If you're currently using HubSpot and considering a shift to Salesforce, you're not alone. Many organizations start with HubSpot due to its ease of use and all-in-one appeal. However, as business needs evolve, teams often discover the limitations in HubSpot's CRM capabilities and begin to explore more robust alternatives like Salesforce.
We aim to give you a practical view of what works, what doesn't, and how to make the best choice for your specific situation.
Why Migrate from HubSpot to Salesforce?
1. Scalability and Flexibility
HubSpot is excellent for startups and small teams, but it can become limiting as your processes grow more complex. Salesforce, with its highly customizable data model and automation capabilities, often becomes a natural next step for scaling companies.
2. Advanced Reporting Needs
HubSpot has improved its reporting features, but Salesforce's reporting engine still provides deeper flexibility. If you need highly tailored dashboards, cross-object reporting, or want to blend CRM and external data sources, Salesforce offers a more robust framework.
3. Custom Sales Processes
Companies with multiple sales teams, regional variations, or industry-specific processes often find Salesforce’s configuration options—like record types, validation rules, and approval workflows—more suited to their needs.
4. Ecosystem and Integration Depth
Salesforce's AppExchange and native APIs allow for more complex system integrations, which can be crucial for companies that rely on ERP systems, CPQ tools, or service platforms.
When Integration Makes More Sense Than Migration
One of the most common scenarios is a split in preferences between teams: marketing wants to stay in HubSpot, but sales is frustrated by its CRM limitations. In that case, integrating HubSpot with Salesforce can be a practical compromise.
Here's what integration offers:
- Leads can be generated and nurtured in HubSpot, then passed to Salesforce at the right moment.
- Sales teams work in Salesforce without worrying about losing marketing insights.
- Marketing maintains access to campaign performance, email engagement, and scoring data.
That said, integration isn’t without its challenges:
- Field mapping needs careful planning.
- You need a strategy for syncing lifecycle stages, ownership, and segmentation.
- Duplicate management becomes critical.
If you're not ready for a full switch but want your systems to speak the same language, integration might be the best path forward.
Considering a Full Transition? Explore Salesforce Marketing Cloud Account Engagement
For companies ready to centralize both sales and marketing on Salesforce, combining Sales Cloud with Marketing Cloud Account Engagement (formerly Pardot) brings a number of benefits:
- Seamless handoff from marketing to sales within the same ecosystem
- Unified reporting and campaign tracking
- Granular lead scoring and segmentation
- Tighter control over data governance and compliance (especially important for regulated industries)
This setup isn’t a drop-in replacement for HubSpot. While HubSpot emphasizes simplicity and pre-built assets, Marketing Cloud Account Engagement offers power and precision—ideal for organizations with experienced marketing operations teams.
When making the switch, here are key things to consider:
- What HubSpot features need to be rebuilt? (e.g., landing pages, email nurtures, lead scoring)
- What Salesforce data structure will support both your sales and marketing needs?
- How will you phase the rollout to avoid disruption?
A well-planned transition can reduce tool fatigue, improve cross-team collaboration, and offer better long-term ROI.
FAQ: HubSpot to Salesforce Migration & Integration
Can you migrate data from HubSpot to Salesforce?
Yes. You can migrate contacts, companies, deals, custom properties, emails, workflows, and even attachments using tools like Salesforce Data Loader, APIs, or middleware platforms.
How long does a HubSpot to Salesforce migration take?
Most projects take between 2–6 weeks depending on data complexity, volume, and number of automations.
Can you integrate HubSpot with Salesforce instead of migrating?
Yes. You can use HubSpot's native integration or third-party middleware (like Zapier or Make) to keep both platforms in sync.
Is Salesforce better than HubSpot for B2B companies?
Salesforce is generally better suited for companies with complex sales cycles, larger teams, and a need for customizable automation, while HubSpot works well for small to mid-sized teams focused on ease of use.
Final Thoughts
There’s no one-size-fits-all answer. Some companies benefit most from a clean migration to Salesforce, others thrive with a hybrid approach that leverages the strengths of both platforms.
The key is understanding where your teams are today, where you want them to go, and which approach aligns best with your goals and internal capabilities.
If you're weighing your options or want a second opinion, feel free to reach out. We've seen what works and what doesn't across many industries and tech stacks—and we're happy to share those insights to help you make an informed decision.
Need Help with HubSpot to Salesforce Migration or Integration?
We specialize in CRM migrations, HubSpot-Salesforce integrations, and Salesforce Marketing Cloud setups. Whether you're looking to fully transition or connect both platforms, we can support you with:
- Strategy & scoping
- Data mapping & transformation
- Automation rebuilds
- Team enablement