HubSpot vs Zoho CRM: Choose the Best CRM Option for You

Read our breakdown of HubSpot vs Zoho CRM to find out if either will be a good fit for your sales and/or inbound marketing strategy.

HubSpot CRM and Zoho CRM are both general CRMs that excel at helping businesses generate inbound leads. HubSpot’s robust free CRM stands out for its email marketing tools and live chat widgets. Meanwhile, Zoho’s affordable premium CRM tiers feature tight integration with Facebook, Twitter, and Instagram. Taking a closer look at the functionality and pricing of HubSpot vs Zoho CRM will help you discover if either one is the right fit for your sales and marketing goals.

Here are the situations when you want to use either HubSpot CRM or Zoho CRM:

  • HubSpot CRM: Best for businesses seeking a free CRM to help generate inbound leads via email and website visits (free to $1,200 per month for 2 to 10 users)
  • Zoho CRM: Best for businesses wanting an affordable premium CRM with an emphasis on finding and nurturing leads through social media (free to $52 per user, per month)

HubSpot CRM and Zoho CRM are both excellent lead generation CRMs; however, they might not be the right fit for your team or business. It could help to expand your search for a new CRM by checking out our articles on the best overall CRMs and the best industry-specific CRM solutions. Otherwise, continue below for our full breakdown of HubSpot CRM vs Zoho CRM.

HubSpot vs Zoho CRM at a Glance

hubspot logozoho crm logo
Price Range (Annual)Free to $1,200 per month (2 to 10 users)Free to $52 per user, per month
Core FeaturesEmail tracking, live chat widgetsSocial media dashboard, activity tracking
Ease of UseEasy to set up with an intuitive interfaceSetup takes more time, UI is somewhat clunky
ReportingSuitable for basic reportingOffers custom reporting across all plans
Sales AutomationUser friendly workflow tool, tied to pipeline activityCode-free workflow tool, wider range of functions
Mobile AppBusiness card scanner and integration with outside appsOffline updates and AI-powered assistant
App IntegrationsOver 1,000 apps, 45 of which are free via HubSpot App Marketplace1,000+ apps, many of which are free via Zoho Marketplace
Customer ServiceSupport is highly-regarded and available 24/7Inconsistent support that’s available during business hours
Visit HubSpot CRMVisit Zoho CRM

How We Evaluated HubSpot vs Zoho CRM

HubSpot CRM and Zoho CRM share a lot of marketing and sales functionality, but they diverge in numerous ways, as well. Our complete breakdown of these two platforms is based on the five key criteria many organizations emphasize most when choosing a CRM – costs, features, ease of use, app integrations and customization, and user support.

Evaluation Criteria

First, we split our scoring criteria into five weighted categories, each of which contained key subcriteria. We then assigned each CRM a score for the subcriteria and totaled the category scores, which determined an overall winner for that category.

Ease of Use:
App Integrations & Customization:
User Support:

We also split three core CRM features into their own categories below: reporting, sales automation, and mobile app (Zoho CRM won in all three categories). Since organizations want to invest in CRM software that will make their work easier to manage, we elected to emphasize the three core CRM features that contribute to that objective the most.

Best for Pricing: Zoho CRM

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Free-for-Life OptionYes, with unlimited usersYes, 3-user maximum
Free TrialNo15-30 days
Starting Price (Annual)$18 per month for 2 users$14 per user, per month
Enterprise Price (Annual)$1,200 per month for 10 users, then $120 per user, per month$52 per user, per month
Add-OnsFrom $25 per monthFrom $2 per month
Monthly BillingYes (except Enterprise)Yes (all plans)
Visit HubSpot CRMVisit Zoho CRM

Winner: Zoho CRM’s paid plans are more economical upfront with a 15- or 30-day trial for its premium features.

HubSpot CRM’s free-for-life platform supports unlimited users, which makes it a solid option for budget-conscious businesses seeking a scalable CRM with a robust set of contact management and lead generation features. Teams that are ready to upgrade to any of HubSpot CRM’s three paid Sales Hub plans can do so from within the free CRM. However, paying for HubSpot CRM is a less cost-efficient option compared to Zoho CRM’s lower per-user costs.

HubSpot CRM pricing - HubSpot vs Zoho

Zoho CRM has four tiers: Standard, Professional, Enterprise, and Ultimate. There’s also a free-for-life platform, but it’s a barebones version of the software and only supports three users. Thus, it’s better to purchase a Zoho CRM plan, which is quite affordable from just $14 per user, per month. Each paid tier at minimum includes workflows, scoring rules, and custom pipelines. Plus, users can test drive any Zoho CRM plan with a free 15-day trial (30 days with Ultimate).

Zoho CRM pricing & features - HubSpot vs Zoho

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Best for Core Features: Zoho CRM

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Contact Management1MM contacts, email trackingActivity tracking, tight social media integration
Lead ManagementLead timeline and history, automated email sendsOmnichannel communication, lead scoring rules
Pipeline ManagementDeals sent to pipeline from contacts, auto data entryHighly-customizable pipelines, advanced filters
Advanced FeaturesConversation intelligence, custom sales forecastingAI-powered forecasting, workflows, and analytics
Visit HubSpot CRMVisit Zoho CRM

Winner: Zoho CRM is a more versatile (and less expensive) option. Though the emphasis is on social media, Zoho CRM is quite capable when it comes to omnichannel lead nurturing.

HubSpot CRM has the edge when it comes to its depth of free tools; it particularly shines with its inbound lead generation via email marketing and website visits. All tiers include email tracking, live chat widgets, and one million contacts. HubSpot CRM’s premium tiers add advanced tools like custom forecasting and AI. There’s also the HubSpot CRM Suite, which combines features from Marketing Hub, Service Hub, and other HubSpot products.

HubSpot CRM contact management - HubSpot vs Zoho

Zoho CRM, meanwhile, has a deeper set of inbound tools across its paid plans at a lower cost than HubSpot CRM’s premium tiers. The social dashboard allows sales and marketing reps to connect with clients and track any brand mentions across Facebook, Instagram, and Twitter. That’s in addition to omnichannel engagement via email, live chat, and web-to-lead forms. Zoho CRM’s enterprise-level tier adds Zia AI to assist with forecasting, analytics, and workflows.

Zoho CRM contact management (social profile) - HubSpot vs Zoho

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Best for Ease of Use: HubSpot CRM

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Ease of SetupRelatively easyDepends on level of customization
Learning CurveMinimalDepends on level of customization
Common Positive ReviewsIntuitive UI, excellent supportVersatile features, affordable
Common Negative ReviewsReports are too basic, customization is lackingPoor customer support, clunky interface
Visit HubSpot CRMVisit Zoho CRM

Winner: HubSpot CRM is one of the most accessible CRMs out there because of its straightforward interface and fantastic user support.

HubSpot CRM has a reputation for being a user-friendly CRM with an intuitive interface, a vast self-service knowledge base, and an excellent customer service staff. Implementation is fairly easy and likely won’t require much (if any) outside help. According to user reviews, a couple areas where HubSpot CRM could stand to be more substantial are reporting and customization.

HubSpot CRM web form creation - HubSpot vs Zoho

Zoho CRM is a versatile platform that can be modified to fit a variety of niches. However, this versatility could make implementation more time consuming due to the software’s high level of customization. Once Zoho CRM is set up it’s quite easy to learn, although users lament its cumbersome interface and the inconsistent quality of Zoho’s customer support.

Zoho CRM Social Tab - HubSpot vs Zoho

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Best for Reporting: Zoho CRM

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Basic Report TemplatesAll plansAll plans
Custom ReportingProfessional and EnterpriseAll paid plans
Advanced ReportingProfessional and EnterpriseEnterprise and Unlimited
Reporting DashboardUp to 30 reports per dashboardUp to 20 reports per dashboard
Visit HubSpot CRMVisit Zoho CRM

Winner: Zoho CRM gets the win here for broader access to custom reports as well as its Zoho Analytics plugin.

HubSpot CRM comes with a variety of pre-made report templates that users can filter and customize – but those components aren’t useful for anything beyond basic reporting. A custom report builder is available for more in-depth insights, although it’s only included with HubSpot CRM’s two priciest tiers. Generally speaking, HubSpot CRM will leave data-driven businesses wanting as even its custom reports are limited in the amount of variables offered.

HubSpot CRM dashboard - HubSpot vs Zoho

Zoho CRM includes unlimited custom reports with most of its paid plans; its Standard plan caps it at 100 reports. In terms of CRM reporting depth, Zoho CRM and HubSpot CRM both run shallow; however, the Zoho Analytics plugin imbues advanced features such as Zia AI insights, over 250 data connectors, and daily-to-hourly data refreshes. Zoho Analytics runs between $24 and $455 per month, so it can easily add up, but a free version is available.

Zoho CRM dashboard - HubSpot vs Zoho

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Best for Sales Automation: Zoho CRM

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Workflow Editor InterfaceVisual point-and-clickVisual drag-and-drop
Workflow TypesContacts, companies, deals, quotes, conversationsEmail notifications, tasks, field updates, deals, calls
Workflow Rule LimitsFree: N/A
Starter: Varies by deal stage 
Professional: Up to 300 rules
Enterprise: Up to 1,000 rules
Daily limits vary by plan and function
Workflow Templates
Workflows From Scratch
Visit HubSpot CRMVisit Zoho CRM

Winner: Zoho CRM comes with a broader set of automation tools, so it has the edge here.

