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The new HubSpot pricing. A simple explanatiation

The new HubSpot pricing. A simple explanatiation


The HubSpot pricing is a key element for companies planning to implement this popular Customer Relationship Management (CRM) platform. As of March 5, 2024, a new HubSpot pricing has been introduced, bringing several innovations crucial from the customer's perspective. For those who want to understand how to interpret HubSpot's pricing, I have prepared this guide.

Price lists for many CRM systems are available online, and HubSpot is no exception. Information about service prices and packages can be found at hubspot.com/pricing. The latest changes have introduced new concepts, so – while generally simplifying purchasing decisions – it's worth taking a moment to pay attention.

How is HubSpot structured?

HubSpot still consists of the foundation, the CRM system ("smart CRM"), and "hubs," which are sets of tools designed for specific tasks. The hubs currently available in Europe are:

  • Marketing Hub: Advanced tools for Marketing Automation and lead generation, excellent for inbound marketing activities.
  • Sales Hub: Tools for sales activities and sales management, particularly aimed at sales representatives.
  • Service Hub: Tools improving customer service, useful in the Customer Service department.
  • Content Hub: AI-assisted tools for creating and managing content, and a Content Management System that allows for the easy construction of website fully integrated with CRM and Marketing Automation.
  • Operations Hub: Tools to ensure data quality throughout the system.
  • Commerce Hub: Commerce tools to help your business bill your customers and collect revenue.
    Hub Spot Hubs

Content of the HubSpot Customer Platform (Commerce Hub currently unavailable in Europe), source: https://www.hubspot.com/pricing/suite/enterprise?term=annual

HubSpot Packages

In this regard, the new pricing does not bring a revolution. HubSpot is available in 4 packages:

  1. Free
  2. Starter
  3. Professional
  4. Enterprise

Key information for purchases includes:

  • Starting for free is possible – the free CRM is not a long-term business solution, but it can be a good start to experience working with HubSpot.
  • Choosing a package that combines all hubs provides a more favorable price, known as the Customer Platform.
  • Combining hubs at different levels is also possible, for example, selecting Marketing Enterprise license but only Professional for Service.

New HubSpot Pricing

Simple Base – Free and Starter

The first available level is the "free tools" option, meaning free access. It is highly limited and often branded, such as live chat on the website, forms, or sent documents – all of which will have the HubSpot logo. It's a good option to test and understand the basics, but it's hard to imagine a business operating solely on free access.

In the new pricing, Free access can be obtained for a maximum of 5 users. They will have access to all functions in this package.

The first paid level is the Starter package. At the Starter level, the HubSpot branding is removed. It's a good option to start using the full potential of HubSpot because, at this level, according to the new pricing, each user gains access to the complete set of features (now called Core Seat).

Therefore, Starter is currently available on a "per user" basis, and its price is €15 per month (with an annual subscription). Is it a lot or a little? Comparing HubSpot with competitive solutions, it's essential to note that at a similar price to other CRMs, HubSpot offers access not only to CRM but also to tools in marketing, customer service, or CMS – making it a very favorable price in my opinion.

The new pricing model also makes purchasing decisions easier – you just need to know how many of your employees need to work in HubSpot, regardless of what they will do in it. It's worth noting that simply viewing data in the system is entirely free. It is called View-Only Seat and is recommended for managers who need access to data and reports but do not work with CRM on a daily basis.

If you want to learn more about the differences between the free HubSpot CRM package and the Starter level, check out my blog post on when it's worth upgrading to the paid Sales Hub.

HubSpot Pricing Free & Starter

HubSpot Pricing in the "For individuals and small teams" section, source: https://www.hubspot.com/pricing/suite/starter?term=annual

Grow Your Business with CRM – Professional and Enterprise

If our business is already moderately developed, and we want to introduce some automation to our organization, organize everything into processes – then it's worth checking the "For business & enterprises" option, meaning Professional and Enterprise licenses. Depending on the industry, companies of various sizes can use them. There are even solo businesses that can successfully utilize, for example, Marketing Hub Professional.

