HubSpot vs. Zoho: What is your best CRM for 2023 and beyond?

Did you know that the CRM market is expected to generate more than $80 billion in revenues by 2025?

CRM software is the backbone for various operations. That includes - scheduling appointments, managing calls, handling emails, storing data, analyzing client information, and generating comprehensive reports.

Amidst the plethora of CRM options, the spotlight often falls on HubSpot and Zoho. These two platforms offer comprehensive solutions tailored to meet the diverse needs of businesses.

The real challenge lies in choosing between HubSpot and Zoho based on your requirements. Now, this can indeed be a daunting task.

But there are no reasons to worry – we're here to guide you through the process.

This article delves deep into many critical factors that demand your attention. By the end, you can navigate well between all that HubSpot and Zoho offers. Read on to discover the perfect CRM best fit for your organization. 


HubSpot CRM vs Zoho CRM: Choose your perfect full-fledged CRM

When picking the right CRM software for your Business, one major factor is its ease of use. It's important to grasp how each CRM makes tasks easier. CRM determines how smoothly your organization operates. 

It's essential to explore the unique benefits of each CRM solution. You have to check which offers the most intuitive experience. 

Yet still, appearances can be deceiving. So, while comparing your CRM options, the primary focal points include:

  • Features: Test the capabilities of CRM software. Ensure the features it offers are easy for your organization to grasp. They should also be relevant to your business needs. 

  • Integration: Check if the CRM solution integrates well with your existing or other third-party tools, applications, and software. Seamless integration can enhance efficiency. 

  • Implementation: Think about how easy it is to start using the CRM software. A smooth transition indicates a user-friendly ecosystem. 

  • Pricing: Consider the cost of a CRM platform and how well it aligns with ease of use and effectiveness. Strive for good value for your investment. 

We can gain a comprehensive understanding by examining these crucial elements with a focus on simplicity. We'll discuss prices, features, integration, and how straightforward it is to start. After you know all this, you can easily pick the CRM software that's best for your Business. It will make things go smoothly and work well for many years. 

When we look at the two software on a surface level, they appear similar. This shouldn't come as a surprise as they both are CRM solutions dedicated to serving businesses' everyday needs. So, let's look at what each of the two CRMs has in store for you.


HubSpot CRM vs Zoho CRM: Sales Process Efficiency (Sales Force Automation - SFA)

Sales Force Automation (SFA) is essential when evaluating CRM software features between HubSpot and Zoho. Keeping this in mind, HubSpot offers a suite of robust SFA tools.

These tools empower businesses to streamline sales processes, efficiently manage leads, track deals, and elevate customer interactions. HubSpot's free plan encompasses Sales Automation features, presenting an advantageous proposition for small enterprises.

Conversely, while Zoho provides free users access to standard reports, its SFA capabilities are comparatively limited. Zoho falls short of Sales Force Automation (SFA) due to its limited customization and weak third-party tool integration. Unlike specialized platforms, it lacks intuitive user interfaces and critical SFA tools like advanced lead scoring, territory management, and guided selling, affecting its effectiveness for complex sales processes.

Verdict: For comprehensive and sophisticated Sales Force Automation (SFA) with user-centricity, HubSpot stands out. It addresses complex CRM needs better than Zoho, offering advanced lead scoring, territory management, and guided selling tools that are missing in Zoho. This makes HubSpot a preferred choice for businesses aiming to streamline and enhance the sales process.

Features  HubSpot Zoho
Account & Contact Management 8.7/10 8.4/10
Pipeline and Opportunity Management 8.5/10 8.1/10
Activity & Task Management 8.5/10 8.1/10
Quote & Order Management 7.9/10 7.8/10
Desktop Integration 8.5/10 8.2/10
Customer Contract Management 8.3/10 8.1/10

Source: G2


HubSpot CRM vs. Zoho CRM: Marketing Automation 

When comparing Zoho and HubSpot, an area of prime importance is Marketing Automation. HubSpot has an array of tools for personalized campaigns, lead nurturing, and result analysis. Notably, HubSpot has a free plan that includes Marketing Automation, a significant plus for small to medium-sized businesses.