HubSpot CRM allows users to automate tasks like email follow-ups and data entry from scratch or with a guided template. HubSpot’s free CRM lacks sales automation, but its Sales Hub plans can support as many as 1,000 workflow rules. Though it’s not the strongest in this area – automation is largely tied to the sales pipeline – HubSpot CRM’s approach will be less intimidating for most.

HubSpot CRM workflow - HubSpot vs Zoho

Zoho CRM comes with more varied workflow tools that allow users to build a wide variety of sales automation processes and create form builders without any coding required. Workflow rules are standard with every plan, even Zoho’s free CRM. Enterprise-level tiers include AI workflow suggestions and usage reports. Businesses can add the Zoho Flow plugin from $10 per month for advanced code-based workflows and tighter third-party app integration.

Zoho CRM workflow - HubSpot vs Zoho

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Best Mobile App: Zoho CRM

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Mobile App CostFreeFree
Mobile App PlatformsiOS and AndroidiOS and Android
Mobile Sync With CRM
Offline ModeContacts, notes, dealsAdd and modify records; data syncs once connected
Standout FeaturesIntegration with other mobile apps, business card scannerMap of nearby prospects,
 Zia AI assistant
Visit HubSpot CRMVisit Zoho CRM

Winner: Zoho CRM offers a stronger mobile CRM experience with a rich set of core features plus offline data updates that’ll sync with the parent software.

HubSpot CRM’s mobile app includes several of the tools found in the full version of the software but adds a few app-exclusive functions that’ll come in handy for field reps. For instance, the HubSpot Keyboard integrates with compatible third-party messaging and scheduling apps to insert applicable HubSpot CRM data for easier contact and lead management. There’s also a business card scanner that automatically saves and syncs new contact details to the CRM.

HubSpot CRM mobile app - HubSpot vs Zoho

Zoho CRM boasts an intuitive UI plus most of the tools one would expect in a mobile CRM. Notable features include Zia AI assistant, team activity feeds, and a map that identifies nearby prospects. Zoho’s mobile CRM doesn’t have a built-in card scanner (although one can be downloaded separately). However, Zoho CRM does a better job than HubSpot CRM in allowing users to add and update data offline that’ll automatically sync once there’s a connection.

Zoho CRM mobile app - HubSpot vs Zoho

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Best for App Integrations: Zoho CRM

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App MarketplaceHubSpot App MarketplaceZoho Marketplace
Number of Total AppsOver 1,000Over 1,000
Notable IntegrationsSlack, Calendly, PandaDocZoom, Mailchimp, Trello
Visit HubSpot CRMVisit Zoho CRM

Winner: Although HubSpot CRM and Zoho CRM almost have the same amount of integrations, Zoho CRM gets the victory since many of these apps are free.

Zoho Marketplace currently has more than 1,000 native app integrations that work with all paid Zoho CRM plans. Notable apps include Zoom, Mailchimp, Trello, Quickbooks, and Google Drive. There’s also Zoho’s wide range of products, which can add new functionality to Zoho CRM or enhance existing ones. While Zoho’s app plugins might cost extra, you can take advantage of over 400 apps available for free.

Zoho Marketplace - HubSpot vs Zoho

HubSpot's App Marketplace also features over 1,000 native app integrations, but only 45 of them are free. Notable integrations include Slack, Calendly, PandaDoc, Gmail, and Facebook Messenger. Most apps work with every HubSpot CRM plan, including its free-for-life platform.

HubSpot CRM app integrations - HubSpot vs Zoho

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Best for User Support: HubSpot CRM

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Standard Business Hours24/78/5
Support ChannelsLive chat, phone, emailLive chat, phone, email
Knowledge Base
Community Forums
Certification ProgramsHubSpot AcademyZoho Spark
Visit HubSpot CRMVisit Zoho CRM

Winner: HubSpot CRM takes this category since it offers 24/7 assistance with all paid plans, a vast (and organized) self-help portal, and top notch service from its support reps.

HubSpot CRM offers 24/7 access to live chat, phone, and email support as standard with all of its paid Sales Hub plans. (Phone support is unavailable with the Starter plan.) Meanwhile, users of HubSpot’s free CRM are limited to HubSpot’s user community and self-service portal for help at any time. While this may seem like a major disadvantage, HubSpot’s knowledge base and forums are well-organized and always updating.

