HubSpot Pricing: Uncovering the Mystery Behind the Pricing of HubSpot!

Though HubSpot is renowned for its simple, easy-to-use software, many people still wonder about HubSpot Pricing Plans. 

Why? Because of 4 pricing plans for each 6 Hubs, HubSpot offers 24 standalone packages and is not easy to interpret. Before going into depth, let's answer the basic question for content skimmers!

How much does HubSpot cost?

Pricing varies based on factors such as the number of users and contacts in the system, but the table below provides a breakdown of the monthly costs for most HubSpot plans.

Confused by Pricing Tiers?

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Hubs

HubSpot organizes its features into specific categories called Hubs, tailored to meet the needs of various departments. These include the Sales, Marketing, CMS, Service, Commerce, and Operations Hubs.

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Plans

Each HubSpot Hub offers four subscription plans: Free, Starter, Professional, and Enterprise. The Free and Starter plans are popular choices for getting started, while the Professional and Enterprise plans come packed with advanced features and are priced at a premium.

🚩 Caution:

Be mindful when selecting and purchasing Hubs. We've often seen cases where clients' goals don't fully align with the Hubs they've chosen, leading to missed opportunities or underused features.

Clearly outline your business needs and discuss the most suitable pricing plans with a HubSpot Sales Representative or a certified HubSpot Partner before making a purchase decision.

😎 Pro Tip:

Many paid features of Sales Hub and Service Hub are overlapping so if you are purchasing both Hubs, consider this element in your calculation.

😎 Pro Tip:

You can have up to a million contacts in HubSpot for free if you don’t want to utilize the two core marketing features i.e. email marketing and ads audience.

HubSpot Seating System

An important thing to understand is HubSpot’s new seating system.

Core Seat

It includes access to all core features and the permissions can be managed as per requirements.

Sales & Service Hub Seat

Includes all Core Seat features plus advanced sales and service tools built for sales and service teams.

View-Only Seat

Includes only the features needed to review the data and reports.

What is a Partner Seat?

The Partner Seat is a free seat available to HubSpot Partners, designed to help manage client services without any additional cost to the client.

What Seat Types Do Users Need?

When choosing a seat type, consider the tasks users perform regularly. Here's a quick breakdown:

• Marketer (approves/sends emails, views analytics, updates web pages): Needs a Core Seat – most tasks require full editing access.

• Sales Operations Analyst (creates playbooks and email templates): Needs a Sales Seat – creating sales assets requires this level of access.

• Inside Sales Team Member (logs activities, sources leads): Needs a Sales Seat – their role involves core selling activities.

• Support Rep (handles tickets via web, phone, and chat): Needs a Service Seat – necessary for making calls and sending emails.

• Director of Revenue Operations (manages workflows, and audit processes): Needs a Core Seat – access to workflows, permissions, and data management.

• Chief Financial Officer (reviews KPIs, conversion rates, NPS): Needs a View-Only Seat – only requires access to reports and dashboards.

HubSpot Pricing Calculator

HubSpot pricing can be confusing for many customers. With four pricing plans available for each Hub, HubSpot offers a total of 24 standalone packages, making it challenging to navigate and understand the options

We’ve developed a set of questionnaires that address common questions clients typically have before making a recommendation. Feel free to give it a try!

HubSpot Pricing Models

Is HubSpot CRM really free?

HubSpot offers various pricing options for different Hubs but core CRM creatures are free with some limits. Some of the most common features being offered for free are

HubSpot Sales Hub Pricing

HubSpot Sales Hub features are built for the Sales team to complement the basic free CRM features. The table below will compare most of the features in each plan but here we are focusing on the core decision-making criteria:

HubSpot Sales Hub Starter: $20 per user per month.

Teams opt for Sales Hub Starter on top of HubSpot Free CRM when:

• HubSpot Native Calling Feature is needed.

• More than 10 Custom properties are needed on HubSpot.

• They need to remove HubSpot branding from the meeting scheduling tool.

• They need to create multiple deal pipelines.

HubSpot Sales Hub Professional: $100 per user per month.

Sales Hub Professional is a good fit for growing teams having full-time sales agents and when:

• Sales Automation (to trigger internal notifications, task creation, deal creation, field update, etc.) and Sequences (series of emails being sent via connected email account) are needed.

• Multiple (more than 2) deal pipelines (to manage different types of sales processes within HubSpot) are needed.

