What does HubSpot cost?
Below, we’ll break down everything you need to know about HubSpot pricing, and help you decide what the best package for your organization is. This includes:
- The HubSpot pricing basics: A breakdown of the different hubs and tiers
- What’s included in each HubSpot Hub and Tier
- Other costs you might not be thinking about
HubSpot is a robust platform that offers a plethora of features to help businesses grow and succeed. The platform consists of six hubs, each with different tiers to choose from. This means that the cost of HubSpot can vary depending on the package you choose. While there are free versions of each product available, it’s important to note that they come with limited functionality that may not fully meet the needs of a growing business.
Typically, growing companies leverage a combination of Starter and Professional products to create their ideal HubSpot Tech stack.
HubSpot pricing basics: Hubs and Tiers
When it comes to organizing your business processes and maximizing efficiency, HubSpot has got you covered with their main software hubs: Marketing, Sales hub, Service, CMS, Operations, and Commerce hubs. Each of these hubs serves a unique purpose in helping businesses grow and succeed. While each hub is purchased separately, they are designed to work seamlessly together, so you can easily integrate your different workflows and streamline your processes.
Depending on what tech tools you use currently, you may or may not have a need for multiple hubs.
Each Hub is designed for a specific purpose.
- Marketing Hub: “Everything you need to launch effective marketing campaigns that make people interested in your business and happy to be your customer.”
- Sales Hub: “Get notified the moment a lead opens your email, track every interaction automatically, and organize all your activities in one place with HubSpot’s sales software. Start for free, and upgrade as you grow.”
- Service Hub: “Customer service software that builds organization and efficiency into your customer service team.”
- CMS Hub: Everything you need to build and scale a data-driven website.
- Operations Hub: Everything you need to connect your apps, sync and clean customer data, and automate business processes.
- Commerce Hub: Everything you need to turn opportunity into revenue.
HubSpot offers a variety of options to fit different business needs according to their growth goals. Its platform has four tiers: Free, Starter, Professional, and Enterprise, each one more complex than the previous one, with fewer limitations and an increasing number of features. This means that businesses can select the combination of hubs and tiers that they require the most.
You might choose one hub at Enterprise level, one at Starter, and one at Free, as needed. However, you can receive a considerable discount if you select the entire Growth Suite (which includes all three hubs) at the same level.
- Starter: Introductory version of HubSpot’s entire product suite with limited functionality
- Professional: Comprehensive marketing software for automation, reporting, and campaigns
- Enterprise: The most powerful marketing software for advanced control and flexibility
HubSpot offers flexibility between levels, so you can start at “Starter” and upgrade or have a mix of levels between the different Hubs.
HubSpot pricing guide
Since there’s a lot to cover when it comes to all of this, we’ll organize this guide first by hub, and then break each hub down by subscription tier (Free, Starter, Professional, Enterprise).
Throughout each section, we’ll highlight important features and tools, as well as what kinds of companies or teams are a great fit for each hub and tier.
But first, here’s an simplified version of the cost breakdown across all the hubs and tiers:
| Starter | Professional | Enterprise | |
|---|---|---|---|
| Marketing | $20 1k Marketing Contacts | $890 2k Marketing Contacts | $3,600 10k Marketing Contacts |
| Sales | Included 2 users | $560 5 users | $1,500 10 users |
| Service | Included 2 users | $500 5 users | $1,200 10 users |
| CMS | Included | $400 | $1,200 |
| Operations | Included | $800 | $2,000 |
| Commerce | Included | Included | Included |
Sales and Service Hub
So, if you’re NOT using the Marketing Hub, and only using Sales and/or Service Hubs, you will have unlimited contacts. Just know that if you ever do start on a paid version of the Marketing Hub you will have to start paying for those contacts.
The pricing model for different hubs is unique and distinctive. If we talk about the Marketing Hub, unlike other hubs, you get an unlimited number of users who can have access to the tools in your portal.
However, you are charged by the number of contacts you have. On the other hand, we have Sales and Service Hubs, which follow a pay-per-seat model for any tier above the free version. This approach implies that if you want your users to access certain tools and functionalities in your portal, they will require a paid seat specifically for them.
This is a fair and transparent business model, and we assure you that you will get the best features and usability for your money. We’ll delve into this further, and provide detailed information later so that you can make an informed decision for your business.
