Zoho vs HubSpot CRM | Top CRM Comparison

Comparing Zoho vs HubSpot? Discover the differences between these two popular CRM solutions and find out which one is right for your business.

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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 $1,500+ per month for 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 reading for at-a-glance information about the two CRM options.

HubSpot vs Zoho CRM at a Glance

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Price Range (Annual)Free to $1,500+ per month for 10+ usersFree 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
Customer Service24/7 email and chat support for all plans; phone support starts at Professional planAll paid plans include email, phone, and chat support
ReportingSuitable for basic reportingOffers custom reporting across all plans 
Workflow 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
Visit HubSpot CRMVisit Zoho CRM

HubSpot and Zoho are both excellent options, especially for companies looking for a platform with a suite of sales and marketing functionality. However, these two CRMs diverge in numerous ways as well. Keep reading to learn how we assessed each option across six major criteria and crucial features (reporting, workflows, and mobile app), or see our scoring logic below.

Best for Pricing: Zoho CRM

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Free-for-Life OptionYes, for up to 2,500 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)$1,500 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 up to 2,500 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.

zoho vs hubspot pricing hubspot crm

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 a 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 vs hubspot pricing zoho crm

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Best for Core Features: Zoho CRM

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Contact ManagementContact website activity, 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, particularly with its inbound lead generation via email marketing and website visits. While all plans include email tracking, live chat widgets, and automation, you need to upgrade to premium tiers for advanced tools like custom forecasting, revenue tracking, and predictive lead scoring. Users can also opt for 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 tab feature 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 vs hubspot core features zoho crm

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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
Knowledge Base
Community Forums
Certification ProgramsHubSpot AcademyZoho Spark
Visit HubSpot CRMVisit Zoho CRM

Winner: HubSpot CRM is one of the most accessible CRMs out there because of its straightforward interface and comprehensive knowledge base.

HubSpot CRM has a reputation for being a user-friendly CRM with an intuitive interface, a vast self-service knowledge base, and an active community forum. Implementation is fairly easy and likely won’t require much (if any) outside help, and users can rely on setup guides and videos if they need to integrate third-party applications into their CRMs. Meanwhile, users note areas where HubSpot CRM could stand to be more substantial, such as reporting and customization.

zoho vs hubspot ease of use hubspot crm

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. Zoho CRM doesn’t also offer free certification unlike HubSpot CRM, but users can access paid virtual training and certification courses via Zoho Spark.

zoho vs hubspot ease of use zoho crm

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Best for User Support: HubSpot CRM

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Standard Business Hours24/7 for all paid plans8/5 (Classic support)
Support ChannelsLive chat, email, phone (Professional and Enterprise plans only)Live chat, phone, email
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.) Users can also purchase HubSpot’s remote onboarding services for $1,500 (Professional plan) to $3,500 (Enterprise plan). Although free CRM users are limited to its self-service portal, they can still leverage HubSpot’s community forum, vast knowledge base, and free setup guides.

zoho vs hubspot user support hubspot crm

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 users report that it’s confusing to navigate.

Zoho Cares - 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 number of variables offered.

zoho vs hubspot reporting hubspot crm

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 Workflow 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: No workflows offered
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 you to automate sales and marketing processes, such as setting up triggers for tasks or email follow-ups when a deal stage changes. Sales Hub plans support as many as 1,000 users, and users can create workflows from scratch or with a guided template. While HubSpot’s automation is largely tied to the sales pipeline, which is less intimidating for most users, this feature is less robust than its competitors and isn’t offered in its free version.

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, and QuickBooks. 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 vs hubspot app integrations zoho crm

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. Although HubSpot’s app integrations are limited compared with Zoho CRM, users might find it easier to navigate with its detailed setup guides, tutorial videos, and reviews from subscribers.

HubSpot CRM app integrations - 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: While Zoho CRM’s free version offers solid contact management features, it has limited advanced sales and marketing tools.
  • 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:




Freshsales, rated as our best overall CRM, is cloud-based software famous for its AI-powered automations offered in low-cost tiers. Generate and nurture leads with the built-in chat, email, and phone offered in its free plan and smart contact scoring in the Growth plan. Freshsales is a great sales automation engine, but you need to upgrade for marketing features. For a sales CRM that includes campaign management for marketing teams, try Salesforce.

Freshsales - HubSpot vs Zoho

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 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

Insightly CRM is a sales-forward platform known for its native project management tools, which help teams track their post-sales activities. Insightly’s free version offers email templates, limited customization, and native app integrations. Upgrade to its paid plans starting at $29 per user, per month for lead management, opportunity pipelines, and BI dashboards. However, if you need a CRM with a project management tool and responsive support, check out Pipedrive.

zoho vs hubspot insightly

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.

How We Evaluated HubSpot vs Zoho

In assessing the two platforms, we started by splitting the scoring criteria into six main categories that are essential for companies looking for cost-effective CRM software offering a balance of sales and marketing features. From there, we identified weighted subcriteria for each category, which determined an overall score out of five and the winner for that category.

Evaluation Criteria

We started by scoring pricing and core features, as these factors are important for teams and businesses needing an affordable but robust CRM platform. We then evaluated each option’s ease of use and customization capabilities, followed by the advanced features offered by each software. Lastly, we looked into the different types of support solutions available for each one.

Core Features:
Ease of Use:
Advanced Features:
User Support:

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. Before deciding whether either of these industry leaders is right for you, carefully evaluate your company’s goals and pain points, browse through comparison articles like this one, or read our review of the best CRMs for salespeople.

This article was written by Alison Barretta and updated by Kezia Jungco.

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