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CRM Contender
Series
HubSpot Sales Hub vs. Salesforce Sales Cloud: Which is Right for Your Business?
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
Meet the
Speaker
Account Executive
BrainSell
Chris
Farnum
Meet the
Speaker
Vice President of CX
BrainSell
Garrett
Hogan
Agend
a
01 The State of CRM
02 Key Areas to Consider
03 HubSpot vs. Salesforce
04 Audience Q&A
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
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
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
CRM Contenders
HubSpot Sales Hub vs. Salesforce Sales Cloud
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
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
Integration Ecosystem
1100+ OOTB Integrations & Apps 7000+ Prebuilt Apps
Email Integration
Mobile
Automation & Guided Selling
Analytics
AI Capabilities
Pricing
CRM Publisher Version Price (user/month) Annual cost/user
Sales Hub Starter $20 $240
Sales Hub Professional $100 $1,200
Sales Hub Enterprise $150 $1800
Sales Cloud Starter $25 $300
Sales Cloud Professional $80 $960
Sales Cloud Enterprise $165 $1,980
Sales Cloud Unlimited $330 $3,960
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
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
Audience Q&A
Have questions? We have answers.
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.
THANK YOU
FOR JOINING
US!
(866) 356-2654 growth@brainsell.com www.brainsell.com

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CRM Contender Series: HubSpot vs. Salesforce

  • 1. CRM Contender Series HubSpot Sales Hub vs. Salesforce Sales Cloud: Which is Right 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
  • 4. Meet the Speaker Vice President of CX BrainSell Garrett Hogan
  • 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
  • 9. CRM Contenders HubSpot Sales Hub vs. Salesforce Sales Cloud
  • 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
  • 12. Integration Ecosystem 1100+ OOTB Integrations & Apps 7000+ Prebuilt Apps
  • 18. Pricing CRM Publisher Version Price (user/month) Annual cost/user Sales Hub Starter $20 $240 Sales Hub Professional $100 $1,200 Sales Hub Enterprise $150 $1800 Sales Cloud Starter $25 $300 Sales Cloud Professional $80 $960 Sales Cloud Enterprise $165 $1,980 Sales Cloud Unlimited $330 $3,960
  • 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
  • 21. Audience Q&A Have questions? We have answers.
  • 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.
  • 23. THANK YOU FOR JOINING US! (866) 356-2654 growth@brainsell.com www.brainsell.com

Editor's Notes

  1. Sarah to intro event
  2. Sarah Housekeeping
  3. Chris intro himself – mention used to work at Salesforce
  4. Garrett intro himself
  5. 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
  6. 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. ​ ​
  7. 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)​ ​
  8. 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 ​​
  9. Chris to transition
  10. 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​ ​
  11. ​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. ​ ​
  12. Chris and Garrett
  13. Chris and Garrett
  14. 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.
  15. Chris and Garrett
  16. Chris and Garrett
  17. Chris and Garrett
  18. Chris and Garrett
  19. 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.​
  20. 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.​
  21. 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​
  22. Sarah to wrap it up with offer
  23. Sarah to thank presenters, attendees and say goodbye