Marketing Hub pricing
Free Marketing Hub
Try HubSpot’s Marketing Hub for free with the user-friendly and cost-effective free tier. You can access many of its core features, including basic form creation, chatbots, contact record management, and marketing emails without fees.
However, there are feature limitations, such as five dynamic lists and 2,000 marketing emails per month. Additionally, the “HubSpot” branding appears on your assets.
When you’re ready to scale up, choose the paid tier that meets your needs. By starting with the free version, you can make an informed decision on which tier to invest in.
Caveats to paid tiers
As you consider upgrading to one of HubSpot’s paid plans for their Marketing Hub, it’s crucial to remember that the overall functionality limitations and contact thresholds are the driving force behind the decision, not user limits.
This aspect is advantageous for any marketing teams that have multiple stakeholders involved, such as freelancers, interns, agency experts, team members, or even individuals from different departments who display a simple “HubSpot curious” interest. This means that you don’t have to worry about inviting everyone to the HubSpot portal party, and you won’t pay any extra costs for doing so.
This is definitely a win-win situation for businesses that have an extensive network of professionals involved in their marketing efforts, ensuring that everyone has access to the tools and resources they need to be successful, with no additional fees required.
*What’s a marketing contact? In HubSpot, marketing contacts are defined as any contacts you’re actively communicating with through marketing emails or ads. You can store up to 1 million non-marketing contacts in the CRM for free, but you’ll have to pay for contacts you’re sending marketing emails to or targeting with ads through HubSpot, according to the pricing above.
Keep a close eye on how many marketing contacts you have in your portal. If you go over your limit, you’ll be billed the next day for the next band of contacts (1,000 for Starter, 5,000 for Pro, and 10,000 for Enterprise), and won’t be able to decrease your marketing contact tier until your next contract renewal.
Pro tip: You’ll notice that marketing contacts become significantly cheaper once you get to the Enterprise level of the Marketing Hub. If you’ve got over 60,000 contacts (or know you will in the near future), you’ll actually save money on Enterprise over Professional or Starter.
Starter ($20/month + contacts)
HubSpot’s $20/month Starter package offers three key upgrades from the free tools:
- The “HubSpot” branding on all of your assets disappears
- You get more lists and more emails (instead of five lists you get 25, and instead of 2,000 emails a month you get five times your contact limit)
- You get access to a drag-and-drop landing page builder.
It’s important to remember that once you make the transition to a paid service, managing your contact limits becomes crucial. With HubSpot, their free tier allows you to store up to 1 million contacts at no cost; however, when upgrading to a paid tier, the price of contacts can quickly add up.
Your initial purchase includes the first 1,000 contacts as part of the $20 flat fee, but any additional contacts required will add to your monthly bill with pricing starting at $20/month (per 1,000 contacts).
As your contact list grows and you require more than 1,000 additional contacts, the price scales down per 1,000, but it’s something to keep in mind to ensure you’re not spending unnecessarily on contacts your business may or may not require.
Marketing Hub Starter is a great fit for: Small companies/teams (companies of 1-20 employees, marketing teams of 1) who want to get their feet wet with HubSpot’s basic functionality without making a major financial commitment, or companies who are just getting started with inbound marketing and want a tool that will grow and scale with their budding strategies.
If you already know you’re going to want marketing automation tools, customized reporting, and detailed tracking of your results, you’ll quickly hit your limit with Starter, and may as well just start at Professional.
The biggest takeaway: Upgrade with caution and always remember to clean out unused contacts in your database.
Pro tip: If you’re a serious inbound marketer looking to automate some processes, the Starter tools are really only going to get you so far. You will be limited to 10 automated actions on forms and 10 automated actions on emails.
For smaller companies/teams or anyone just getting started with marketing automation, this could be just enough. For others looking to save time with more robust, automated experiences, you’ll need to go to the Professional level.
Professional ($890/month + contacts)
Marketing Hub Professional includes 2,000 contacts at the $890/month subscription. For each additional 5,000 contacts, you’ll pay $250/month.
For example, if you have 5,000 contacts, you’ll pay $1,140 per month – that’s the base $890 + $250 for 5,000 additional contacts.
Pro is where it gets really good. While the Free and Starter tools are a great place to start for anyone who’s just getting going with inbound marketing, HubSpot Marketing Professional is for the serious inbound marketer.
The Professional-level tools are where you can really start automating your processes, as well as creating and tracking content on the HubSpot platform.