HubSpot Help Center - HubSpot vs Zoho

Zoho CRM offers paid users live chat, phone, and email support during local business hours, five days a week. Premium and Enterprise support plans can be purchased separately and cost a portion of the annual Zoho CRM subscription fee. These plans include 24/7 support, quicker response times, and onboarding assistance. Zoho CRM also has a self-service portal with troubleshooting articles and community forums, but it’s confusing to navigate.

Zoho Cares - HubSpot vs Zoho

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Who Shouldn’t Use HubSpot or Zoho CRM?

HubSpot CRM and Zoho CRM are two of the best marketing-forward CRMs, but that doesn’t mean they’re a great fit for every organization. Thus, it’s important to consider the reasons why you may not want to choose HubSpot CRM or Zoho CRM for your business. Remember that the best CRM is the one that aligns with your sales and marketing goals – and there’s a chance that neither HubSpot CRM nor Zoho CRM will do that for you.

Who Shouldn’t Use HubSpot CRM

The following business types may want to avoid HubSpot CRM:

  • Niche Industries: Adding functionality via native integrations is simple with HubSpot CRM, but the software itself isn’t customizable enough for niche businesses.
  • Growing Businesses on a Budget: Scaling up from HubSpot’s free CRM to any premium Sales Hub plan is simple, but upgrades and add-ons are very expensive.
  • Companies That Rely Heavily on Reports: One of HubSpot CRM’s blind spots is a lack of in-depth custom reporting tools, which may hinder results-driven businesses.

Those who identify with any of the above shouldn't simply choose Zoho CRM instead. First, read through our complete breakdown of HubSpot in our independent HubSpot CRM review. Then, take a look at who specifically should avoid using Zoho CRM.

Who Shouldn’t Use Zoho CRM

The businesses and reps below should be keen to pass on Zoho CRM:

  • Teams Needing Ample User Support: Zoho CRM doesn’t offer live support outside of standard business hours. Plus, the quality of support is hit-or-miss. 
  • Small Businesses Wanting a Free CRM: The free version of Zoho CRM is limited in seats and functionality; its paid plans are affordable enough to justify a subscription.
  • Organizations Seeking a Ready-to-Use CRM: Between myriad customizable elements and a suite of add-on products, Zoho CRM takes a lot of time to set up.

If you identify with any of the use cases above, don’t hastily dismiss Zoho CRM. We recommend exploring our in-depth Zoho CRM review to gain a thorough understanding of its capabilities.

3 Best Alternatives to HubSpot & Zoho CRM

HubSpot CRM and Zoho CRM are two capable CRMs, but there’s not much either can do if they don’t mesh with your sales and marketing goals. Whether you’re seeking better reporting features or a more AI-driven approach, there are other solutions available. We find the following three CRMs to be the best alternatives to HubSpot CRM and Zoho CRM:




Pipedrive is an affordable sales-first CRM with visual drag-and drop pipelines to help your team track and follow the sales process. With a starting fee of $14.90 per month, view and customize your deal stages using unlimited kanban-style pipelines and filter results according to assigned team members. Although Pipedrive offers robust add-ons for customization, purchasing them on top of premium plans can be costly. If you need a more affordable option, try Freshsales.

Pipedrive - HubSpot vs Zoho

Freshsales, rated as our best overall CRM, is a cloud-based software famous for its AI-powered automations offered in low-cost plans. Generate and nurture your leads using its smart contact scoring and built-in chat, email, and telephony offered free for up to three users in its Growth plan. While Freshsales is a great sales automation engine, you need to upgrade for marketing features. Check out Salesforce, which includes campaign management for marketing teams.

Freshsales - HubSpot vs Zoho

Salesforce Sales Cloud is a highly-customizable CRM with robust analytics and automation features. Starting at $25 per month, you can use its workflow automations from basic data entry to email campaigns. Then, access real-time insights with your team and present them in custom reports and dashboards. However, Salesforce might be too pricey for smaller teams, in which case we recommend Freshsales for its AI-powered sales tools offered at a lower cost.

Salesforce - HubSpot vs Zoho

Check out our lists of the best HubSpot CRM alternatives and the best Zoho CRM alternatives to find a CRM that will potentially be the best fit for your needs. In each article, you'll learn about the CRM options' features, pricing, and use cases so you can choose one for your business.

Bottom Line: HubSpot vs Zoho CRM

Zoho CRM is an affordable, versatile CRM that’ll suit social media-forward businesses. Meanwhile, HubSpot CRM shines with its array of free inbound tools – particularly for email marketing and lead generation via site visits. Carefully evaluate your company’s goals, pain points, and budget before deciding whether either of these industry leaders is right for you.

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