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Hubspot vs. Pardot Salesforce: Who Takes the Cake?

hubspot vs pardot

As the eCommerce technology advances and expands globally, CRM solutions that help better navigate online marketing have become more abundant throughout the market. Platforms appear and grow to be more efficient and accessible, allowing even non-tech-savvy users to easily integrate a workflow-boosting system.

Among the CRMs that grab our attention, in particular, are Hubspot (a freeware package of tools for various optimizations) and Pardot from Salesforce (a platform positioned as a B2B marketing automation CRM). A wide audience of users recognize both of these platforms.

But what’s better to settle with when it comes to your particular case? Need to figure out a dilemma? Let’s try to see what each solution has to offer and who beats who according to different aspects. This is Hubspot vs. Pardot.

What Is Hubspot CRM?

Hubspot CRM is a market-renowned, fully-featured CRM solution that has free features out-of-the-box as its main selling point. If you thought thorough marketing automation software must cost a pretty penny to bring any results, Hubspot begs to differ.

With this handy platform, you can:

  • Manage a database of contacts, deals, transactions, and companies in custom or pre-configured fields with a convenient timeline.
  • Track leads and contacts while recording the history of their actions for inbound marketing.
  • Make appointments/calls with clients directly through the website with integrated Hubspot.
  • Create and place forms and pop-ups on the site to collect emails, contacts, and other important user data.

What Is Salesforce Pardot?

Pardot is provided by Salesforce, a well-known company in the market, so you know solid people run this software. It's all about B2B marketing automation, offering features for advanced e-analytics, ROI reporting, and more. The platform boasts having over 150,000 users worldwide.

Pardot offers to:

  • Adjust real-time notifications to better engage users on a regular basis.
  • Use prospect reviews to make sure you can see your prospect's journey details every step of the way.
  • Add a live chat for lively communication with users.
  • Accept user submissions via simple forms, and much more.

Who Uses What?

Hubspot was originally developed as a marketing and sales automation solution for SMEs (small- and medium-sized businesses). Over the past 10 years, the company has developed solutions to fully support companies of all sizes. Both small startups managed by several people and international corporations use it.

Pardot, alternatively, is a better fit for large-scale companies that have enough budget to adopt a powerhouse solution. The platform has email templates for regular mass newsletters, tools for creating SEO-optimized landing pages, and much more – all with a focus on a wide area of application.

Thus, Hubspot best fits:

  • Small-to-mid-scale B2B companies (any sort of B2B organization will find Hubspot more than handy).
  • Small-to-mid-scale IT companies (any business that needs to handle lots of commercial info and manage sales cycles).
  • Online services (lots of SaaS solutions and online services are based on Hubspot due to painless integration).

On the flip side, integrating Hubspot wouldn’t be the greatest idea for:

  • Bigger B2B and other companies that seek in-depth customization (Pardot lets you go deep when it comes to the individual configurations, but the company must also be ready to pay $1,000-$3,000 per month to use it).
  • Large retail (offline sales outlets, retail chains should better go for more complex and all-in-one Pardot, which has wider management coverage and in-depth customizations).
  • Large-scale companies with 200+ staff members (Hubspot won’t be enough to handle everything at the same time for such large organizations).

Salesforce Pardot vs. Hubspot: The Ultimate Showdown

We can say for a fact that both platforms are reasonable, featuring user-friendly interfaces, email marketing and lead nurturing capabilities, which makes the Hubspot vs. Pardot comparison pretty difficult to judge. However, each has its major advantages.

With Hubspot, it all comes down to the fact that it offers:

  • Lots of free tools. Hubspot CRM is free for many users, and it provides many out-of-the-box marketing automation tools. To expand beyond the default capacities, however, you still need to pay for a pro plan.
  • Customer actions tracking. Add the Hubspot script to your site, and it will start tracking visitor activity. But unlike Google Analytics or Yandex Metrics, Hubspot ties all user actions to the individual card in the system. By opening the contact record, you can see all the pages this user visited, the forms they filled out, etc.

The platform’s drawbacks, on the other hand, include:

  • Humble extensibility. Unlike Professional/Enterprise versions of Salesforce Pardot, you cannot create your own objects in Hubspot (for instance, if you want to see "Project" as a separate system object).
  • Lack of Russian localization. Like most Western systems, Hubspot offers its system in English and several other languages (German, Spanish, etc.). You will have to figure out menu items on your own time.

In turn, Salesforce Pardot gives you:

  • Customizations. There are a huge number of widgets that help to analyze the company's activities in different sections. Salesforce makes it possible to quickly customize the system for almost all business processes and for companies in various industries.
  • Efficient management. You can thoroughly track the activity of your employees, such as calls made or letters sent. All this allows you to get a larger picture of your business progress.

Pardot isn’t free from drawbacks, however, including:

  • Costly customizations. Price matters, especially when it comes to small companies. If you intend to use third-party applications or make lots of individual adjustments, then be ready to pay additional fees.
  • Difficulties in creating reports. This can be tricky. Even reporting basic information when using Salesforce can be difficult. To make the most of all the information about your activity, you must be ready to go through the step-by-step path of studying the available system functionality.

Going for Utter Objectivity: Hubspot vs. Pardot vs. Marketo

To take a thorough look at the essential differences in prices between the platforms at hand, let’s introduce another challenger. This will help us get a wider perspective. Marketo is a marketing automation solution that’s somewhere on the same market level with the other two discussed platforms.

Take a look at this Pardot vs. Marketo vs. Hubspot table to see price fluctuations in pro versions and make a final choice:

hubspot vs pardot vs marketo


As you can clearly see, all discussed platforms have what it takes to satisfy the needs of businesses of different scales. What we can say for sure is that when it comes to Salesforce Pardot vs. Hubspot, the latter is much cheaper to afford yet isn’t enough for a large corporation with 200+ employees. For small-to-medium companies, however, it may be a cost-efficient yet powerful way to handle marketing automation.

Pardot is more expensive and better optimized for use by retail chains and large businesses. You pay for what you get and get what you pay for, basically. So, the ultimate choice comes down to whether you need a more customizable, consistent approach or a lighter, more affordable solution.

All in all, go for Hubspot if your business is still looking to grow and expand, or choose Pardot if you need to efficiently manage a huge organization.

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Written by

Arthur Koryaka

Starting from 2007, Arthur managed to successfully help automotive, insurance and healthcare industries to adopt a CRM system. As an experienced consultant, Artur proved his practical knowledge by passing certifications for the different Salesforce roles. Over the years, Arthur is developing his expertise in the financial industry and helps clients migrate to Finance Sevices Cloud.

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