• Custom reporting is needed as the default report is restricted on default properties while custom reporting gives much more space.

• Increased calling limits and more options in meeting tools are needed.

• Record duplication management like merging duplicate contacts.

• Lead scoring based on custom criteria is needed.

• Calculation-based properties are needed.

• Detailed and customized forecasts are needed based on data from the contacts database.

• You want to build a library of resources and guides for your sales team to follow with playbooks.
  

HubSpot Sales Hub Enterprise: $120 per user per month.

The transition from Sales Hub Professional to Sales Hub Enterprise is primarily driven by an increase in the number of sales agents and the availability of enterprise-grade features. With the introduction of custom objects in HubSpot, Sales Hub Enterprise has become even more appealing. In Sales Hub Enterprise:

• HubSpot custom objects are available.

• Enhanced options in sales playbooks like property linking can be used to streamline your sales team activities.

• Enterprise-grade options like SSO, Sandbox, etc. are available.

• Salesforce contact synchronization.

• Secure and store sensitive data like government ID, demographic data, and limited financial data inside your HubSpot account.

HubSpot Marketing Pricing

HubSpot Marketing Hub features center around essential tools such as marketing emails, forms, ads, blogging, landing pages, and attribution. In the details provided below, we will primarily highlight the key deal-makers and deal-breakers for each subscription plan.

HubSpot Marketing Hub Starter: $20 per user per month

In terms of options, the HubSpot CRM Marketing tools and Marketing Hub Starter don't have significant differences, which is reflected in their pricing. Clients typically choose HubSpot Marketing Hub Starter when:

• They need to remove branding from marketing emails, landing pages, and forms.

• More than 10 custom properties are needed.

• Basic form automation, pop-ups, and embedded CTAs are needed.

• They want to connect ad accounts for the ads management.

• They are looking for live chat and basic chatbots.
  

HubSpot Marketing Hub Professional: $890 per Month with the availability of 3 core seats.

As you can see in the pricing differences, there is a substantial jump in both price and features between Marketing Hub Starter and Professional. The core additional features are explained below:

• Marketing automation tools are available which are mainly used to send automated marketing emails and add contacts to ads audiences.

• Custom reporting options are available, just as with other professional plans.

• Completely customized landing pages can be created which means custom coding is also possible along with templates and themes.

• A complete set of Inbound tools including blogging tools, SEO tools, Call-To-Action Buttons, and Campaign Management tools are available.

• Send and receive WhatsApp messages through the shared inbox, and send automated WhatsApp messages using workflows.

• Use artificial intelligence to identify and merge duplicate records.

HubSpot Marketing Hub Enterprise: Starting from $3,600 per month with availability of 5 core seats

The price differential between Marketing Professional and Enterprise is also quite steep but this difference gradually vanishes when the number of marketing contacts is increased. HubSpot Marketing Hub Enterprise is a good option:

• When the number of marketing contacts is more than 50000.

• If multiple Brand domains are needed.

• Custom event syncing (effective when you want to log mobile or web app logins, page visits, button clicks, or other interactive actions). The custom events option is only available in Marketing Enterprise and one of the core purchasing points. 

• Map Salesforce custom objects to HubSpot custom objects, and sync data one way from Salesforce into HubSpot.

• Store almost any type of data in HubSpot, including subscriptions, locations, shipments, events, and more in custom objects

• Test various changes and functionalities in a sandbox environment before they go live in the live account.

😎 Pro Tip: The price difference between Professional and Enterprise is minimal when you go beyond 50K. In that range, the enterprise is the best bet!

HubSpot Service/Support Pricing

Hubspot Customer Service Hub comprises mostly post-sales and support tools like a ticketing system, live chat, chatbot, knowledge base, surveys, etc. 

HubSpot Service Hub Starter: $20 per user per month

• Remove branding from tools like Chatbot, live chat, etc.

• 2 ticket pipelines are available in Service Hub Starter.

• Chat directly with customers through a live chat widget on your website.

• Up to 500 minutes of calling per account per month.
  

HubSpot Service Hub Professional: $100 per user per month

The differential in terms of features is steep from Starter to Professional and some really good options are provided in the professional plan:

• A customer portal is needed so your clients can access and manage the status of their tickets

• NPS or customer experience surveys are available via automation.

• A knowledge base can be set up.

• A well-functioning chat flow can be created.

• Custom report builder is also available like other professional plans.

