Exploring a tool like HubSpot but wondering how much it costs and what you get?
It can be confusing to navigate through all of the feature and "levels" that HubSpot offers, so this post should help you better understand HubSpot pricing and which package to choose.
As a HubSpot partner agency, we’ve helped many companies through the details of HubSpot pricing and helped them pick the tools they need to accomplish their goals.Plus, we added a few questions near the end of this post that will help you choose which HubSpot package is right for you.
May 2023 Update — For our most current and comprehensive explanation of how HubSpot pricing works and which services you might need, check out our HubSpot Buying Guide.
How HubSpot Pricing Works
HubSpot pricing varies based on the number of products or “hubs” you purchase access to.
Each of the HubSpot Hubs (CRM, Marketing, Sales, & Service) has multiple package levels that come with different features. This means you can choose specific tools and features based on what your company needs, and while considering your overall budget.
Here's everything we cover:
- HubSpot CRM
- HubSpot Marketing Hub
- HubSpot Sales Hub
- HubSpot Service Hub
- HubSpot Add-Ons + Growth Suites
- Which HubSpot Package Is Right for You?
Curious about HubSpot basics and what each module can do? Check out this video:
HubSpot CRM: FREE
The backbone of the HubSpot suite is the customer-relationship management (CRM) platform. It’s a great way to track information, manage your customers, and “grow up” past an Excel spreadsheet full of customer data.
The cost of HubSpot CRM is $0! Yes, HubSpot CRM is a free tool.
Because HubSpot realizes how important customer data is to a company's growth strategy, the free CRM also includes other free HubSpot tools (in the marketing and service areas) that allows you to do a number of things, such as email integration, live chat, and meeting scheduling.
It’s an easy way for you to get started with HubSpot—and you can purchase additional tools once you get familiar with their products.
The HubSpot CRM includes features such as:
- Contact management
- Tasks
- Gmail and Outlook integration
- Contact website activity
- Meeting scheduling
- Basic forms
- Live chat
- Unlimited users
The Cost of HubSpot Marketing Hub
To gain access to features many people associate with HubSpot, like marketing automation, running campaigns, generating leads, etc., you’ll want to purchase the Marketing Hub.
HubSpot offers a free version, along with three different paid packages based on the functionality you need. Let’s break down each of these packages…
Marketing Free: $0
The free version of Marketing Hub integrates seamlessly with the HubSpot CRM to provide an additional level of communication with your contacts. It’s limited to 1,000 contacts and allows you to add pop-up forms, lists, and emails to market to your contacts.
What you get inside of HubSpot Marketing Free includes:
- Up to 1,000 contacts
- List segmentation
- Basic email marketing
- Basic live chat
- Team email address
- Forms
Marketing Starter: $50/month
Marketing Starter gives you access to additional features like lists, mobile optimization, and removal of HubSpot branding. HubSpot recently added email marketing to their free HubSpot package as well. It's designed for a business desiring to do email campaigns, but not marketing automation, customized templates, or highly personalized customer journeys.
In this package, there are limits on the number of forms, lists, and emails you can send. You also don’t have access to any workflows for automation or follow-up messages.
Marketing Professional: $800/month
This jump from Marketing Starter to Marketing Professional is a big one—both in cost and in features. At this level, your team is truly able to develop an inbound marketing campaign and track the results.
HubSpot Marketing Professional includes all of the features like marketing automation and workflows to create marketing campaigns all in one platform without any additional, external tools.
Some of the most significant additions at this stage include:
- Marketing automation
- Smart content
- Blogs
- Landing pages
- Social media
- Advanced reporting
- Calls-to-action
- SEO tools
- Video hosting
Marketing Enterprise: $3,200/month
HubSpot Marketing Enterprise is not for the uncommitted or faint of heart. The biggest selling points of enterprise package are the customization, advanced reporting, and ability to set custom safeguards and permissions.
This package was created with large, growing companies in mind who want more control over their content. Some of the features include:
- Email safeguards
- Social permissions
- Password-protected content
- Additional reporting
- Custom events and segmentation
- Automated optimization
The Cost of HubSpot Sales Hub
The HubSpot Sales Hub empowers your sales team to interact with and track leads. It works in conjunction with the HubSpot CRM and provides tools to help your sales team close more deals!
Just like the Marketing Hub, it’s broken down into a free version, plus a few different packages.
The biggest difference, however, is that while the marketing pricing is based on the number of contacts enrolled, the sales pricing is based on the number of users who have access to the tool.
Sales Free: $0
The free version of Sales Hub allows one user on your team to schedule and track emails as well as easily schedule meetings with potential leads.
It includes a good selection of features but most are limited. For example, you can only track a specific number of emails and have limited call times.
Some of its features include:
- Limited email templates
- Basic email tracking
- Meeting scheduling
- Email scheduling
- Deal pipeline
- Limited calling
Sales Starter: $50/month
The Sales Starter package has similar features to the free version such as email sequences, tracking, and scheduling but without as many limits.
Keep in mind that the $50/mo cost is per user, so only THAT user has access to the features (unless you pay extra for more seats). However, all of your communication is still manual, as this package doesn’t include any automated sequences.
This is a great solution for a company that's looking to step up their sales efforts but wants to ease into the full cost of the HubSpot sales suite.
Sale Starter includes:
- Email sequences
- Email tracking
- Meeting scheduling
- Email scheduling
- Deal pipeline
- Calling
Sales Professional: $500/month
The jump from Sales Starter to Sales Professional adds some truly beneficial features, allowing your team to automate workflows and communication based on a lead’s activity.
HubSpot Sales Professional also gives you the ability to integrate products on your website and communicate in new ways with your contacts.
At the Sales Professional level, sales teams will see efficiencies in automating tasks, creating scheduled follow-up, integrating video, setting up team meeting links, and more.
