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CRM PLATFORMS · MIGRATION GUIDE

Switching from Salesforce to HubSpot

HubSpot has no separate one-time “Salesforce migration wizard”; instead, its own Salesforce integration doubles as the import path. Connect it once and HubSpot can pull leads, contacts, accounts, opportunities, cases, campaigns, and custom objects directly out of your Salesforce org, no CSV export required. Here is exactly what moves automatically, what needs an inclusion list to finish syncing, and what you will have to rebuild by hand.

Jump to migration steps Read the full comparison
Bill Belcamino By Bill Belcamino · Last updated September 13, 2026 · Our methodology Researched and fact-checked by the HelpCompare team

Quick verdict: This is one of the more mechanical CRM migrations, provided you do it in the right order. Install HubSpot’s native Salesforce integration first, then use HubSpot’s built-in importer — “Objects from an app → Salesforce records” — instead of exporting CSVs by hand. Standard objects and custom objects both import this way, but only email addresses sync automatically for leads and contacts on the first pass; every other field only backfills once you configure an inclusion list. You will also need a paid HubSpot plan; the connector isn’t available on the free tier.

Estimate · your inputs

Switching Cost & Friction Estimator

Most buyers only budget for the new subscription. This estimates the hidden labor, data-cleanup, and retraining cost of actually making the switch.

25,000
10

Estimate assumes: 1 hour of data-mapping/cleaning labor per 2,000 records, a blended $75/hr ops rate, tiered migration & cleaning tooling fees, and 4 hours of retraining per seat at a $45/hr fully-loaded rate.

Estimated Migration Time —
Data Friction Rating —
Total Hidden Switching Cost $0

    Why teams move from Salesforce to HubSpot

    Salesforce’s September 2026 repricing

    Salesforce just folded Sales Cloud into three bundled editions (Core at $195/user/mo, Advanced at $395/user/mo and Max at $550/user/mo) that build in Slack and analytics whether you use them or not; only Max includes the full Agentforce for Sales suite. HubSpot’s Sales Hub starts at $20/seat/mo (standard price; a $7/seat/mo new-customer promo may apply for a limited time) and tops out at $150/seat/mo billed annually at Enterprise. AI features draw on metered HubSpot Credits (500 included on Starter).

    Less admin overhead

    Salesforce’s depth comes from configuration: flows, validation rules, and Apex customizations usually need a certified admin or a systems-integrator budget (often $25k–$250k+ for a real implementation). HubSpot’s CRM works close to out-of-the-box, which is why smaller RevOps teams migrate to cut ongoing admin cost, not just license cost.

    Marketing, sales, and service in one record

    HubSpot keeps marketing emails, deal history, and support tickets on the same contact timeline by default. Getting the equivalent view in Salesforce means licensing and wiring together Marketing Cloud and Service Cloud separately.

    Faster time to first value

    Teams that don’t need Salesforce’s deeper customization (multi-org architecture, complex approval chains, industry-specific data models) are often live on HubSpot in days rather than the weeks-to-months a Salesforce re-implementation usually takes.

    How the migration actually works

    HubSpot doesn’t offer a dedicated “Salesforce migration wizard” for orgs that aren’t already syncing the two systems; the path is to stand up the same Salesforce integration you’d use for ongoing sync, then run its object importer as a one-time (or repeatable) pull.

    StepWhat you do
    1Connect the integrationIn HubSpot, go to Settings → Integrations → App Marketplace, install the Salesforce integration, and authenticate with your Salesforce credentials via OAuth. This connection is required before any import option below is available.
    2Start the importGo to CRM → Contacts, click “Add contacts” → “Import,” then choose “Import data” → “Objects from an app” → “Salesforce records.”
    3Pick the objectSelect which Salesforce object to pull in: leads, contacts, accounts, opportunities, cases, campaigns, tasks, events, or any custom object you’ve built. Campaigns must be marked Active in Salesforce or they won’t be offered for import.
    4Filter what comes overOptionally scope the pull with filters (owner, record type, created date, status) so you’re not importing your entire historical Salesforce database in one pass.
    5Review and importCheck the field-mapping summary, then click “Begin import.” HubSpot’s own documentation notes large imports “may take several hours” while it paces itself against your Salesforce API limits.
    6Set up an inclusion listFor leads and contacts, only the email address syncs automatically on that first pass. Configure an inclusion list (a synced Salesforce report/segment) so the rest of each record’s fields populate; without it, most of your imported contacts will look nearly empty.
    7Repeat per object, then spot-checkRe-run the import for each object type you need, and manually trigger sync on individual records if a particular one doesn’t pick up automatically.

