Salesforce generated roughly $176K in revenue per customer in 2022, compared to Hubspot’s over $10K per customer. The companies both operate in the CRM space, but Salesforce follows a more skewed strategy toward more significant enterprise deals vs. Hubspot, which is focused on smaller deals.
|Customer Segments||Enterprises, small to medium-sized businesses (SMBs)||SMBs, mid-sized businesses, marketing and sales teams||Both target SMBs, mid-sized businesses, and marketing/sales teams.||Salesforce primarily focuses on enterprises but also serves SMBs. HubSpot has a broader customer base, including SMBs, mid-sized businesses, and specialized marketing and sales teams, with a strong emphasis on inbound marketing.||Enterprise expertise and SMB outreach (Salesforce). Inbound marketing focus (HubSpot).|
|Value Proposition||Customer relationship management, cloud solutions||Inbound marketing, CRM, sales, and marketing software||Both provide CRM solutions, though with different emphases.||Salesforce offers CRM and cloud solutions with a focus on customer relationship management. HubSpot emphasizes inbound marketing and provides CRM, sales, and marketing software as part of its suite.||Established CRM solutions (Salesforce). Inbound marketing and integrated suite (HubSpot).|
|Channels||Direct sales, online platform, partnerships||Online platform, content marketing, partnerships||Both utilize online platforms and partnerships for distribution.||Salesforce leverages direct sales, online platforms, and strategic partnerships for distribution. HubSpot relies heavily on its online platform, content marketing, and partnerships to reach and engage its target audience.||Strong online platform and direct sales (Salesforce). Content marketing and inbound approach (HubSpot).|
|Customer Relationships||Sales teams, customer support, online resources||Customer support, online resources, community||Both offer customer support and online resources.||Salesforce maintains customer relationships through sales teams and extensive support. HubSpot focuses on customer support, online resources, and an active community.||Comprehensive support and sales (Salesforce). Active community and customer resources (HubSpot).|
|Key Activities||CRM development, cloud infrastructure, support||Inbound marketing, software development, support||Both involve software development and support activities.||Salesforce’s key activities revolve around CRM development, cloud infrastructure management, and customer support. HubSpot’s activities include inbound marketing, software development for its marketing and sales solutions, and providing support for its customers.||CRM and cloud expertise (Salesforce). Inbound marketing and integrated solutions (HubSpot).|
|Key Resources||Cloud infrastructure, CRM expertise, sales teams||Marketing expertise, software development, support||Both rely on their respective areas of expertise.||Salesforce’s key resources include cloud infrastructure, CRM expertise, and a sales force. HubSpot’s resources encompass marketing expertise, software development capabilities, and support teams dedicated to its marketing and sales solutions.||Established CRM and infrastructure (Salesforce). Marketing and software development expertise (HubSpot).|
|Key Partnerships||Technology partners, consulting firms, ISVs||Agency partners, marketing technology providers||Both collaborate with technology and service partners.||Salesforce partners with technology providers, consulting firms, and independent software vendors (ISVs). HubSpot collaborates with agency partners and marketing technology providers to enhance its inbound marketing and sales solutions.||Diverse technology and consulting partnerships (Salesforce). Agency partnerships and marketing technology (HubSpot).|
|Revenue Streams||Subscription-based models, professional services||Subscription-based models, professional services||Both generate revenue through subscription-based models and professional services.||Salesforce generates revenue primarily through subscription-based models and additional professional services. HubSpot’s revenue is driven by subscription-based models and complementary professional services, especially in inbound marketing and sales.||Strong subscription-based revenue and professional services (both).|
|Cost Structure||Infrastructure costs, development, sales and support||Marketing costs, software development, sales and support||Both incur costs related to infrastructure, development, and sales/support.||Salesforce’s cost structure includes expenses for maintaining infrastructure, software development, and sales/support teams. HubSpot’s cost structure encompasses marketing expenses, software development costs, and sales/support activities, with a strong focus on marketing investments for inbound growth.||Infrastructure and development costs (Salesforce). Marketing-focused cost structure (HubSpot).|
Revenue Per Employees
- Revenue per Customer Comparison:
- Operational Focus in the CRM Space:
- Both Salesforce and HubSpot operate within the Customer Relationship Management (CRM) space.
- Salesforce and HubSpot offer tools and solutions to help businesses manage customer relationships, sales, and marketing.
- Differing Customer Strategy:
- Salesforce’s Enterprise Emphasis:
- Salesforce’s revenue per customer is significantly higher due to its focus on catering to larger enterprises.
- The company specializes in offering extensive CRM solutions tailored to the complex needs of large organizations.
- HubSpot’s Small and Medium Business (SMB) Focus:
- HubSpot’s strategy targets small and medium-sized businesses (SMBs).
- The company’s offerings are designed to be accessible and cost-effective for businesses of this scale.
- Strategy Implications:
- Diversification and Target Audience:
- Market Positioning: