Business News Daily receives compensation from some of the companies listed on this page. Advertising Disclosure
BND Hamburger Icon

MENU

Close
BND Logo
Search Icon
Updated May 21, 2024

HubSpot vs. Zoho: Which CRM Software Is Best for Your Business?

We've compared HubSpot and Zoho, two of our top CRM software choices, to help you decide which is the best fit for your company.

Tom Anziano headshot
Tom Anziano, Business Ownership Insider and Senior Writer
Verified Check With BorderEditor Reviewed
Verified Check With Border
Editor Reviewed
Close
This guide was reviewed by a Business News Daily editor to ensure it provides comprehensive and accurate information to aid your buying decision.

Table of Contents

Open row
Hubspot company logo
Editor's Rating9.3/10
Zoho CRM logo
Editor's Rating9.2/10
  • HubSpot and Zoho are leading CRM platforms that can help businesses streamline operations. 
  • HubSpot is an all-in-one solution with extensive tools to help all departments work together to engage customers and boost sales.
  • Zoho offers flexible plans at reasonable prices to help teams collaborate from anywhere, convert leads and increase profits. 
  • This comparison is for business owners deciding between HubSpot and Zoho for a comprehensive CRM solution.

While every business can benefit from a customer relationship management (CRM) solution, their unique needs may make one platform more suitable than another. From email and marketing features to artificial intelligence (AI) assistance, the right tools at the right price can be a game-changer.

We’ve researched details from our HubSpot CRM Suite review and our Zoho CRM review to compare these platforms side by side. Our goal is to help you choose the best CRM software for your organization to take your business to the next level, increase productivity and grow your bottom line.

Hubspot vs. Zoho

HubSpot vs. Zoho Compared

Criteria

HubSpot

Zoho

Price and Plans

  • Free Tools: $0
  • Starter: $20 flat monthly fee 
  • Professional: $1,600 flat monthly fee
  • Enterprise: $5,000 flat monthly fee

Note the following: 

  • Prices reflect a discount for annual payments. 
  • Higher-priced monthly payments are available for Starter and Professional plans.
  • A one-time onboarding fee applies to the two highest plans. 

Stand-alone plans (per user, per month):

  • Free: $0
  • Standard: $14 
  • Professional: $23 
  • Enterprise: $40 
  • Ultimate: $52 

Bundled plans:

  • CRM Flex: Starts at $14 per month (for two users)
  • CRM Plus: Starts at $57 per user, per month

Note the following: 

  • Prices reflect a discount for annual payments.
  • Higher-priced monthly payments are available
  • Stand-alone plans offer a 15-day free trial; bundled plans have a 30-day free trial.

Contact Management

  • The platform stores data from all departments and from a database of more than 20 million businesses. 
  • Most features come standard but have limits, including marketing contacts.
  • You get basic email features with the free plan but must subscribe to paid plans for additional tools.
  • The SalesSignals tool lets you see when and how customers interact with your business.

AI

  • Most AI-related features are only included in the Enterprise plan.
  • Conversation Intelligence analyzes calls and provides searchable insights.
  • Powerful new tools include a generative AI assistant and ChatSpot.
  • AI tools are limited to the top-tier plans.
  • Zoho’s AI assistant, Zia, analyzes customer behavior to provide valuable insights and recommendations.

Ease of Use

  • Departments can use any of HubSpot’s individual hubs or more than 1,500 external integrations from a central platform.
  • Setup is easy, but advanced features might take some time to learn.
  • The platform is easy to use and customize with Canvas.
  • Motivator, Feeds and hundreds of integrations allow remote teams to collaborate seamlessly from Zoho.

Customer Support

  • Free plans get access to the online knowledge database.
  • All paid plans include email and chat support, but only premium plans include phone assistance. 
  • All paid plans receive free access to online resources, a self-service portal, onboarding assistance and live phone, email and chat support during business hours.
  • Paid service options increase support hours and response times and cost 20 to 25 percent of your monthly fee.

Who Do We Recommend HubSpot For?

HubSpot’s CRM Suite is our choice for businesses that need a unified platform with potent tools that help all departments work together to promote customer engagement. The comprehensive features from HubSpot’s marketing, sales, operation and content management system hubs will benefit big companies with complex structures that can afford the high price tag. However, we think the free plan with essential CRM tools is ideal for small businesses with limited budgets. 

We love that HubSpot incorporates state-of-the-art AI and extensive external integrations to help teams communicate better with contacts and increase sales. But we think the contact limits and price gap between basic and premium plans means that midsize businesses might not get the features they need at an affordable price.

Hubspot past converastions

HubSpot lets you see past conversations, track email opens, assign tasks and follow up with contacts from a central location. Source: HubSpot

HubSpot is a CRM leader because of the following features:

  • HubSpot boasts powerful customer engagement tools across all plans.
  • The platform offers specialized features from every HubSpot product, along with 1,500 external integrations.
  • HubSpot’s robust premium features include generative AI.

Who Do We Recommend Zoho For?

Zoho is a solid CRM solution for small and midsize businesses seeking cost-effective tools for engaging remote employees. The platform is easy to use on desktops or mobile devices. We love that Zoho’s flexible plans, communication integrations and gamification will help boost employees’ performance and improve sales

We found Zoho to be especially well-suited to midsize businesses that need cost-effective advanced tools for streamlining sales and marketing tasks. Zoho’s premium plans offer features that help your team work more efficiently ― like Zia, the AI assistant ― at an excellent value for the money.

Zoho SalesSignals

Zoho’s SaleSignals tool alerts you whenever a lead interacts with your company. You can follow up across multiple channels with the click of a button. Source: Zoho

We recommend Zoho because of the following top-notch features:

  • Zoho provides instant alerts whenever a contact interacts with your business.
  • Zoho offers premium features like Zia AI at affordable prices.
  • Zoho’s gamification features will increase employee engagement and collaboration.
Did You Know?Did you know
Zoho's mobile CRM app has business card-scanning functionality to help your team accurately capture leads while on the go.

HubSpot vs. Zoho Comparison

Price and Plans

HubSpot

  • The free plan offers essential tools from every hub.
  • HubSpot charges a flat rate, but plans have seat and contact limits.
  • The premium plans offer stellar features that don’t come cheap.

Unlike most competitors, HubSpot charges a flat rate with various user and contact limits. This pricing model makes HubSpot a cost-effective solution for many large businesses. However, companies that need additional contacts or sales seats will see prices balloon quickly. We were disappointed with the required annual commitment, lack of free trials and onboarding fees.

We appreciate that HubSpot offers a free plan with essential CRM tools, including one deal pipeline, so all your employees can connect to the platform’s essential features. But we don’t like that premium features come with a drastic price increase. Very small businesses with limited CRM needs and large companies with deep pockets will find value in HubSpot, but the sizable gap between plans means it won’t be a good fit for many businesses. 

HubSpot’s pricing structure is as follows: 

Plan

Price 

Includes

Free Tools

$0 

Limited sales, marketing, service, CSM and operations tools, including the following: 

  • One automated email action
  • Email reply tracking
  • One shared inbox
  • Three dashboards with 10 reports per dashboard
  • 2,000 bulk emails per month
  • One deal pipeline
  • Contact management
  • Limited conversational bot
  • Five email templates 
  • Basic search engine optimization (SEO) recommendations

Starter 

  • $20 per month (annual billing, two paid users)
  • $30 per month (monthly billing, two paid users)

Additional costs:

  • $25 per month for each additional user
  • $50 per month for each 1,000 additional marketing contacts

Includes everything in Free Tools, plus: 

  • 1,000 marketing contacts 
  • 10 automated email actions
  • 10 dashboards with 10 reports per dashboard
  • 5x bulk emails
  • Email and chat customer service
  • Two deal pipelines
  • 5,000 email templates 
  • Simple automations

Professional

  • $1,600 per month (annual billing, five paid users)
  • $1,781 per month (monthly billing, five paid users)

Additional costs:

  • $100 per month for each additional user
  • $250 per month for each 5,000 additional marketing contacts
  • One-time onboarding fee of $4,500

Includes everything in the Starter plan, plus:

  • Unlimited email automations
  • 25 dashboards with 30 reports per dashboard
  • 100 shared inboxes
  • 10x bulk emails
  • Phone support 
  • 15 deal pipelines
  • Advanced SEO analytics and recommendations
  • Advanced conversation bots 
  • 300 sales workflow automations

Enterprise 

$5,000 per month (annual billing, 10 paid users)

Additional costs: 

  • $120 per month for each additional user
  • $100 per month for each 10,000 additional marketing contacts
  • One-time onboarding fee of $12,000

Includes everything in the Professional plan, plus:

  • 50 dashboards with 30 reports per dashboard
  • 200 shared inboxes
  • 20x bulk emails
  • Behavioral event triggers
  • Predictive lead scoring
  • 100 deal pipelines
  • 1,000 sales workflow automations 
  • AI call analytics

Zoho

  • You can choose between five standard plans or bundled options.
  • Zoho offers a free plan and paid plans include a free trial. 
  • With no contracts or commitments, you can affordably scale with Zoho. 

We love that Zoho offers flexibility and affordability with two ways to subscribe. You can choose one of Zoho’s five CRM plans or opt for a bundle that includes the standard CRM platform plus your choice of Zoho’s eight additional products, including social media marketing and project management offerings. 

We’re also impressed that Zoho has a free plan with basic tools and lead management functionality. However, we were disappointed that the platform’s most powerful features, such as advanced CRM analytics, require a premium plan. You can try paid plans for 14 days and bundles for 30 days. Price differences between tiers are reasonable and no contracts or commitments are required, so you can scale easily as your business evolves.

Plan

Price

Includes

Free

$0 (three users)

  • Essential lead, contact and deal tools
  • Standard reports
  • 10 email templates
  • One sales pipeline
  • 2,000 active workflow rules 
  • Limited integrations

Standard

  • $14 per user, per month (annual billing)
  • $20 per user, per month (monthly billing)
  • 15-day free trial

Includes all the Free plan’s features, plus: 

  • Sales forecasting
  • Social media integrations
  • 100 custom reports
  • 10 custom dashboards
  • 250 mass emails per day
  • 100 email templates
  • Five sales pipelines 
  • One Canvas page view
  • Additional automation tools
  • 10 email addresses 
  • More integrations, including Google

Professional

  • $23 per user, per month (annual billing)
  • $35 per user, per month (monthly billing)
  • 15-day free trial

Includes all the Standard plan’s features, plus:

  • SalesSignals tool
  • Motivator tool
  • Unlimited custom reports and dashboards
  • 500 mass emails per day
  • 10 sales pipelines
  • Unlimited email templates
  • Inventory management
  • Customer support tools
  • Three Canvas views
  • Basic process management
  • Webhooks

Enterprise

  • $40 per user, per month (annual billing)
  • $50 per user, per month (monthly billing)
  • 15-day free trial

Includes all Professional features, plus:

  • Zia AI
  • Territory forecasts
  • Advanced analytics
  • 1,000 mass emails per day
  • Five Canvas views
  • Advanced process management
  • More automation functions
  • Advanced integrations
  • Sandbox 
  • Translations

Ultimate

  • $52 per user, per month (annual billing)
  • $65 per user, per month (monthly billing)
  • 15-day free trial
  • Includes everything in Enterprise, plus:
  • 2,000 mass emails per day
  • Additional Zia predictions and recommendations 
  • Additional customizations

CRM Flex Bundle

  • Starts at $14 per month for two users (annual billing)
  • 30-day free trial

Choose from Zoho’s eight sales, marketing and service apps to create a custom solution.

CRM Plus Bundle

  • $57 per user, per month (annual billing)
  • $69 per user, per month (monthly billing)
  • 30-day free trial

You’ll receive full access to Zoho’s apps in the following categories: 

  • Sales
  • Customer service
  • Email marketing
  • Business intelligence and analytics
  • Social media marketing
  • Website visitor tracking
  • Project management 
  • Customer survey management 

Winner: Zoho

Zoho offers the best value for most small and midsize businesses. Its flexible plan options give you the features you need at an affordable price. HubSpot is a powerful platform with robust features, but we think its high price makes it a better choice for larger businesses. However, businesses on a tight budget will find both vendors’ free plans with essential CRM features quite helpful. 

FYIDid you know
Getting the most out of your CRM goes beyond choosing a plan with the best features. You must understand which CRM metrics to track to optimize your sales and marketing efforts.

Contact Management

HubSpot

HubSpot stands out for its robust contact management features, many of which come with its free plan:

  • Painless contact importation: Importing contact information into the centralized platform is painless, including from HubSpot’s database of 20 million businesses. 
  • Centralized platform: You can see communication and interaction history, complete sales tasks and reach out over various channels from one place. 
  • Communication and marketing features: All users get powerful communication and marketing features, including a shared inbox, email templates, automations, lead segmentation, email reply tracking, insights into website interactions and chatbots with conversation routing. Paid plans include lead routing, in-app calling, WhatsApp integration, omnichannel automations and social media business tools.