The major added features above Starter include:
- Content tools
- Blog hosting
- Content strategy/SEO tools
- Social media publishing tools
- Calls-to-action (trackable buttons/graphics/links)
- Video hosting and basic reporting
- SSL certificate and subdomains (for hosting landing pages and/or blog articles)
- Automation and optimization tools
- Workflows (HubSpot’s automation engine)
- Smart content
- A/B testing emails and landing pages
- Custom reporting (up to 100 custom reports)
- Teams (creating your team structure in the tool and permission around teams)
- Salesforce integration (HubSpot’s only native CRM integration)
HubSpot Marketing Hub Pro is a great fit for: Any company serious about executing inbound marketing strategies, automating manual processes, and tracking the success of their digital marketing campaigns.
Enterprise ($3,600 + contacts)
Marketing Hub Enterprise was created for large marketing teams that will have a number of users and will need to partition the tool in different ways for different teams.
There are a handful of features in Professional that have increased limits when moving to Enterprise: 100 custom reports in Professional vs. 500 custom reports in Enterprise; 10 teams in Professional vs. 300 teams in Enterprise, etc.
Along with increased limits on different tools, the major added functionalities in Enterprise are:
- Multiple scoring properties
- Single sign-on (SSO)
- Custom attribution and event reporting
- Content partitioning
- CMS membership (restricting access to HubSpot-hosted pages)
- Hierarchical teams
- Account-based marketing tools
- Revenue attribution reporting
- Custom objects
Marketing Hub Enterprise is a great fit for: Large marketing organizations with multiple teams and lines of business that will need to easily partition different parts of the tools. Companies with large marketing contact databases (over 60,000) will save money on Enterprise, even if they don’t need all of the functionality.
Enterprise is also a great fit for marketing teams with more complex processes and advanced automation needs.
HubSpot Sales Hub pricing
The Sales Hub was HubSpot’s second major addition after Marketing Hub. It allows sales teams to track their activity and deals in the same place where all of their marketing data lives.
It uses the same exact CRM, which means if you’re using both the Marketing and Sales Hubs you’ll see activity for contacts throughout their entire lifecycle from the first touch to when a deal is closed.
Free
Like Marketing Hub Free, the free version of Sales Hub gives you an opportunity to try the platform before you buy it.
You’ll be able to set up one deal pipeline (with different deal stages) with easy meeting scheduling. You can manage your contacts and track when they’re opening and clicking on your emails, and even create up to five text templates and snippets to save time on the same types of one-to-one emails you’re sending all the time.
The free sales tools really give you a tiny taste of what the Sales Hub has to offer — we only recommend using the free tools if you’re a single user looking to improve productivity and track your own individual process better, since you won’t be able to customize the tools enough to make it work for a full sales team (or multiple teams).
Caveats to paid tiers
For both Sales and Service Hubs, you are allotted a certain number of users at the base pricing — two users for Starter, five users for Professional, and 10 users for Enterprise. That means if you want the Enterprise features, even if you’re a team of four, you’ll be paying for 10 seats.
If you have users that just need access to the database, but not to the added functionality of a paid seat, then you can always add them to your portal without a paid seat, and they’ll be able to access tools and functionalities that are in the free version of HubSpot (including your contact database).
This means you really only need to buy paid seats for users who will be actively using the sales tools and needing access to advanced features.
Starter ($20/month — 2 users included)
Per the name, the Starter sales tools are a great place to get started with the sales platform if you’re not ready to make a larger financial investment and want to get some things set up before deciding whether or not to pay for the Professional or Enterprise tiers.
Here are the feature highlights:
- 1,000 email templates and snippets
- 1,000 automated email sequences
- Monthly revenue goal tracking
- 1 Conversations Inbox with team email
- 2 deal pipelines
- Conversation routing (assigning incoming chats and emails to individual users automatically)
Sales Hub Starter is a great fit for: Sales teams of one with no need for deal automation or custom reporting on sales productivity or pipelines. Again, it’s a great place to start if you want to try out some features and get your portal set up before investing in an upgraded level.
Professional ($500/month — 5 users included)
Like Marketing Hub, the Professional level is where you unlock the ability to automate manual processes and do custom reporting on your team’s processes.
If you’ve got many different sales teams with multiple levels of management, you’ll likely want to look at going Enterprise.
