Zoho CRM vs HubSpot CRM (2026): features, security and which one to buy
Zoho CRM and HubSpot CRM compared on what they do, who they suit, their key features, pros and cons, and what each vendor publishes on security, admin and contract terms, with every fact checked on October 24, 2026.
Zoho CRM or HubSpot CRM: the short answer
Choose Zoho CRM if
- Small businesses that want a free start and cheap per-user editions.
- Teams already using other Zoho apps.
Choose HubSpot CRM if
- Teams starting free with up to 2 users.
- SMBs wanting a large app marketplace.
What are Zoho CRM and HubSpot CRM?
Zoho CRM
A low-cost, wide-feature CRM with a free 3-user plan and four paid editions priced per user. Small businesses that want to start free for up to three users, then step into low-cost per-user editions, will find a lot here, especially if Zoho apps are already in use. Mobile apps and basic workflows are included free. Ask about SSO and audit details before shortlisting.
HubSpot CRM
Free-to-start CRM that grows into paid Sales Hub tiers with per-seat prices and mandatory onboarding fees at the top. Teams can start free with up to two users and grow into paid Sales Hub seats, backed by a marketplace of 2,000+ integrations. Plan for the step to Professional, roughly 90 to 100 USD per seat plus a 1,500 USD onboarding fee, before depending on automation.
Zoho CRM vs HubSpot CRM: features compared
| Zoho CRM | HubSpot CRM | |
|---|---|---|
| What it is | A low-cost, wide-feature CRM with a free 3-user plan and four paid editions priced per user. | Free-to-start CRM that grows into paid Sales Hub tiers with per-seat prices and mandatory onboarding fees at the top. |
| Best for | Small businesses that want a free start and cheap per-user editions. | Teams starting free with up to 2 users. |
| Company size | Small to mid-size (62% of G2 reviewers are small business) | SMB to enterprise. |
| Pipeline management | Multiple pipelines from Standard; forecasting from Standard. | Deal pipelines, deal scoring. |
| Email and calendar integration | Calendar integration from Standard; Slack/Zoom/Teams integration. | HubSpot Sales Extensions in Gmail and Outlook. |
| Sales automation | Workflows in Free; process management from Professional; approvals from Enterprise. | Multi-channel sequences. |
| Reporting and forecasting | Standard reports in Free; unlimited reports from Professional. | Sales analytics and AI pipeline projections. |
| Mobile app | Mobile apps included, including Free. | IOS and Android. |
| Integrations and marketplace | Not published | 2,000+ marketplace integrations. |
| Free plan or trial | Free plan, Free trial | Free plan |
| Starting price | Free for up to 3 users; Standard $14/user/month billed annually | Free for up to 2 users; Sales Hub Starter from 7 USD per seat per month |
| G2 rating | 4.1 (2,940 reviews) | 4.4 (13,399 reviews) |
Pros and cons
Zoho CRM
Pros
- Low price for the feature set.
- Broad feature range and customization.
Cons
- Interface and setup can feel complex.
HubSpot CRM
Cons
- Large price jump from Starter to Professional.
Zoho CRM vs HubSpot CRM pricing
For 20 users on the cheapest plan that fits, Zoho CRM costs $3,360 a year and HubSpot CRM $4,800 at list price, a difference of $1,440.
| Zoho CRM | HubSpot CRM | |
|---|---|---|
| Pricing model | per user | per user |
| Per seat per month | $23 (Professional, annual) or $14 (Standard, annual) | $90 per seat per month (Sales Hub Professional, annual commitment) |
| Billing | Monthly and annual. | Monthly and annual. |
| 20 users per year | $3,360 (Standard) | $4,800 (Starter) |
| Add-ons | Team User licenses $9 annual / $11 monthly (third-party); Extra emails on CRM Plus Enterprise; Extra visitor tracking limits. | Onboarding $1,500 (Pro) or $3,500 (Enterprise); HubSpot Credits. |
Security, admin and contract: Zoho CRM vs HubSpot CRM
What each vendor states publicly about single sign-on, provisioning, audit logs, data location and the contract. A blank is a question for the sales call, not a no.
| Zoho CRM | HubSpot CRM | |
|---|---|---|
| Data residency | Not published | US East (AWS) default; EU Frankfurt for new customers since 2021. |
| DPA | Not published | Yes, legal.hubspot.com/dpa. |
| Contract | Monthly billing available on paid editions. | Monthly or annual commitment. |
Differences most comparisons miss
Worth knowing about Zoho CRM
- Free edition is limited to 3 users with 5,000 API calls/day and up to 10 free data exports.
- Zoho's pricing page shows INR by default; USD and local VAT/tax differ, so quote in your own currency.
- Field-level encryption and developer sandbox only on Enterprise.
- HIPAA compliance is listed from Standard.
Worth knowing about HubSpot CRM
- Professional requires 1,500 USD onboarding, Enterprise 3,500 USD.
- EU data center (Frankfurt) available to new customers since 2021.
- SOC 2 Type 2 report only via Trust Center.
- Free CRM limited to 2 users.
Zoho CRM vs HubSpot CRM: frequently asked questions
Which is better, Zoho CRM or HubSpot CRM?
It depends on the team. Zoho CRM is the stronger pick for small businesses that want a free start and cheap per-user editions, while HubSpot CRM suits teams starting free with up to 2 users. Compare the feature rows above against your must-haves before you look at price.
Is Zoho CRM cheaper than HubSpot CRM?
At list price for 20 users on the cheapest plan that fits, Zoho CRM costs $3,360 a year and HubSpot CRM $4,800. Add-ons, higher tiers and annual versus monthly billing can change that order.
Can I try Zoho CRM and HubSpot CRM for free?
Zoho CRM: free plan, free trial. HubSpot CRM: free plan.
Sources
Both columns use the same sources: vendor pricing and product pages, documentation, G2 and company records, checked on October 24, 2026. Full source lists are on the Zoho CRM and HubSpot CRM reviews.