HubSpot boasts strengths such as an intuitive interface, robust lead nurturing, advanced personalization, and comprehensive analytics. On the other hand, Zoho provides only basic reports to its free users, lagging behind HubSpot's robust Marketing Automation capabilities. This makes HubSpot the superior choice for streamlined and user-friendly Marketing Automation.


Source: ChooseOxygen

Zoho's Marketing Automation features include limited automation workflows, basic segmentation, a less intuitive interface, and restricted analytics. For businesses seeking an effective Marketing Automation solution, HubSpot presents itself as the preferred and more comprehensive option.

Verdict: HubSpot comes with a premier solution for marketing automation, offering a seamless and user-friendly experience backed by an array of powerful features. Its intuitive interface fosters efficient utilization, while Zoho, although competent, provides more rudimentary capabilities and less user-intuitive tools. Businesses seeking a comprehensive and top-tier marketing automation experience will likely find HubSpot better aligned with their needs.

Features  HubSpot Zoho
Email Marketing 8.8/10 7.9/10
Campaign Management and regulation 8.6/10 7.8/10
Lead Nurturing & Management  8.8/10 8.2/10
Marketing Analytics and ROI Analysis 8.2/10 7.8/10

Source: G2


HubSpot CRM vs. Zoho CRM: Configuration for CPQ

In the world of Configuration, Pricing, and Quote (CPQ) software, HubSpot stands tall with its user-focused approach and streamlined configuration processes. Its CPQ tools not only simplify complex pricing and quoting tasks but also ensure that sales processes remain manageable even when they are intricate.

One of HubSpot's prime strengths is its rapid quote generation capability. This agility empowers sales teams, enabling them to promptly respond to customer inquiries with accurate quotes. Furthermore, HubSpot offers an intuitive setup procedure and a plethora of customization options. This combination allows businesses to fine-tune the CPQ experience as per their unique needs and preferences.


Source: HubSpot

In comparison, while Zoho does extend essential CPQ features to free users, HubSpot's CPQ prowess outshines Zoho due to its advanced functionalities and unwavering commitment to user-centered design. HubSpot's software adapts seamlessly to diverse sales processes, showcasing its flexibility and ability to cater to a wide array of business requirements.

Verdict: HubSpot's proficiency in streamlining complex tasks and its customization prowess make it the preferred choice for businesses seeking comprehensive, user-friendly, and efficient CPQ software. Its capacity to simplify intricate pricing and quoting processes while allowing versatile customization aligns perfectly with the diverse needs of modern enterprises, ensuring seamless and effective CPQ operations.

Features  HubSpot Zoho
Simplicity level 9.1/10 8.8/10
Price Configuration 9.1/10 8.7/10
Visual Design and configuration 9.1/10 8.7/10
Catalog of Products 9.2/10 NA

Source: G2


HubSpot CRM vs. Zoho CRM: Lead Facilitation for AI Sales Assistant Software

Looking at how AI sales assistants handle lead interactions, HubSpot and Zoho take distinct approaches.

HubSpot makes setting up your AI for compelling conversations with potential customers easy, making interactions feel human-like. On the other hand, Zoho offers more straightforward basic-level tools. 

HubSpot's lead facilitation configuration stands out for its user-friendly design. It's like giving your AI assistant the best script to connect with leads naturally and keep them engaged. If you aim for top-notch lead interactions, HubSpot's configuration gives your AI the edge.


Source: HubSpot

Verdict: HubSpot leads with its seamless AI-driven conversations, designed to replicate human interactions and boost engagement. On the other hand, Zoho offers basic tools for simple lead interactions. What gives HubSpot an edge is its user-friendly approach to AI integration, optimizing scripts for optimal lead connections and fostering authentic and engaging conversations. This strategic advantage not only elevates sales but also sets HubSpot apart as the go-to choice for businesses aiming for exceptional lead interactions.