    What this path doesn’t do for you:

    Complex Salesforce automation (validation rules, approval processes, Apex triggers) has no direct HubSpot equivalent to import into; each has to be rebuilt as a HubSpot workflow or property rule by hand. There’s also no bulk import of historical activity logs or email history through this connector; that typically needs a dedicated one-time data-migration tool or a CSV export/import pass. And the connector itself requires a paid HubSpot plan (Professional or Enterprise on the relevant Hub), and it isn’t available on HubSpot’s free tier.

    Pricing side by side

    PlanHubSpot Sales HubSalesforce Sales Cloud
    Free / entryFree, up to 2 usersFree Suite, up to 2 users
    Starter tier$20/seat/mo (standard price)Starter Suite — $25/user/mo (Sales Cloud Core — $195/user/mo)
    Mid tier$90/seat/mo billed annually (+$1,500 one-time onboarding)Advanced — $395/user/mo
    Top tier$150/seat/mo billed annually (+$3,500 one-time onboarding)Max — $550/user/mo (Agentforce for Sales included; 2.75M Flex Credits per org per year)

    Salesforce relaunched Sales Cloud pricing around these three bundled editions in September 2026, folding Slack and analytics into every edition, with Agentforce for Sales included only in Max. Real-world Salesforce implementations often add $25k–$250k+ in one-time systems-integrator costs on top of list price; HubSpot’s onboarding fees are fixed and disclosed up front.

    Feature parity check

    CapabilityHubSpotSalesforce
    Lead & contact managementYes, nativeYes, native
    Opportunity / deal pipelinesYesYes, more configurable
    Custom objectsYes (Enterprise)Yes, extensive
    Workflow automationVisual, no-codeFlow Builder + Apex for advanced logic
    Built-in AIBreeze AI (metered through HubSpot Credits)Agentforce (bundled in Max)
    App marketplaceLarge, HubSpot App MarketplaceLarger, Salesforce AppExchange
    Sandbox environmentsEnterprise onlyPartial sandbox included from Core up
    Typical admin skill neededLow–mediumMedium–high (often certified admin)

    Going the other direction, or want the full comparison first?

    Read the HubSpot vs Salesforce comparison Switching from HubSpot to Salesforce instead?
    Verified data

    Security & access: what changes when you switch

    Security, offline and access rules that differ between Salesforce and HubSpot. Rows where both tools are the same (2) are left out; the full side-by-side is on each tool’s page: Salesforce, HubSpot.

    What changesSalesforce (today)HubSpot (after)
    SOC 2 reportSOC 2 reportType not stated by vendorsourceSOC 2 Type IIsource
    ISO/IEC 27001CertifiedsourceNot published
    Other certificationsSOC 1, SOC 3, ISO/IEC 27017, ISO/IEC 27018, PCI DSS Level 1, HITRUST CSF, C5, HDS, ENS High, ISMAP, APEC PRP, EU/UK BCR for ProcessorssourceSOC 1 Type II, SOC 3, HIPAA attestation, EU Cloud Code of Conduct, TRUSTe Certified Privacysource
    HIPAA (BAA)BAA availablesourceBAA availableEnterprisesource
    Single sign-on (SAML/OIDC)YesAll editionssourceYesProfessionalsource
    SCIM user provisioningYesAll editionssourceYesProfessionalsource
    Two-factor authenticationYesEnforcement: All editionssourceYesEnforcement: Free (optional to require); mandatory on Starter, Professional, Enterprisesource
    Admin audit logYesEssentialssourceYesStartersource
    Data residency choicesUS, EU, UK, Canada, Australia, Japan, India, Brazil, Singapore, South Korea, Indonesia, Israel, Switzerland, South Africa, UAEsourceUS, EU, Canada, AustraliaStartersource
    EncryptionTLS in transit (2048-bit RSA certificates); AES-256 on replication links between data centerssourceAES-256 at rest; TLS 1.2 or 1.3 in transitsource
    Offline modeWorks offlineThe Salesforce mobile app (iOS/Android) caches recent records for offline viewing and, when admins enable Offline Edit, lets users create, edit and delete records offline; pending changes sync automatically and conflicts are flagged on reconnect.sourcePartialCRM records cannot be created, edited, or viewed in the mobile app without a connection; only Mobile Notetaker can record meetings offline and link them to CRM records once back online.source
    Desktop appsNot publishedBrowser onlysource
    Offline limitsMobile apps only (not the browser); if users don't customize their cache, it holds up to 30 recent records for their five most recent objectssourceOffline meeting recording (Mobile Notetaker) is available on Sales Hub or Service Hub Professional and EnterpriseSales Hub / Service Hub Professionalsource
    IP allowlistingYesAll editions (per-profile ranges on Enterprise and up)sourceYesStartersource
    Device & session controlsYesEssentialsAdmin-set session timeout for inactive users; option to lock sessions to the originating IP address (Enterprise and up).sourceYesAll plansAdmin-set inactive session timeout (15 minutes to 3 days); users can review and remotely log out their own sessions on other devices.source
    Editorial assessment

    Before you cut over

    • Set up single sign-on in HubSpot on Professional before you invite the team, so accounts are created through your identity provider rather than by hand.

