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CRM software · head to head

HubSpot vs Zoho CRM

Sebastiaan Smits Editor Sebastiaan Smits · Published October 19, 2026 · Updated October 19, 2026

Zoho CRM is the better value for a team that needs a configurable CRM and will grow its seat count, because its listed per-user prices stay far below HubSpot's. HubSpot is the easier-to-adopt platform when marketing, sales and service should share one database from the start and the budget can absorb the jumps between editions.

Side by side

HubSpotZoho CRM
What it isFree-to-start CRM with marketing and service alongsideBudget CRM that scales into a full back office
Best forTeams wanting sales and marketing togetherCost-conscious teams wanting customization
HeadquartersUnited StatesIndia
Pricing modelPer seat / monthPer user / month
PricingFree CRM for up to two users, then Sales Hub Starter, Professional and Enterprise priced per seat, with steep jumps between editions and a required one-time onboarding fee on Professional and Enterprise.Free edition for up to three users, then low per-seat tiers rising through Professional, Enterprise and Ultimate; also bundled in Zoho One.
Free optionFree planFree plan
List price
as listed on October 19, 2026		Sales Hub: Starter from $20, Professional from $100, Enterprise from $175 per seat per month; free CRM for up to two users (as listed on HubSpot's pricing pages)Billed annually per user per month: Standard $14, Professional $23, Enterprise $40, Ultimate $52; billed monthly $20, $35, $50, $65; Free for 3 users (as listed on Zoho's edition comparison page)
Place in our CRM software ranking#6 of 18#4 of 18
Websitehubspot.comzoho.com

Both are reviewed in full in Best CRM Software in 2026. Position in that ranking can be paid for; the wording of a review or of this comparison cannot. Placement disclosure.

Which one to choose

Choose HubSpot if

you want marketing, sales and service in one platform, a free CRM to start with, and have the budget for steep per-seat prices once you need automation and reporting.

HubSpot, #6 in the ranking · Visit HubSpot →

Choose Zoho CRM if

you want a configurable CRM at a low per-user price, with the option to add apps from the wider Zoho family, and you can tolerate a busier interface.

Zoho CRM, #4 in the ranking · Visit Zoho CRM →

Where they differ

Price per seat at scale

HubSpot's Sales Hub page lists Starter from $20, Professional from $100 and Enterprise from $175 per month per seat. Zoho's comparison page lists Standard at $14, Professional at $23, Enterprise at $40 and Ultimate at $52 per user per month billed annually, and $20, $35, $50 and $65 billed monthly. For 25 users on the middle tier, Zoho's annual list is about $575 a month against $2,500 from HubSpot's starting price.

Edge: Zoho CRM

The free plan

HubSpot's free CRM allows up to two users and 1,000 contacts, with no limit on customer data and no expiry date. Zoho's free edition is for up to three users and adds contact management, workflow automation, 5,000 API calls a day and up to ten free data exports. HubSpot's is the smoother start for a solo founder; Zoho's gives a three-person team more automation without a card.

Edge: even

Breadth of the platform

HubSpot describes its product as one customer platform covering marketing, sales and service, with a free CRM underneath and editions for each hub. A company that wants email campaigns, tickets and deals on one contact record can buy those pieces from one vendor. Zoho's CRM sells sales automation, with other Zoho apps added separately. HubSpot's single-record approach is simpler when several teams share customers.

Edge: HubSpot

Depth of configuration

Zoho's Professional edition lists AI agents, process management, inventory management, CPQ, unlimited reports and web-to-case forms, and Enterprise adds approval processes, territory-style multi-team management and custom buttons and functions. HubSpot holds custom objects for Enterprise, listed at $75 per seat on its CRM page. Zoho exposes more building blocks at lower price points, at the cost of more setup.

Edge: Zoho CRM

Onboarding and setup

HubSpot sells paid onboarding as a service across its customer platform, Sales Hub and other hubs, building a plan around your goals and current tools, and its free CRM runs in a browser with templates and setup guides. Zoho's pricing page promises free onboarding with human support. Both help new teams; HubSpot's guidance is more structured, while a buyer should ask each for the exact scope and cost.

Edge: HubSpot

Lock-in and moving data

Zoho publishes a bulk API and a query API for SQL-style record fetches, and its free edition limits exports to ten. HubSpot offers a public developer API and import tools for bringing in spreadsheet data. Neither page we fetched promised an easy full export of everything, such as automations and reports. Test an export of your own records before you commit to either vendor, and keep a copy.

Edge: even

Tally: HubSpot 2, Zoho CRM 2, even 2.

When neither fits

A small team that wants a simple pipeline and no suite should look at Pipedrive, and a large enterprise with deep customization needs should compare Salesforce Sales Cloud.

See Pipedrive and Salesforce Sales Cloud among the 18 products in Best CRM Software in 2026.

Questions and answers

Is Zoho CRM cheaper than HubSpot?

Yes, at list price. Zoho lists paid editions from $14 to $52 per user per month billed annually, while HubSpot's Sales Hub starts at $20 and rises to $100 and $175 per seat per month for Professional and Enterprise. Check the billing period and any required fees on HubSpot's quote.

Is the HubSpot CRM really free?

Yes, with limits. HubSpot says its free CRM supports up to two users and 1,000 contacts, with no expiry date. Paid editions are needed for features such as custom objects and single sign-on.

Does Zoho CRM have a free plan?

Yes. The free edition is for up to three users, with no credit card required, and includes workflow automation, standard reports and 5,000 API calls a day. Email integration and multiple pipelines start with the paid Standard edition.

Can both import data from spreadsheets?

Yes. Zoho says spreadsheet import is free on its free edition, and HubSpot's CRM lists CRM import among its free features. Plan the field mapping before you import, since both tools tie reports to their own property structures.

Sources

Prices, plan limits and product facts on this page were checked against the vendors' own pages on October 19, 2026. Vendors change both without notice, so treat the figures as of that date.