Features  HubSpot Zoho
Customer handling Chatbot 8.5/10 8.3/10
Follow ups on Leads 9.0/10 8.8/10
Meeting and appointment scheduling 9.0/10 8.9/10

Source: G2


HubSpot CRM vs. Zoho CRM: Contact and Lead Management

CRM is all about contact and communication. HubSpot can store up to one million contacts and company records. The additional benefit is that you can choose between manually adding your contacts or letting HubSpot retrieve this information from your form submission or email inbox. 

The contact information is listed in a vertical column on the left-hand side of the page. You can check the activity timeline to see your relationship history with respective contacts, including detailed sales reports.


Source: HubSpot

HubSpot offers distinct advantages, utilizing its proprietary database to auto-generate company records for new contacts. Seamlessly integrated, it facilitates calls and emails within the CRM. Additionally, email marketing campaigns are conveniently created within the platform. For advanced insights, reporting features are available as a paid add-on.

Click here for free HubSpot signup:

On the other hand, no matter which plans you buy, Zoho only has a limited number of contacts you can store. The number amounts to 100,000 contact records. Like HubSpot, Zoho provides account management functionality, allowing you to store information about your associate companies.

You can find the contact information in a horizontal box across a pair of vertical columns. It makes seeing the contact information easy for the eyes, as you no longer have to scroll down.

Zoho's CRM empowers users with social listening, tapping into customer insights from social media. Additionally, it allows for adding and referencing notes on contacts for enhanced interaction.

Hence, your Business's size and the bulk of data you need to store become a significant factor when choosing between HubSpot or Zoho.

Verdict: HubSpot excels in contact and lead management, and offers seamless integration with its powerful CRM tools. Its intuitive interface, advanced segmentation, and personalized automation streamline lead nurturing and communication. While Zoho provides capable options, HubSpot stands out for comprehensive, user-friendly contacts and leads management.

HubSpot CRM vs. Zoho CRM: Sales Forecasting

When it comes to predicting sales, HubSpot and Zoho have unique routes.

HubSpot's Sales Forecasting offers a comprehensive perspective on sales dynamics, achieved through integrated data analysis. It provides accurate predictions suitable for businesses of all sizes, granting detailed insights into sales trends and trajectories to facilitate informed decisions.


Source: HubSpot

Conversely, Zoho's Sales Forecasting adopts a straightforward approach with essential forecasting tools. Its emphasis lies in offering businesses an awareness of future possibilities. Although it may lack the complexity of HubSpot, Zoho's approach aims to equip businesses with foundational insights into potential sales outcomes, aiding them in effective planning and strategizing.

Verdict: HubSpot offers a variety of solutions when comparing sales forecasting features. It integrates various data sources to offer accurate predictions, making it suitable for sales and marketing teams of all sizes. HubSpot Sales Hub helps you understand future sales trends and offers a detailed insight into your sales trajectory. On the other hand, Zoho offers a more straightforward approach, focusing on essential forecasting tools that provide information about potential future outcomes. If you require advanced analysis and a deeper understanding of your sales and marketing trends, HubSpot's sales forecasting is the preferred choice.


HubSpot CRM vs. Zoho CRM: Email Marketing

Both Zoho and HubSpot offer email marketing solutions, with HubSpot providing more advanced features for in-depth campaign management, personalization, and analytics. Zoho's email marketing is suitable for easy-to-manage campaigns within its integrated ecosystem.

HubSpot's email automation tools are powerful, providing personalization and A/B testing to optimize content. It offers in-depth analytics to track campaign performance and seamless integration with other HubSpot features for effective marketing.

Conversely, Zoho offers simplified email campaign creation with basic personalization and segmentation features. While A/B testing and reporting capabilities are limited, Zoho's integration with its business tools suite streamlines workflows, enhancing operational efficiency.

Verdict: HubSpot CRM offers great email marketing compared to Zoho. It uses special tools like analytics and A/B testing to send the right emails to the right people and see how well they work. This helps businesses talk to customers better, so HubSpot is a better choice for email marketing than Zoho. Also, Mailchimp's seamless integration with HubSpot enhances marketing efforts through synchronized data and campaign management. This streamlined collaboration offers a more unified and efficient approach, which is much better and not quite like Mailchimp and Zoho integration options.

HubSpot CRM vs. Zoho CRM: Order Management

An efficient order management system is one of the valuable functionalities that a good CRM solution should possess. It is tracking a customer's order from start to finish. It starts with order placement and ends with its delivery.

HubSpot provides a streamlined order management system that manages order tracking for its users, enabling them to determine at which stage the order is at a given time. They can resolve any issue that might arise in real-time. This is a huge advantage for companies dealing with physical goods. 

Users can track their inventory, manage sales, and track packages right on the go. 

Verdict: Regarding handling orders, there are times when HubSpot takes the cake over Zoho. HubSpot's CRM has many nifty tools and their smooth integration makes managing orders a breeze. You can handle orders, monitor inventory, and keep things flowing seamlessly. The main difference between HubSpot and Zoho is that Zoho CRM also covers the basics, but HubSpot's user-friendly setup and overall aspects make up for top-notch order management.

HubSpot CRM vs. Zoho CRM: E-commerce Integration

HubSpot offers many seamless e-commerce integrations for Shopify, WooCommerce, and other platforms. Its Shopify Integration effectively tracks customer interactions and purchases. HubSpot for WooCommerce enables tailored marketing based on shopping behavior. Moreover, it streamlines email recovery for abandoned carts and activates follow-up triggers. Comprehensive e-commerce performance insights are easily accessible through HubSpot's analytics.


Source: HubSpot

Zoho showcases integration attempts with platforms like Magento and BigCommerce. However, its Magento Integration falls short of delivering optimal synchronization for customer data, orders, and products. Zoho Commerce Plus attempts targeted campaigns with customer purchase history, but it lacks the finesse of more robust solutions. Automation of order updates and shipping notifications is present but doesn't match the seamless experience of other providers. Zoho's CRM platform offers sales trend analysis and basic customer insights, albeit with limitations in comparison to its alternatives.

Verdict: HubSpot outshines Zoho in e-commerce integration due to more features and seamless connectivity. With HubSpot, your online store seamlessly syncs with marketing and sales efforts, creating a harmonious customer experience. On the other hand, Zoho CRM makes e-commerce integration limited. HubSpot's well-rounded capabilities and ability to facilitate smooth interactions between your store and other businesses, help in a powerful and cohesive e-commerce integration solution.

HubSpot CRM vs. Zoho CRM: API Availability and Integrations

An API is a computing interface that defines interactions among multiple software intermediaries. It determines the interactions and integrations that are supported between two software. In CRM, it makes way for company-specific customizations. It is not necessary for all companies.

HubSpot, along with API support, also has a wide range of integrations.

HubSpot offers a well-documented API for seamless third-party application integration. It features an extensive library of pre-built integrations, including popular tools like Salesforce, Mailchimp, and Shopify. Additionally, it connects to over 2,000 apps through Zapier. For tailored solutions, developers can create custom integrations.

Zoho does offer a variety of software integrations. It also has the tools you need to create custom fields and external integrations. If a tool can not be easily integrated within Zoho, then the development team can build an API to make it work.
Its range of pre-built integrations covers G Suite, Microsoft Office 365, and QuickBooks.
Zoho Flow automates workflows and connects to over 500 apps. The platform offers a developer-friendly environment, allowing for specific integrations based on business requirements.

Verdict: HubSpot boasts an extensive library of integrations, seamless connections through Zapier, a user-friendly interface, and multiple apps in the HubSpot app marketplace. While Zoho offers strong integration options, the HubSpot ecosystem focuses on providing a diverse and user-friendly integration. That makes it a favorable choice and the best CRM overall for small to large-sized businesses seeking a more updated API integration solution. 

