
The short answer: HubSpot Enterprise provides cutting-edge, enterprise-level marketing, sales, and service software features. In this article, we explore a selection of HubSpot Enterprise features within the Marketing and Sales Hubs and explain how and to whom they offer the most benefit.
Which Businesses Can Benefit Most from HubSpot Enterprise?
- Large organizations with multiple teams requiring access to HubSpot’s tools and data
- Organizations managing over 10,000 Marketing Contacts and large customer bases in general
- Organizations with complex needs necessitating advanced customizations
- Organizations already experiencing substantial ROI with the HubSpot Professional plan
- Growing organizations looking to leverage HubSpot Enterprise for further growth
This is How HubSpot Enterprise Supports Marketing & Sales Teams
Overall, HubSpot Enterprise gives large businesses more advanced tools, flexibility, integrations, and support to scale growth and optimize the end-to-end customer journey. The higher costs bring an elevated level of sophistication, customization, and service.
Marketing Hub Enterprise: Top-10 Features
Higher Reach—Send marketing emails to 10,000 marketing contacts and benefit from a cap of up to 15 million marketing and non-marketing contacts in total.
Multi-Touch Revenue Attribution—Automatically connect every customer interaction to revenue to make data-driven decisions with no need for data scientists.
Team-Based Partitioning—Assign marketing assets by teams for better organization, a cleaner database, and enhanced team productivity.
Adaptive Testing—Use advanced machine learning to continuously and automatically run A/B tests to optimize website conversion rates without manual setup.
Custom Objects—Capture unique business data in HubSpot with custom objects to feed customized segments, reports, campaigns, and workflows.
Custom Behavioral Events—Capture visitor actions and analytics via custom events for segmentation, automation, and reporting.
Predictive Lead Scoring—Automatically assess and prioritize leads using a combination of factors. Concentrate your attention on prospects with the highest likelihood of conversion.
Greater Capacity—With the Enterprise package, automation limits expand to 1,000 workflows, and the number of reports doubles to 20 (previously 10).
Account-Based Marketing—Get ABM strategy running quickly with included tools like company scoring, templates, properties, and reports to drive hyper-personalized campaigns.
Multiple Scoring Properties—Create sophisticated, rules-based scoring models using any HubSpot data to better prioritize and personalize outreach.
Sales Hub Enterprise: Top-10 Features
Custom Objects—Create custom data objects in HubSpot to track unique business information and report on it alongside standard CRM data.
Sales Analytics—Get complete visibility into your sales process with deal journey analytics to make data-driven strategic decisions without analysts.
Forecasting—Leverage AI-powered forecasting with integrated sales data for improved visibility and confident, spreadsheet-free forecasts.
Sales Engagement Tools—Automate and track team outreach with sequences and measure business impact with sequence outcome reports.
B2B Commerce—Streamline opportunity-to-revenue with quotes, invoices, payment links, and payment processors.
Advanced Permissions—Customize individual, role, and team-based access to granularly control data visibility.
Conversation Intelligence—Capture call details for coaching through AI-generated insights into team performance.
Sales Automation—Automate the sales process with workflows to rotate leads, create deals, and move deals through the pipeline.
Playbooks—Standardize selling with playbooks containing battlecards, call scripts, and more to drive consistency.
Call Transcription—Automatically record, transcribe, and save calls to timelines, with AI proposing follow-ups.
Recurring Revenue Tracking—Evaluate and predict recurring deal revenue over time to understand renewal, churn, and profit impacts.
Case Study: Revamp Sales Cycles with HubSpot Enterprise
WeightWatchers is a veteran consumer services company with 200+ employees nationwide. Despite their expertise and positive reputation, their enterprise sales approach was ineffective. Lead outreach lacked automation, feeding the CRM was manual, the interface was frustrating, and reporting was inaccessible.
In order to attract more B2B enterprise-grade clients, WeightWatchers implemented HubSpot Enterprise. The advanced HubSpot Enterprise features provided:
- Comprehensive visibility and deal pipeline tools to redefine lead qualification and automate workflows accordingly
- Customized reporting to prioritize leads
- Sales and marketing alignment
- Robust integrations to streamline operations
- Data-driven insights for leadership
- Increased productivity and customer wins
HubSpot Enterprise enabled WeightWatchers to overhaul sales processes and identify real revenue opportunities. The system was quickly 100% adopted across six different teams, who enthusiastically embraced the change. Thus, in just 12 months, the optimized approach contributed to an improved close-to-win ratio and seven figures in annual contract value.
Read the full case study on the HubSpot website.
HubSpot Enterprise VS. Salesforce
There is an ongoing debate comparing HubSpot vs Salesforce as the best CRM and marketing automation software, especially for larger enterprises. The general belief is that Salesforce, with its extensiveness, advanced customization, and reporting capabilities, is more suitable for large corporations. In contrast, HubSpot is seen as better for small and mid-sized businesses.
However, the landscape shifts when considering HubSpot’s Enterprise level. HubSpot Enterprise offers a wealth of tools enabling teams to execute large-scale inbound marketing campaigns, added security, deeper functionality, and granular insights from massive data streams. With the expanded features beyond the HubSpot Starter and Professional plans, HubSpot becomes a competitive choice even for large corporations, allowing them to get more value from their marketing tech stack.
In addition to the feature comparison, the cost of ownership is another compelling aspect to consider when weighing the merits of HubSpot Enterprise vs. Salesforce. Assessing overall costs, including licensing fees, customization, and support, can highlight that HubSpot Enterprise is a strong, cost-effective choice for large enterprises. It has the potential to rival Salesforce, even though it is HubSpot’s most expensive plan.
Discover 5 HubSpot benefits that impact your business’s bottom line and test our HubSpot TCO Calculator and HubSpot ROI Calculator.
Take Your Enterprise to The Next Level
HubSpot Enterprise provides sophisticated functionality tailored to large enterprises with complex needs. HubSpot Enterprise features empower marketers and sales teams through more advanced, revenue-driven segmentation, customization, integrations, and reporting. While historically considered more suited to SMEs, HubSpot now competes with platforms like Salesforce at the enterprise level.
So, what’s next?
If HubSpot Enterprise seems a strong fit but you haven’t started yet, now may be the ideal time to implement it. For current Salesforce users facing Salesforce implementation challenges or seeking alternatives, a Salesforce to HubSpot migration could also be on the table.
The Waypost Marketing team can help compare HubSpot & Salesforce and advise on the best path forward. With HubSpot certifications and expertise in HubSpot training and consulting, we can provide guidance tailored to your needs. Call us at (864) 288-6162 or contact us online. We’re ready to support you every step of the way.