Functionality highlights include:
- Up to 15 different pipelines (with different deal stages)
- Teams (up to 10)
- Automated sales email sequences
- Workflows (HubSpot’s automation engine)
- e-Signature (limited to 10 signatures per user per month)
- Product library and quotes
- 1:1 video creation
- Sales analytics (pre-built reporting on all kinds of different sales metrics)
- Custom reporting (up to 20 custom reports)
- Salesforce integration
- Stripe integration
- Slack integration
- Calculated properties
- Required fields for data management on deals
Enterprise ($1200/month — 10 users included)
Sales Hub Enterprise allows for more complex teams with sophisticated processes to be able to operate effectively in HubSpot.
Major functionalities that allow for that are:
- Hierarchical teams (mimic your team’s structure and set up permissions/assignments based on those teams)
- Playbooks (to enable your team to follow processes)
- Single sign-on (SSO)
- Webhooks (to pass information between HubSpot and other platforms)
- Quote-based workflows
- User roles (for managing high volumes of user permissions)
- Call transcription (English only)
- Recurring revenue tracking
- Custom Objects
Sales Hub Enterprise is a great fit for: Organizations with a large number of sales reps and managers who need a high level of configuration and governance over processes.
HubSpot Service Hub pricing
Free
HubSpot’s last version of “try it before you buy it,” Service Hub Free gives you access to set up one ticket pipeline, connect a team email (and manage that team email in one Conversations inbox alongside any of your live chat conversations), and look at canned productivity reports for your support reps.
Just like the free sales tools, the free service tools give you a small taste of what the Service Hub has to offer.
We recommend using the free tools if you’re a single user looking to improve productivity and track your own individual process better, since you won’t be able to customize the tools enough to make it work for a full customer service or support team (or multiple teams).
Caveats to paid tiers
All the same caveats as the Sales Hub exist here.
Starter ($20/month — 2 users included)
Like Sales Hub, Service Hub Starter will allow you to get your portal set up at a low cost, but unless you’re a super small team, it likely won’t give you enough functionality to be your solution long term.
Here are the feature highlights (look familiar?):
- 1,000 email templates and snippets
- 1,000 automated email follow-up sequences
- Basic monthly goal tracking
- 1 Conversations Inbox with team email
- 2 ticket pipelines
- Conversation routing (assigning incoming chats and emails to individual users automatically)
- 10 reporting dashboards
Service Hub Starter is a great fit for: Service or support teams of one with no need for ticket automation or custom reporting on team productivity or pipelines. Again, it’s a great place to start if you want to try out some features and get your portal set up before investing in an upgraded level.
Professional ($500/month — 5 users included)
Like Marketing and Sales Hubs, Service Hub Professional unlocks automation capabilities as well as custom reporting and additional pipelines. Plus, you get access to customer surveys and a knowledge base.
Here are the major added functionalities you get:
- Up to 15 different ticket pipelines (with different ticket statuses)
- Knowledge base (searchable content for answering customer questions)
- Logged-in Visitor Identification (see in Conversations Inbox if a user is logged in on your site)
- 1:1 video creation
- Net promoter score, customer experience, and customer support surveys
- Custom reporting (up to 20)
- Workflows (HubSpot’s automation engine)
- Teams (up to to 10)
- Slack integration
- Calculated properties
Service Hub Pro is a great fit for: Services organizations with 1-20 reps and one level of management. If you’ve got many different support or services teams with multiple levels of management, you’ll likely want to look at going Enterprise.
Enterprise ($1200/month — 10 users included)
Service Hub Enterprise allows for more complex teams with sophisticated customer service processes to be able to operate effectively in HubSpot.
Added functionality includes:
- Hierarchical teams (mimic your team’s structure and set up permissions/assignments based on those teams)
- Goals (set quotas for users and teams)
- Playbooks (to enable your team to follow processes)
- Single sign-on (SSO) and Knowledge Base SSO
- Webhooks (that pass information between HubSpot and other platforms)
- Quote-based workflows
- User roles (for managing high volumes of user permissions)
- Call transcription
- Custom Objects
Service Hub Enterprise is a great fit for: Organizations with a large number of support reps and managers who need a high level of configuration and governance over processes.
Is the HubSpot pricing worth it for you?
There are so many different aspects of functionality across all of the HubSpot Hubs that it can be overwhelming to wade through.
The most important thing is to decide what’s most important for your organization (not only for where you are now, but how you’re looking to grow), and make sure the level you choose gives you access to those capabilities.