Which CRM Provides Better Value: Salesforce or HubSpot
1. What’s a Better Value:
Salesforce or HubSpot?
October 8, 2019
2. Housekeeping
• 35-minute presentation with Q&A at the end
• Type questions into the "question box" to
submit them throughout the presentation
• We'll send a copy of the deck and recording
of the webinar in follow-up emails after the
event
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4. Agenda
State of CRM
Key Areas to Determine Value
Salesforce or HubSpot
Live Q&A
#LearningWithBrainSell
5. About BrainSell
• Founded in 1994
• A growth enablement company
• We help companies thrive by solving their
business challenges with guidance and
technology.
• Specialize in ERP, CRM, Business
Intelligence, Customer Service and
Marketing Automation technologies
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6. Poll: Do you currently
use CRM software at
your organization?
7. Poll: Are you planning
to implement a new
CRM platform in the
next 6 months?
8. The CRM Market
CRM is the BIGGEST and FASTEST growing software
market worldwide.
• Expected to reach $82 billion in revenue by 2025
• 91% of companies with more than 10 employees
use CRM.
9. Key Areas to Determine Value
Current state
Budget/Cost
Objectives
Integrations
Relationship & workflow management
Reporting capabilities
Deployment
Industry-specific requirements
Ease of use
Flexibility & agility to scale
Upgrades & enhancements
Social networking & mobile accessibility
11. A Closer Look at Salesforce
Overview
Customer Support • Case portal
• Phone support +$
Deployment • On demand
• Private cloud +$
Architecture • Apex
User Minimum • None
Email Integration • Gmail
• Outlook
Ideal for Companies That:
• Have a lot of
customization needs
• Require advanced
reporting capabilities
• Need access to many
integration options
Fun Fact: Salesforce owns more than 30% of the CRM market
12. A Closer Look at HubSpot CRM
Overview
Customer Support • Live chat support
• Phone and email
support +$
Deployment • On demand
User Minimum • None
Email Integration • Gmail
• Outlook
Ideal for Companies That:
• Are already using HubSpot for
their marketing automation
platform
• Have a small sales team/limited
budget
• Don’t require a high level of
customization
• Easy to use, deploy, and onboard
Fun Fact: HubSpot was a Salesforce user before they built their own CRM to address the things they didn’t like about Salesforce.
18. HubSpot Pricing
Free Starter Professional Enterprise
$0 $50/month
Includes 1 paid user
$400/month
Includes 5 paid users
$1200/month
Includes 10 paid users
Start closing deals faster with
time-saving sales tools
Email tracking &
notifications
Email Scheduling
Deal pipeline
Meeting scheduling
Live chat
Hubspot CRM plus:
Streamline your outreach
Email tracking &
notifications
Email sequences
Calling
Connect with prospects on their
terms
Live chat
Meeting scheduling
Email scheduling
Track, iterate & improve
Deal pipeline
Rep productivity
performance
Starter plus:
Automate your sales process
Deal stage, task, and lead
rotation automation
Workflow extensions
Personalize your outreach at
scale
1:1 video creation
Sequence queues
Quotes
Keep your data organized
Products
Teams
Salesforce integration
Multiple currencies
Required fields
Professional plus:
Coach & enable at scale
Playbooks
Goals
Call transcription
Calculated properties
Predictive lead scoring
Close more deals, faster
Quote-based
workflows
Esignature
Recurring revenue
tracking
Manage your growing team
User roles
Single sign-on
19. So, which CRM is a Better Value?
The answer... It depends on:
Why you need CRM
Interview with key
stakeholders
How you prioritize the key
areas of value
Budget
Having the right deployment
partner
21. Thank You For Attending!
Schedule a complimentary 1:1
CRM value assessment:
sales@brainsell.net
(866) 356-2654
www.brainsell.net
Follow us on Twitter: @BrainSell
#LearningWithBrainSell
Hinweis der Redaktion
Sarah to give welcome.