From this level, HubSpot has introduced several significant changes in its pricing. The goal was to increase the accessibility of advanced services for sales representatives and customer service workers, even for smaller organizations.

Therefore, at these levels, access to Sales Hub and Service Hub is now priced per user. These accesses are called Sales Seat and Service Seat, costing €90 at the Professional level and €130/€150 (Service/Sales) at the Enterprise level.

HubSpot Pricing Professional & Enterprise

Sales Hub Professional and Enterprise pricing, source: https://www.hubspot.com/pricing/sales/enterprise?term=annual

By purchasing Sales or Service Seats, you gain access to functions specific to the respective hub (Sales or Service) and Smart CRM functions at that level.

For the other hubs, we still have a package model, meaning the package price includes access for 3 users at the Professional level and 5 users at the Enterprise level for Marketing and Content Hubs or one user for Operations Hub. Of course, you can also purchase access for additional users as needed, costing €45 for the Professional package and €75 for the Enterprise package.

In the case of these Hubs (Marketing, Content, and Operations), each user gains access to Smart CRM functions at that level and functions purchased for our hubs (excluding Sales and Service) – in this case, we are talking only about Core Seats.

Another option available to us is the Customer Platform, which includes 3 or 5 Core Seats (depending on the level) and one Sales Seat and one Service Seat each.

You can also combine Marketing Hub and Content Hub at a favorable price in the Marketing+ package (€882/mo Professional or €3,730/mo Enterprise).

A different pricing model is previewed for Commerce Hub. This Hub operates on a pay-as-you-go pricing model, which means there are no monthly SaaS subscription fees, and you are only charged for transactions processed using its features.

The last important thing, which has not changed from the old pricing rules, is onboarding. It starts at the Professional level and is an integral part of the subscription, unavoidable. Its cost will vary depending on the Hub and level.

If you decide to implement the system through a solution partner, this amount will be their fee for personalized onboarding. It will include configuration work, team training, possible integrations with other tools used by the company, but also assistance in accomplishing tasks set by employees, sharing best practices, or creating individual automations.

Changes in HubSpot Pricing – What to Know?

Let's summarize the most important innovations in HubSpot's pricing.

There are three types of positions:

  • View-Only Seat – free, allowing data preview.
  • Core Seat – providing full access to data editing and purchased functions.
  • Sales & Service Seats - providing access to Sales Hub and Service Hub functions from the Professional level.

  • On the Free level, we can add up to 5 users.
  • At the Starter level, we pay for one user as a Core Seat.
  • At the Professional and Enterprise levels, we pay for the Hub (Marketing, Content, Operations) or for the user (Sales & Service), and we can choose our mix of hubs or the Customer Platform version. 

    What about existing users?

Existing customers are not subject to the above changes for now. HubSpot announces the gradual transition of all users to the new model, but it will happen gradually, preserving privileges that will prevent a significant price increase. Customers will be informed well in advance about all changes.

How does collaboration with partners work in the new pricing model?

Still, from the Professional level, HubSpot requires a mandatory onboarding fee, which will go to the partner if you use their services. There is also good news – for partners, you don't have to buy any additional accesses. This is the so-called Partner Seat, allowing your HubSpot-licensed partner to perform all tasks in the system.

What doesn't change in the new model?

We can still purchase access for additional users and functions as add-ons (e.g., additional minutes for phone calls from HubSpot), without changes in the Marketplace.

How to Plan an Investment in HubSpot?

Of course, price is not everything, so it's essential to thoroughly familiarize yourself with the tools available at each level. We don't have to do it alone; a professional advisor will help identify the necessary tools, depending on the needs of our company, for example, during a short demo.

To prepare financially for CRM implementation properly, it is essential to remember that the implementation cost is not just the license purchase. To delve into this topic and know what to allocate funds for, check out the article where Adam Małachowski explains in detail what items to include in the CRM budget.

Feeling lost in HubSpot's pricing? Would you like to learn more about changes in HubSpot pricing and what they mean for you? Contact us and we will answer your questions!