Check out the latest in our CRM contender series where we compare two options – HubSpot’s Sales Hub and Salesforce’s Sales Cloud – and explore ways to help you determine which CRM is the best option for your business.
2. Housekeeping
• 60-minute presentation with Q&A
• 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
Some key items before we get started
5. Agend
a
01 The State of CRM
02 Key Areas to Consider
03 HubSpot vs. Salesforce
04 Audience Q&A
6. 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.
The CRM
Market
7. The Value of
CRM
1.Huge ROI
2.Reduce churn
3.Improved productivity
4.Smarter Selling
5.Enhanced customer experience
6.More accessibility to data
8. Key Areas to Evaluate Right
Fit
Current state
Budget/Cost
Objectives
Integrations
Relationship & workflow management
Reporting capabilities
Deployment
Industry-specific requirements
Ease of use
Flexibility & ability to scale
Upgrades & enhancements
Automation & AI capabilities
10. The Platform
The HubSpot Platform The Salesforce Platform
Marketing
Hub
Sales
Hub
Operations
Hub
Service
Hub
CMS
Hub
Marketing
Cloud
Sales
Cloud
Service
Cloud
Platform Evolution: Organic vs. Acquisition
Commerce
Cloud
Data
Cloud
11. Features Overview
Overview
Deployment • Cloud • Cloud
• Private Cloud
Minimum Licenses • 2 paid users • No minimum*
Email Integration • Gmail
• Outlook
• Gmail
• Outlook
Reporting • Sales/sales content analytics
• Standard reporting and dashboards
• Up to 500 custom reports
• Sales Analytics/Tableau
• Revenue Intelligence
UX and System Management • Business/Power user
• Consistent UI across platform
• Power user
• Separate Admin UI
Scalability for growth • High • High
19. Total Cost of Ownership
(TCO)
HubSpot Sales Hub Enterprise Salesforce Sales Cloud Enterprise
Base license $150/user/month $165/user/month
# of seats 10 10
Onboarding $ $$
Service & Support Phone, Chat & Email support included 30% of net license fee
Migration $
add-on
$
add-on
Customization/Configuration $
Easy to customize and configure in-house
$$
Often requires partner or developer support
Developer Support $ $$
Integrations $
App MarketPlace
$
Salesforce AppExchange
Maintenance/Admin $
Platform is based on one code base
$$
20 work hours to configure, regular ongoing updates
Sandbox Included $$
Partial vs. full options
Time to value (on avg.) 90 days 115 days
20. Right Fit/Wrong Fit
Right Fit Wrong Fit
Up to 2k employees Large enterprise orgs
Moving off a home-grown system or
a down market point solution such as
Pipedrive, Copper, Monday.com
HIPAA compliance and other types of
regulated data
Moderate complexity sales process
and data model: email, phone,
meetings, etc.
Complex org and data needs such as
high volume outbound and complex
object relationships
Teams looking for a one platform for
sales, marketing, service delivery,
and data management
Insurance, healthcare, or financial
industries
Have a small budget Need an on-premise solution
Right Fit Wrong Fit
100+ employees Dataverse
Complex, multi-relation Small team with no power users
Require private hosting Transactional sales
B2B with long sales cycle Need an on-premise solution
Mature sales org with established
processes
Have a small budget
HIPPA compliance needs
Looking for a highly customizable
solution
22. Special Offer
1. Review your current tech and processes
2. Identify opportunities to leverage automation and
data for optimization and scale
3. Document actionable next steps
CRM Optimization Audit
Or email us at
marketing@brainsell.com
with your availability.
Chris intro himself – mention used to work at Salesforce
Garrett intro himself
Sarah to review agenda, launch 2 poll questions (Which CRM are you using today & How would you describe your relationship with your CRM) and then transition to Garrett
Garrett
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)
But with so many options, it can be hard to determine which platform is right for your business. And going with the popular or most well-known option isn’t always best – doesn’t ensure your objectives will be met.
Think about this -- There are more than 600 CRM systems listed on G2 crowd but only 19% are rated above 3 stars.
Garrett
Huge ROI – According to Nucleus Research, every $1 spent on CRM implementation returns as much as $8.71 in sales revenue.
Lower churn – CRM software can improve customer retention by as much as 27%.
Improved productivity – Salesforce reports CRM applications can increase sales productivity by 34%
Smarter Selling – Using CRM can increase sales conversion rates by up to 300%. (Cloudswave)
A better customer experience – 75% of consumers say they spent more money with a company because of a positive customer experience.
More accessibility to data – Because CRM software greatly improves data accessibility, sales reps at companies using a CRM are able to shorten their sales cycles by 8 to 14%. (Nucleus Research)
Chris
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. Mention our blueprinting offer here to help navigate this.
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 – time aware?
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
Automation & AI capabilitities
Chris to transition
Chris and Garrett
Lead with the platform conversation. HubSpot evolved platform through in-house development of new hubs. Salesforce expanded the platform through acquisitions
Crafted vs. cobbled
HubSpot started as a Marketing Automation company vs. Salesforce started as a CRM company
Highlight Operations Hub v. Salesforce Data Cloud
Chris and Garrett
This is a very simplistic comparison, and we’ll take a deeper dive into some key feature areas in the following slides.
Chris and Garrett
Chris and Garrett
Chris and Garrett
Make it easier for your mobile or remote workforce to be as productive on their mobile devices as they are on their laptops or desktops.
Chris and Garrett
Chris and Garrett
Chris and Garrett
Chris and Garrett
Chris and Garrett
Researching the difference in total cost of ownership between HubSpot and Salesforce is important because each platform has different pricing structures depending on what features you need or want.
Although both platforms are comparable in products offered, understanding each platform's pricing structure, implementation needs, management cost and your team's need and use of the tool will help inform a decision that works best for your business’s needs and budget in order to ensure that you are not overspending or underutilizing either platform unnecessarily over time.
Chris and Garrett
People & Process first then let’s talk about the tech
When HubSpot isn't right for you – enterprise, HIPPA compliance, regulated data
When Salesforce isn’t right
For Salesforce, the company’s bread and butter comes from its largest enterprise customers. And the enterprise market is completely different from the small business market.
Sarah to monitor and facilitate
SEED QUESTIONS
What is the process and effort to migrate to a new CRM system?
How much will implementation cost?
Do you ever see customers mix and match platforms? For example, on Salesforce but exploring other marketing automation solution – HubSpot
I have a CRM – how do I know if it's time to move to a new solution
Sarah to wrap it up with offer
Sarah to thank presenters, attendees and say goodbye