Hello and welcome, everyone! Happy Tuesday! Thank you for joining us for today’s webinar. My name is Sarah Reed and I’m the Director of Marketing at BrainSell. Today we will be exploring how to determine the value of different CRM platforms. And while cost is one area there are a number of other factors for consideration and prioritization to help you make the right choice for your company.
Sarah to walk through housekeeping
But before we dive in, let’s take care of some housekeeping. If you have any questions during the presentation, please type them into the question box in your control panel. I’ll bring them up during the discussion and we’ll also save some time for questions at the end. Additionally this session is being recorded and we will share it with you via email. You can expect to see it in your inbox likely tomorrow morning.
Now I'm going to turn it over to my colleagues Sonja and Kevin to introduce themselves and kick things off!
Kevin
Kevin
Sarah will launch the poll
Sonja, before we really dive in – I thought this would be a good opportunity to get to better understand of who are audience is today in order to better tailor the discussion. So folks, if you wouldn’t mind sharing if you are currently using CRM in your organization via the poll now, that would be fabulous.
Sarah will launch the poll
And...one more question... Okay, Sonja take it away!
Sonja to speak to this slide
CRM market is huge - $82B by 2025 (Grand View Research Inc) - it's at the heart of every growing business
If you’re not already using CRM, you should be considering it because the odds are your competitors have already adopted it – in fact more than 90% of companies with more than 11 employees use CRM is some form (CRM Magazine)
And the ROI is big – According to Nucleus Research, every $1 spent on CRM implementation returns as much as $8.71 in sales revenue.
But with so many options, it can be hard to determine which platform is right for your business.
Think about this -- There are more than 380 CRM systems listed on G2 crowd but only 19% are rated above 3 stars.
Kevin to speak to this slide
Most CRM systems have similar feature sets, but that doesn’t mean that any CRM system will be right for you, and it certainly doesn’t mean that all CRM systems are the same. It is up to you to prioritize which areas are the most valuable to you and evaluate your CRM options based on that.
Do not just prioritize these on your own – involve key stakeholders and users to identify your list.
Know the current state of your business
Establish a budget
Identify what you want to achieve with a new CRM system – what are your objectives
What other platforms do you need it to integrate with
What types of relationships and workflows are you trying to manage
What kind of reporting capabilities do you need
Deployment – cloud vs. On-prem
Any industry-specific requirements needed
Ease of use
Flexibility and agility to scale with your business
How upgrades and enhancements handled
Social networking and mobile accessibility
Sonja – HubSpot
Kevin – Salesforce
Not a true apples to apple comparison. While there are simalarities between these two – there are a lot of differences
Kevin to speak to Salesforce
Sonja to speak to HUbSpot
One resounding takeaway from HubSpot’s experience using Salesforce is that the CRM was really built for the development community. Salesforce is an incredibly powerful tool that can do and report on a massive amount of customized data points. However, the sophistication of the system makes it really hard to do little and administrative tasks. HubSpot, like many companies, had to hire consultants and full-time developers to manage the system and make the smallest of changes, like updating pipelines.
While Pardot is now part of their sales cloud. It is seen as a sales enablement tool. Marketers now need paid for logins to simply access marketing tools. Hubspot, you can have as many marketers as you need access these tools with their own permissions at no added cost, among other value adds.
A good analogy we like to use is Salesforce is a lot like Android. You can really customize each and every piece to your liking - if you know how. HubSpot is more like Apple. It has an intuitive UI that makes it easy for you to just get what you need to get done, done.
Sonja – HubSpot
Kevin – Salesforce
Sonja – HubSpot
Kevin – Salesforce
Kevin to speak to this slide
Sonja to speak to this slide
Sales enablement content – Arm your sales team with competitive battlecards, templates call scripts, positioning guides, and more
Kevin – Salesforce
Sonja – HubSpot
On November 1st, the base price of Sales Hub Professional will increase to $500/month to make room for even more great features.
Sonja to Bring it all back together.
Sonja and Kevin
How easy is it to customize each of these platforms?
How difficult is it to implement Hubspot vs. Salesforce? Will I need outside help?