    Checked September 19, 2026 against each vendor’s own trust center, help docs and app pages. Hover or tap “source” to see the exact wording we relied on. “Not published” means we could not find the vendor saying it on its own site; it doesn’t mean the feature is missing. Plan names are the lowest plan the vendor says includes the feature. Security · Offline · Remote vs office · Download the data

    Frequently Asked Questions

    Does HubSpot have a dedicated Salesforce migration tool?

    Not a separate one-time wizard. HubSpot’s built-in Salesforce integration includes an “Objects from an app → Salesforce records” importer that effectively serves as the migration path for both standard and custom objects.

    What doesn’t come over automatically?

    For leads and contacts, only the email address syncs on the first import; every other field needs an inclusion list configured before it backfills. Salesforce automation like validation rules, approval processes, and Apex triggers has no import path at all and must be rebuilt in HubSpot.

    Do I need a paid HubSpot plan to import from Salesforce?

    Yes. The Salesforce integration and its object importer require a Professional or Enterprise subscription on the relevant HubSpot Hub, and it isn’t available on the free tier.

    How long does the import take?

    HubSpot’s own documentation notes that large imports “may take several hours,” since the tool paces requests to stay within your Salesforce org’s API call limits.

    Can I run HubSpot and Salesforce side by side during the switch?

    Yes, because the import runs through the same integration used for ongoing two-way sync, many teams keep both systems connected during a transition period rather than doing a single hard cutover.

    Canonical data for the tools on this page

    Every pricing fact, rating, AI billing model and switching guide we hold on each tool, on one page, with the date each figure was last verified.

    HubSpotPricing, free plan, AI cost & every comparison›SalesforcePricing, free plan, AI cost & every comparison›
    HubSpot vs SalesforceHead-to-head comparisonAttio vs HubSpotHead-to-head comparisonActiveCampaign vs HubSpotHead-to-head comparisonGoHighLevel vs HubSpotHead-to-head comparisonHubSpot vs KeapHead-to-head comparisonHubSpot vs KlaviyoHead-to-head comparison
    HubSpot to SalesforceSwitching guideAttio to HubSpotSwitching guideHubSpot to AttioSwitching guideActiveCampaign to HubSpotSwitching guideGoHighLevel to HubSpotSwitching guideHubSpot to ActiveCampaignSwitching guide

    Sources

    Prices on this page were recorded from each vendor’s own pricing page on the date shown at the top of the page. Vendors change pricing often — check the live source before you buy.

    Every figure is also in our open dataset (JSON and CSV, CC BY 4.0), with its source page and verification date. See how we research pricing.

    Cite this page: HelpCompare, “Switching from Salesforce to HubSpot: A Step-by-Step Migration Guide”, helpcompare.com/salesforce-to-hubspot-migration/ (updated ).

    Source links on this site are checked every month; last check . How sources are checked.

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    01 · CompareWhich tool fits your team, side by side.132 comparisons 02 · Price & approveSourced, dated pricing and a one-page brief for sign-off.Decision brief 03 · SwitchWhat moves, what you rebuild, what it costs.264 guides 04 · ShareDownload and cite the data. CC BY 4.0.Open data
    Bill Belcamino, founder of HelpCompare
    About the author

    Bill Belcamino

    Founder and author, HelpCompare

    Engineer by training, operator by experience, marketer by choice. Bill spent eight and a half years as an engineer at HP, was COO of Auctiva (the number one third-party selling platform on eBay, past 200,000 users) and ran Google’s $70M/year search syndication partnership at Alot.com. Then he spent 13 years building his own web properties with his own money at stake. He has bought, trialled, integrated and cancelled more SaaS tools than he can count, and started HelpCompare because the real cost of switching tools is the part nobody covers.

    “I’ve sat on both sides of the table: the agency recommending the tool and the client paying for it.”

    Researched and fact-checked by the HelpCompare team. Pricing on this page was last verified on September 13, 2026. No paid sponsorships, no affiliate commissions.

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