HubSpot Service Hub Enterprise: $150 per user per month

HubSpot Service Hub is suitable mainly for the big support teams when:

• Field-level permissions for support agents are needed; or

• A hierarchical team is needed.

• Custom Objects or Custom Events are needed for an effective data sync.
  
  

HubSpot Content/CMS Pricing

HubSpot Content Hub (formerly CMS) is essential when you want to host your website on HubSpot. It offers a fully managed solution with a variety of themes and templates, allowing you to manage an enterprise-level website without the need to invest heavily in development resources.

Typically, we do not recommend stand-alone Content Hub subscriptions to clients. Based on our experience, CMS isn't HubSpot's primary focus, and its true potential is realized when used alongside other Hubs, particularly Marketing. This is why we refer to the combination of HubSpot Marketing Hub and HubSpot Content Hub as a "Match Made in Heaven!"

HubSpot CMS/Content Starter: $20 per month per user

The CMS/Content Hub does not offer a free plan or features within the free CRM plan. Anyone looking to host a website on HubSpot must opt for at least the Starter plan. This plan includes a theme option but comes with limitations on the number of website pages (excluding blogs).

So one case assumes that it's mainly for a small website with very few pages, as you can create up to 30 website pages and 30 landing pages.

HubSpot CMS Professional: $500 per month with 3 core seats

• More than 30 website pages are needed.

• More than 30 landing pages are needed.

• Customization using coding in themes or custom-coded templates is needed.

• Dynamic content and a database like HubDB are needed.

• Google Search Console integration is needed.

• A/B testing is required.

HubSpot CMS Enterprise: $1500 per month with 5 core seats available

CMS Hub Professional does have all the features to create a good website but is not good enough for complicated sites when:

• Custom web applications like calculators etc. are needed.

• Membership sites are to be created.

• Custom objects are needed to store any type of information

That's where HubSpot CMS Enterprise can be a helpful solution.

HubSpot Operations Hub Pricing

This Hub is relatively new and offers exciting features like custom-coded workflows and custom field mapping with other tools. Additionally, the Webhooks feature, which was previously only available for Marketing Professional, is now a significant consideration for the Ops Hub.

Here are the core features and important criteria for the selection of each plan.

HubSpot Operations Starter: $20 per month per seat

• Custom properties can be created like in other starter plans.

• Custom field mapping with other apps is also possible.

• Get in-depth data on your business performance with reporting dashboards.

• Define fields that must be completed by your team when certain actions are taken.

HubSpot Operations Professional: $800 per month with 1 core seat available

• Webhooks are really a deal-maker as clients having their own software really need them to manage stuff.

• Scheduled workflows seem to be a much-awaited feature, especially for ongoing post-sales engagements.

• Programmable emails and data-quality automation.

• Custom-coded workflows are also a game-changer if HubSpot admins have a good understanding of coding.

HubSpot Operations Enterprise: $2,000 per month with 1 core seat available

• Advanced data calculations and aggregation are now possible which was once considered a major limitation with HubSpot structure and reporting.

• HubSpot custom object data sync.

• Extended limits for custom objects and calculated properties.

Customer Platforms

The Customer Platform provides access to the entire HubSpot suite in a single, comprehensive plan, enabling you to scale all areas of your business simultaneously. Powered by a unified CRM database, it ensures that everyone in your organization—across Marketing, Sales, Service, and Operations—works from the same source of truth.

Hidden Costs and Onboarding Fees

Add-ons Pricing

HubSpot pricing is quite transparent and no hidden costs are associated if pricing packages are chosen wisely by considering the limitations of each plan.

For exceeding limits, HubSpot offers various Ads-Ons like Reporting, API, etc. Also, some features like Business Units, Transactional Emails, Dedicated IPs, etc. are only available for additional costs. Here are the details of each add-on.

HubSpot Pricing Discounts

HubSpot Pricing Plans seem expensive? No worries, several discount options are available for you!

TL;DR

1. HubSpot offers a free CRM.
2. There are 6 Hubs (Marketing, Sales, Service, Content, Commerce, and Operations), each with three plans.
3. Many features overlap across different plans.
4. Sales and Marketing Hubs are the most commonly used; other Hubs often build on these.
5. Discounts are available based on user interaction and eligibility.
6. An onboarding fee applies for Professional and Enterprise customers, but Partners may waive it.
7. HubSpot pricing can be complex; consulting a Pricing Consultant can help save costs.
8. Stay updated on HubSpot's features and pricing changes through their blog and newsletters.