Features of Sales Professional Include:
- 5 users
- Quote templates
- Team Meeting Links
- Automated workflows
- Add products to your website
- Salesforce integration
- 1:1 video creation
Sales Enterprise: $1,200/month
This package levels up your sales team with the ability to scale and manage a growing team.
Sales Enterprise includes up to 10 free users and gives you additional customization and accountability for your sales team like call transcriptions, sales playbooks, and quotas.
In Sales Enterprise, you'll get:
- User roles
- Predictive lead scoring
- Sales playbooks
- Call transcriptions
- eSignatures
- Goals and Quotas
The Cost of HubSpot Service Hub
HubSpot Service Hub is a customer service platform that easily syncs with your other tools and customer data.
This makes it easy to manage relationships with your customers because, after all, good communication keeps everyone happy! Just like the marketing and sales hubs, the Service hub is broken down into a free option plus three paid levels.
Service Free: $0
Service Free is a great way to get started with essential customer service features like live chat, support tickets, and customer service snippets. It’s built to be a basic customer service tool for one support person.
The main features of HubSpot Service free include:
- Ticketing
- Live chat
- 5 saved snippets
Service Starter: $40/month
The Starter package still only includes one paid account (you can add additional users for $50) but you'll get access to a suite of basic tools like email templates, conversation routing, and calling. All of these features help you provide great service to your customers.
Service Starter includes:
- Email templates
- Email sequences
- Conversation routing
- Productivity reports
- Meeting scheduling
- Calling
Service Professional: $400/month
With Service Professional, your customer service team can really function at a high level, providing great resources like knowledge base articles and tutorials to your customers. You can follow up on specific tickets based on status and send a quick NPS survey after your interactions.
HubSpot Service Professional includes:
- Ticket status
- Multiple ticket pipelines
- Knowledge base
- Video hosting
- Custom reporting
- NPS surveys
Service Enterprise: $1,200/month
Finally, this level of the Service Hub gives even more automation and goal-setting to advanced teams. In Service Enterprise, you also have access to playbooks which allow you to create a standard customer experience across your team.
In Service Enterprise you'll get:
- Team goals
- Slack integration
- Playbooks
- Hierarchical teams
- User roles
- Webhooks
HubSpot Add-ons and Growth Suites
In addition to the main Hubs, there are a few additional features + services that you can add on to your HubSpot account based on your team’s needs.
HubSpot CMS: $300/month
This is a good option if you want to build your entire website on HubSpot instead of hosting on a different CMS such as Wordpress. The HubSpot CMS integrates with the rest of the tools in the HubSpot platform to keep everything in one place.
Reporting: $200/month
The reporting feature allows you to add up to 200 custom dashboards and 2,000 customer reports to your account. If you don't add this feature, you may be limited on reporting based on what "hub" you have.
HubSpot Onboarding and Consulting: Pricing varies
Onboarding is a requirement (either with HubSpot or with a partner agency), no matter what package you choose. While there are a few different options, this is usually a one-time charge at the beginning of your HubSpot journey. HubSpot also offers various consulting services.
Growth Suites
HubSpot also offers bundles of their tools at each different level (and at a discount). This can be a good option if you plan on taking advantage of HubSpot across your entire team.
Which HubSpot Package Is Right for You?
It’s one thing to know about the different HubSpot packages.....but how do you decide which one is right for you?
Here are a few steps to determine what might be the best fit.
Step 1: Determine what you want to accomplish.
It's essential to set realistic goals before exploring a tool like HubSpot. Why did you start looking for a something like HubSpot in the first place? Write down those goals and challenges and use that as a launch pad to make your decisions about HubSpot.
Step 2: Think about potential challenges and roadblocks.
What keeps you from reaching your goals? Maybe it’s data management or converting visitors from your website? Once you pinpoint these challenges, it’s easier to decide on the features that will help you overcome them.
Step 3: Obtain buy-in from your team.
Investing in HubSpot is just that—an investment. If your whole team isn’t drinking the inbound Kool Aid, you’ll miss out on the true value of HubSpot. Plus HubSpot as a tool alone is a big commitment when it comes to on-boarding and implementation.
Step 4: Revisit your website.
The success of inbound sales and marketing depends on a successful website experience for your visitors. If your website isn’t reliable or doesn’t clearly communicate what your company has to offer, take a closer look before you invest heavily in HubSpot. Make sure the foundation is in place before you start building on top of it.
Step 5: Go back to your goals and strategy.
Remember, HubSpot is a tool, it’s not the fix-all for your sales and marketing. It’s important to have your strategy in place before you add managing a tool to your plate. Who's going to manage it? How are we going to shift our processes to adopt this new tool? What's our plan for tracking ROI? What metrics will we use to determine when to upgrade to new feature?
Step 6: Determine must-have features.
Once your strategy is solidly defined, work with your team to create a list of the features that will help you reach those goals. Start with the “must-haves” and continue with the “nice-to-haves.” This will help you as you look to make a decision.
Step 7: Examine your budget.
The fun part: the money. Obviously your budget is a big factor in the HubSpot decision. So take a look at the list of features your team wants and see what you can work out within your budget. It's also essential that the purchase of HubSpot is viewed as an investment - it has the potential to change your company's growth trajectory. But it requires significant time and energy to get the foundation set up.
Step 8: Ask yourself the hard questions.
One last step before you make your decision...take time to really think it through (here are a few additional questions to tackle!). Like we said, purchasing HubSpot is a big investment, not only in a software from a cost standpoint, but in the entire methodology for it to be truly successful.
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HubSpot is a powerful tool that can help boost the growth of your company—but an understanding of the pricing and packages is the first step.
Is your organization ready to take the leap?