Features  HubSpot Zoho
CPQ SOftware API integration 8.3/10 8.0/10
Overall API for CRM integration 8.3/10 7.9/10
Sales Management Software Integration 8.8/10 8.4/10
Social Media & Network Integration 8.3/10 8.0/10
Integration of Email Platforms 8.9/10 8.7/10
AI Sales Assistant APIs and Integrations 8.8/10 8.4/10

Source: G2

HubSpot CRM vs. Zoho CRM: Implementation Time

This time refers to the total time required, from start to finish, while migrating from your old CRM to the new one.

When implementing a CRM, one of the essential aspects to consider is the implementation time. Essentially, software with less time requirement is preferable for companies. In this context, we have HubSpot weighing over Zoho. HubSpot has a significantly shorter implementation time compared to Zoho.

Depending on your data size and which plan you choose, the free CRM or one of their paid versions, HubSpot implementation, takes 1 day to a few weeks. On the other hand, Zoho implementation takes 30 days or longer implementation time.

Verdict: HubSpot surpasses Zoho in implementation time due to its user-friendly interface and efficient onboarding process. HubSpot's intuitive setup and well-documented resources enable quicker adoption, reducing the time required for teams to become proficient. In contrast, Zoho might take longer due to its potential complexity and steeper learning curve. HubSpot's emphasis on simplicity and seamless integration accelerates the implementation process, making it a more time-efficient choice for businesses seeking swift and effective deployment.

Quick fact:- We have noticed that it takes more time for companies to prepare for the migration than the actual migration process. So, ensure you are organized and prepared before the migration process begins.

Prefer reading- HubSpot vs. Insightly: Pick your favorite CRM

HubSpot CRM vs. Zoho CRM: Pricing

The most significant benefit with HubSpot is that HubSpot CRM is free for lifetime, and this is where the biggest difference between Zoho and HubSpot CRM lies. 

The pricing plan of Zoho can be a bit on the expensive side, which might not be great news for those watching their budget. Although there is a free version, the basic CRM is limited and might not cover all the things you need, especially if you're running a small business.

When you think about paying for Zoho's plans, the cost goes up significantly. The Standard plan costs either $14 per month (if you pay for a year upfront) or $20 per month (if you pay monthly). It does offer a bit more stuff, but the extra things you get might not be worth the higher price tag, especially if you're just starting out and need the basics.

If you're looking at the Professional plan, get ready to pay $35 per month ($23 per month if you commit to a year). This plan has some more advanced features like the Blueprint editor and SalesSignals, but the cost might make you think twice, especially if there are more affordable options out there.

And then, there's the Zoho CRM Enterprise plan, the most expensive at $50 per month ($40 per month with a year commitment). This one introduces Zia AI and other fancy things, but you'll need to decide if these extras are really worth the big bucks.

On the other hand, HubSpot offers a free CRM software. Most of the CRM suite comes with zero cost for its users. Infact, anyone can open a free HubSpot account and start using the suite for free. But if you want to expand to the full-length features of HubSpot, then you can purchase separate Hub plans available for HubSpot Sales Hub, HubSpot Marketing HubCMS Hub, Service Hub, and Operations Hub . Or you can go for the complete Platform Solutions and purchase the CRM Suite plan based on your extra needs and requirements.

Verdict: While Zoho CRM free version provides access to basic standard reports, HubSpot CRM goes beyond by offering a broader spectrum of valuable features. HubSpot CRM's free plan encompasses contact management, deal tracking, and task handling capabilities. Additionally, free Marketing Automation sets HubSpot apart, enabling small and medium-sized businesses (SMBs) to leverage powerful tools for enhancing customer relations and driving sales processes. This makes HubSpot CRM the superior choice for SMBs seeking panoramic solutions for growth and automation without the limitations posed by other platforms. To cover it up Zoho is not budget-friendly than HubSpot.


Source: G2

Know more about some of the best HubSpot Alternatives available in market in 2023.

