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 CRMZoho CRM
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 reportingCan be enhanced via plugins
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 500 apps, available to all plansOver 200 apps, only available for paid plans
Customer ServiceSupport is highly-regarded and available 24/7Inconsistent support that’s available 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.

Pricing:
25%
Features:
25%
Ease of Use:
20%
App Integrations & Customization:
15%
User Support:
15%

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

HubSpot CRMZoho CRM
Free-for-Life OptionYes, with unlimited usersYes, 3-user maximum
Free TrialNo15 days (30 days with Ultimate)
Starting Price (Annual)$45 per month for two users, then $23 per user, per month$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 $200 per monthFrom $2 per month
Monthly BillingYes (except Enterprise)Yes (all plans)

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 & features

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

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Best for Core Features: Zoho CRM

HubSpot CRMZoho CRM
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

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

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)

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Best for Ease of Use: HubSpot CRM

HubSpot CRMZoho CRM
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

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

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

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Best for Reporting: Zoho CRM

HubSpot CRMZoho CRM
Basic Report TemplatesAll plansAll plans
Custom ReportingProfessional and EnterpriseAll paid plans
Advanced ReportingProfessional and EnterpriseWith Zoho Analytics plugin (free to $455 per month)
Reporting DashboardUp to 20 reports per dashboardUp to 20 reports per dashboard

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

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

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Best for Sales Automation: Zoho CRM

HubSpot CRMZoho CRM
Workflow Editor InterfaceVisual point-and-clickVisual point-and-click
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

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

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

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Best Mobile App: Zoho CRM

HubSpot CRMZoho CRM
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

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

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

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Best for App Integrations: HubSpot CRM

HubSpot CRMZoho CRM
App MarketplaceHubSpot App MarketplaceZoho Marketplace
Number of Total AppsOver 500Over 200
Notable IntegrationsSlack, Calendly, PandaDocZoom, Mailchimp, Trello

Winner: HubSpot CRM gets the victory since it has more than double the amount of integrations – many of which work with its free CRM.

HubSpot App Marketplace features over 500 native app integrations – and growing. Even better, nearly half of those apps are available for 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. This, in some ways, makes up for the lack of inherent customizable elements in HubSpot CRM.

HubSpot App Marketplace

Zoho Marketplace currently has more than 200 native 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. However, Zoho’s app plugins cost extra, although some of them do have free (albeit limited) versions.

Zoho Marketplace

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Best for User Support: HubSpot CRM

HubSpot CRMZoho CRM
Standard Business Hours24/78/5
Support ChannelsLive chat, phone, emailLive chat, phone, email
Knowledge Base
Community Forums
Certification ProgramsHubSpot AcademyZoho Academy

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

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

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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. Let's 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 neither HubSpot CRM nor Zoho CRM has the features and price points you have in mind, there are other CRMs out there that may.

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: Best for any business wanting an inexpensive CRM with visual drag-and-drop pipelines that make it simple to follow the sales process ($12.50 starting price) 
  • Freshsales: Best for medium-to-large businesses seeking AI-powered sales automation but don’t want to spend a fortune (free starting price)
  • Salesforce: Best for large-to-enterprise businesses needing a customizable CRM with advanced analytics and automation ($25 starting price) 

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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