While we appreciate that most contact management features come standard, many are limited in the lower-tier plans. We were disappointed that contacts are limited across all plans, as paying for more could cause costs to add up quickly. 

Zoho

Zoho has helpful contact management features across its plan levels:

  • Centralized platform: Zoho’s platform displays complete contact information and lets you reach out across multiple channels. You can see a customer’s communication history and where other team members left off, so you know where to pick up the conversation to close the deal.  
  • Essential contact management features: We appreciate that the Free plan includes essential features, like email templates and basic marketing campaign tools. The Standard plan gives you additional features for a bargain, like mass emails, tracking and insights. Plus, integrations with communication solutions allow you to reach your customers directly from Zoho via phone, WhatsApp or social media.
  • Advanced contact management features: Zoho’s best contact management features are in the top plans, but we think they’re worth the reasonable upgrade price. SalesSignals sends notifications whenever a lead interacts with your business, from opening emails to commenting on social media. And we especially like the platform’s Zia AI-powered automations and recommendations on how best to connect with leads.

Winner: HubSpot

HubSpot edges out Zoho in this category because it’s built around contacts and most features to improve customer communication are free. While we appreciate Zoho’s competent tools and affordable plans, most businesses on a budget will find the same functionality with HubSpot for free. However, businesses with extensive contact lists that don’t want to break the bank paying to increase limits might find better value in Zoho.

AI

HubSpot

HubSpot’s AI-powered tools greatly enhance the platform’s capabilities:

  • Conversation Intelligence: Conversation Intelligence, exclusively available to Enterprise users, records calls so you can get deeper insights, track key terms, monitor employee performance patterns, make notes and share transcript snippets.  
  • AI assistant: HubSpot’s AI assistant generates content to help your sales, marketing and service teams work more cohesively and better manage customer relationships. It can create SEO-optimized blogs and websites, draft emails and chat with customers on your website. We especially love that you can adjust content to reflect the right tone. The assistant also runs custom reports based on simple questions, forecasts sales, gives ideas and makes recommendations. 
  • ChatSpot: ChatSpot, the conversational AI add-on, makes AI-powered assistance and recommendations even easier. 

Hubspot conversation intelligence

HubSpot’s Conversation Intelligence tool gathers data from customer calls and lets managers give employees feedback directly in the transcript. Source: HubSpot

Zoho

Zoho’s AI offerings revolve around its AI-powered assistant, Zia, which can help your team work smarter and sell better. Zia can do the following: 

  • Study customer communications: Zia records and studies every customer communication, providing insights like sentiment analysis and tips on products to sell and the best time to get in touch.
  • Recommend workflow automations: Zia saves time by recommending workflow automations and filling in customer details from the internet. 
  • Create reports and offer predictions: Zia also provides AI-generated custom reports and sales predictions. We especially like that you can chat with Zia and get help editing emails. 

We were disappointed that Zia’s features aren’t available outside of the Enterprise or Ultimate plans. However, considering their relatively low cost, you can get potent AI assistance for a bargain. 

Winner: Tie 

Both HubSpot and Zoho offer powerful AI tools with many of the same features. HubSpot wins in overall functionality thanks to its AI’s generative capabilities that create customized content in the tone of your choice. Still, when it comes to affordability, Zoho beats HubSpot; its premium AI features are available for a much lower price than HubSpot’s premium plans. 

Ease of Use

HubSpot

  • Comprehensive platform: We found that HubSpot’s comprehensive, all-in-one platform makes it easy for all departments to work together from one place. We especially like that you can integrate with more than 1,500 external business solutions, so everyone can keep using the tools they love from the HubSpot interface. 
  • Intuitive and easy to use: We were impressed that HubSpot is intuitive and relatively easy to use. Free and Starter plan users will get up and running in no time. However, it may take some time to get the hang of HubSpot’s advanced features in premium plans. 
  • Online resources: We were pleased to see that plenty of online learning resources are available to help users with more complex functions.

Zoho

  • Easily customizable platform: Zoho offers a straightforward, customizable platform that is painless to use. We especially like the Canvas tool, which lets you customize the appearance of your CRM dashboards, prioritizing crucial functions. 
  • Onboarding assistance: Most businesses won’t find setup challenging. However, every plan includes onboarding assistance and access to online training courses and articles.  
  • Remote collaboration tools: We found Zoho especially helpful for remote workforces. The platform is stacked with features to help teams collaborate from anywhere. For example, Motivator uses gamification to turn every task into a potential reward. By stimulating friendly competition, Zoho increases employee engagement and drives sales. And the Feeds feature keeps everyone updated with a deal activity timeline and direct messaging. 
  • Integrations: Hundreds of integrations, such as video conferencing solutions, give your teams even more ways to connect.
TipTip
Help your in-office and remote teams work together more effectively by integrating the right collaboration tools.

Zoho motivator tool

Zoho’s Motivator tool engages employees by turning any task into a friendly competition with visual dashboards and performance reports. Source: Zoho

Winner: Tie 

When it comes to usability, you can’t go wrong with either platform. Zoho is our choice for businesses looking to foster collaboration and increase productivity with remote workers. While HubSpot’s premium plans have a learning curve, the intuitive interface and extensive CRM integrations make it worthwhile. 

Customer Support

HubSpot

HubSpot offers different levels of customer service based on your plan:

  • Free plan support: Free support is limited to an online knowledge base, HubSpot Academy courses and a community forum. 
  • Starter plan support: The Starter plan includes email and in-app chat support. 
  • Premium plan support: The two premium plans get phone assistance. 

Subscribers can also pay to receive onboarding assistance and additional training. 

Did You Know?Did you know
HubSpot eases your CRM implementation with a five-day implementation calendar that helps businesses manage the entire process.

Zoho

Zoho offers three levels of customer service. We like that each plan offers excellent online resources, such as articles, tutorials, webinars, courses and a community forum. Plus, all Zoho users get live email, chat or phone support. There’s also a portal for support-request callbacks. 

Here’s how the plans differ:

  • Classic: This free plan is available for any user with an active Zoho subscription and provides live support eight hours a day, five days a week. You also get three 30-minute one-on-one onboarding sessions weekly and callbacks within eight hours.
  • Premium: Premium support costs 20 percent of your subscription fee. You’ll receive 24/7 live support on weekdays, extensive onboarding assistance and callbacks within three hours.
  • Enterprise: This support level costs 25 percent of your subscription fee. Note that there’s a 25-seat minimum. You’ll receive live support anytime, a dedicated technical account manager and callbacks within an hour.

Winner: Zoho

Zoho wins for customer service, as even its free plan includes live phone support and onboarding assistance. To get the same level of service with HubSpot, you must sign up for its most expensive plans.

Bottom LineBottom line
HubSpot and Zoho offer essential CRM software features in their free plans. HubSpot stands out for its customer communication tools and extensive premium features. Zoho shines because of its flexible plans and team collaboration tools.

HubSpot vs. Zoho Recap

Choose HubSpot if:

  • You want powerful tools and extensive integrations for all your departments. 
  • You need first-rate features to better communicate with customers. 
  • You’re looking for enterprise-level premium features like AI-generated content.

Choose Zoho if:

  • You want flexibility in choosing a CRM product that fits your business.
  • You need advanced features and great customer support for reasonable prices.
  • You’re looking for tools to engage remote employees and foster collaboration. 

FAQs

Yes. HubSpot offers a free CRM plan that includes basic features from all of its hubs.
HubSpot is a comprehensive CRM designed to serve all your departments equally.
Zoho serves more than 100 million users in organizations, including Ikea, Toyota, McAfee, Stanford University, Marriott and Shiji.
HubSpot CRM has comprehensive, advanced tools for large businesses with multiple departments. Zoho CRM offers flexible, affordable plans for midsize businesses.
Tom Anziano headshot
Tom Anziano, Business Ownership Insider and Senior Writer
Thomas Anziano is an advertising and marketing professional who has worked in the U.S. and Germany. He has also taught Business Writing in English to university students in Madrid, Spain. He holds a degree in Marketing and Spanish.
Hubspot company logo
Editor's Rating9.3/10
Zoho CRM logo
Editor's Rating9.2/10
Back to top
Desktop background imageMobile background image
In partnership with BDCBND presents the b. newsletter:

Building Better Businesses

Insights on business strategy and culture, right to your inbox.
Part of the business.com network.