Overall Rating Breakdown: Who wins between HubSpot vs. Zoho CRM?

Both HubSpot and Zoho CRM offer solutions with high ratings. No one can say HubSpot is the best. While one excels at one characteristic, the other has a different advantage. Although, you must remember that the best CRM for your Business will provide maximum value for money. Indeed, HubSpot overshadows all the other CRM solutions, including Zoho, in that context.

HubSpot demonstrates its superiority over Zoho in Sales Force Automation (SFA) by offering an interface that promotes easy customization, thus boosting sales teams' efficiency.

In marketing automation, HubSpot's streamlined workflows, lead nurturing, and content personalization result in more impactful campaign outcomes.

The integration of E-commerce within HubSpot provides a comprehensive suite of tools for effective online store management.

HubSpot's APIs facilitate seamless third-party integrations, expanding its capabilities significantly.

With a user-centric design and guided onboarding, HubSpot ensures quicker implementation compared to Zoho.

Its straightforward interface and robust support mechanisms contribute to an overall user-friendly experience, setting it apart from Zoho's complexity.

Here's a key insight from TrustRadius that shows what peers think of both HubSpot and Zoho.

Statements HubSpot Zoho
Purchase again 96% 93%
Value for price 97% 97%
Features satisfaction 96% 96%
Meets Sales and Marketing expectations 100% 95%
Implementation satisfaction 97% 88%


Ready to make the Choice?

Zoho vs HubSpot comparison is a tight one.

When comparing HubSpot and Zoho, the choice relies on your business's specific needs. Both platforms provide a range of tools for automating sales, marketing, and refining lead-generation efforts.

HubSpot tends to be favored by those in search of an integrated solution offering user-friendly interfaces and advanced CRM capabilities. Zoho, on the other hand, may suit businesses seeking more specialized features, particularly in email marketing and social media management.

Regardless of your preferred marketing software, automating these processes can revolutionize your business operations, enhancing team efficiency and driving growth in the competitive marketing landscape.

It's advisable to carefully evaluate both options, selecting the platform that best aligns with your marketing objectives. HubSpot, with its intuitive marketing features, might be the key to unlocking sustained success in the dynamic business and marketing realms.

HubSpot also has its own HubSpot Academy that gives detailed insights on how to work with all tools and techniques of HubSpot. Zoho also has its own academy section, however, its scope is limited to Zoho-related topics, so its usefulness depends on your specific learning needs and interest in Zoho's ecosystem.

Want to hire HubSpot Diamond partners for your CRM requirements and use HubSpot efficiently?

Contact us: your one-stop CRM solution provider.

Frequently Asked Questions

What is better HubSpot or Zoho?

When deciding between HubSpot and Zoho, consider your budget and needs. Zoho CRM is more cost-effective, making it a great choice for those watching expenses. HubSpot, though pricier, offers robust marketing tools that can justify the cost for some companies. Weigh your priorities, budget, and the features you require to make an informed decision that best suits your business goals.

What is the difference between HubSpot and Zoho?

HubSpot and Zoho are both marketing and sales software platforms. HubSpot offers advanced features, but they come at a higher cost, making it better suited for larger enterprises. Zoho, while slightly less advanced, is more budget-friendly and suitable for small to medium-sized businesses. The choice between them depends on your business size and budget. HubSpot for robust features at a higher price, and Zoho for affordability with slightly fewer features.

What is HubSpot best used for?

HubSpot is a versatile platform ideal for multiple tasks. It's great for website and landing page hosting, crafting blogs, emails, and customer interactions. Plus, it offers in-depth campaign analysis and user behavior tracking. In short, HubSpot is an all-in-one solution for managing your online presence and customer engagement.

Can I use HubSpot for free?

Yes, you can use HubSpot for free. HubSpot offers a range of free tools, including their content management system, custom domains, premium hosting, email marketing, meetings, and live chat. These free resources allow you to establish your online presence and utilize various marketing and communication tools without any cost, making it accessible for those on a budget or looking to explore HubSpot's offerings.