Skip to main content

They Ask, You Answer Mastery

A coaching & training program that drives unmatched sales & marketing results.


Sales Performance Mastery

Improve the competencies and close rates of your sales organization.

Web design

Website Mastery

Web design, development & training for your team.


HubSpot Mastery

Everything you need to get the most from HubSpot.

AI Mastery

AI Enablement Mastery

Unlock the power of AI in all aspects of your revenue operations.

Discover how IMPACT’s services can help take your business to the next level. Book a free 30-minute coaching session Book a free 30-minute coaching session
Learning Center
Learning Center

Learning Center

Free resources to help you improve the way you market, sell and grow your business.

[NEW] The Endless Customers Podcast is now available everywhere. Learn how to earn trust & win more customers in the age of AI. Listen Now Listen Now

Free Assessment: How does your sales & marketing measure up?


Free Assessment:

How does your sales & marketing measure up?
Take this free, 5-minute assessment and learn what you can start doing today to boost traffic, leads, and sales.
Joe Bachir

By Joe Bachir

Jan 16, 2020


HubSpot Marketing Strategy
Join 40,000+ sales and marketing pros who receive our weekly newsletter.

Get the most relevant, actionable digital sales and marketing insights you need to make smarter decisions faster... all in under five minutes.

Thanks, stay tuned for our upcoming edition.
HubSpot  |   Marketing Strategy

Does HubSpot work for startups?

Joe Bachir

By Joe Bachir

Jan 16, 2020

Does HubSpot work for startups?

HubSpot has historically been known for being a great platform for small-to-medium-sized businesses (SMBs), and it has more recently expanded features and toolsets to cater to larger mid-market and enterprise businesses. 

But what about startups — those companies who are small now, but have dreams of making it big? 

Startup companies have not only a unique set of needs to be able to grow their businesses, but are also often tight on cash and man-power as they try to get off the ground.

Each startup company evaluating HubSpot should take into consideration its specific needs, industry, and goals. In this article, we’ll look at the major reasons why HubSpot is a good fit for some startups, as well as reasons it may not be the best fit for others.

HubSpot for Startups program

To start off, HubSpot has a dedicated program just for startup companies. If you’ve been looking at HubSpot’s standard pricing and packages, you may feel as though it’s out of your startup’s league. 

However, the HubSpot for Startups program offers up to 90% discounts on HubSpot's entire platform, effectively eliminating the costs barrier.

(Note, depending on your funding level, you’ll get a different discount level, and the discount will scale back over the course of a few years.) 

A few other features of the HubSpot for Startups program that make it attractive: access to all of HubSpot Academy’s educational resources, training and resources specific to startup companies, and access to over 300 platform integrations with tools like Stripe and Zapier. 

So what’s the catch? There are two main criteria for being eligible for the program: you must be a current member or alumni of an approved partner/incubator, and have raised up to Series A round of funding.

If you’ve already decided on HubSpot, getting into this program will save you cash and help you get started with the platform quickly.

If you’re still not sure if HubSpot is really a good solution for startups, stick around.

Why HubSpot is a good fit for startups

Onboarding and training

Startups are usually running on a smaller budget than larger companies. One of the most important but expensive things that a startup can do is invest in training its employees. HubSpot does an excellent job of including tons of training materials for your team to get started.

So, should you choose HubSpot for your marketing and sales needs, you can rest assured that its requisite training resources (HubSpot Academy) already exist, they are high quality, and they are frequently updated. 

These materials include free certification courses that will walk your team members through many of the HubSpot tools and strategies.

You will also have documentation, and training programs built for customers from the HubSpot Academy team, allowing your team members to hit the ground running .

Because HubSpot is built to be user-friendly and quick to learn, once you get into your portal and get your team started on training resources, there will be virtually no barrier to starting to use the platform for your marketing, sales, or service efforts.

In the onboarding period after you begin working with HubSpot, you will have access to the HubSpot for Startups (HSFS) implementation team for the first 30 days of your subscription service, and full access to HubSpot support. You can see all the details of the onboarding program here.

Special startup pricing

As mentioned above, because of special pricing that’s available only to startup companies, HubSpot has effectively eliminated any price barrier.

Startups who have raised over $2 million in named funding up to and including Series A are eligible for 50% off in their first year, and 25% off ongoing.

Startups with under $2 million in funding are eligible for 90% off in their first year, 50% in their second, and a 25% discount ongoing.

This makes HubSpot affordable no matter what stage your startup is in. If you’re not familiar with HubSpot’s standard pricing structure, it’s worth reviewing the packages and subscription levels.

And, if you’re wondering what you get with each Hub at each subscription level, check out this article that breaks that down.

Growing with HubSpot

One of the most important reasons why HubSpot is great for startups is that the platform can “grow with” your company. This means that you can start on lower subscription levels that are cheaper and have fewer features, and upgrade to more robust subscription levels as your company’s needs grow.

HubSpot offers many enterprise and professional features that lend themselves to larger teams and companies.

As your team and budget grow, and your use of HubSpot increases, you’ll know when it’s time to upgrade to a higher subscription level when you start running into capacity limits or realize there are additional features you need or want that can only be accessed at a higher level.

HubSpot also offers over 300 integrations with other platforms. This allows you to grow with tools outside of HubSpot that will also be able to feed information into HubSpot. This is important if your startup uses many other tools outside of HubSpot.

For example, your company might run events using Eventbrite, and need to get your attendee information into HubSpot — there’s an integration for that! Check out HubSpot’s App Marketplace if you’re curious to see what integrations are currently live.

Why HubSpot might not be a good fit for some startups

While HubSpot offers many benefits to startups, there are some reasons why they might not want to use HubSpot.

Less flexibility compared to other CRMs

Depending on the industry you’re in and how your startup is structured, you may need a completely customized CRM. While HubSpot offers customization options for building out your CRM, the platform currently allows less custom configuring than other enterprise-level CRMs like Salesforce and Microsoft Dynamics.

But be careful — as less flexibility in a CRM isn’t always a con. Sometimes, completely custom CRM builds can turn into clunky, messy tools that team members don’t always use.

HubSpot is made to be easy to set up and use, which means if you can fit your processes into how HubSpot is structured, you’ll likely have higher adoption and usage for your team.

No owner of HubSpot at your company

One of the keys for any company to be successful with HubSpot is to have someone that “owns” it for your team. This means they’re the one responsible for making sure it is adopted and used effectively. 

Even if you end up working with HubSpot or one of their partners to help you use the platform, having an internal owner of HubSpot on your team will make sure your use of the tool grows as your company grows.

On the flipside, not having an owner most often leads to wasted money on a platform that’s not being used for what it was originally purchased for.

Lack of organizational buy-in to the inbound methodology

HubSpot at its core was built for companies who are bought-in to the inbound methodology (read: What is inbound marketing?). The execution of this methodology is focused around attracting, engaging with, and delighting prospects and customers.

While there may be buy-in from one part of the team, like the marketing department, if there isn’t buy-in across the organization, many of the tools and features you want to use will render themselves less than effective. 

For example, if as a marketer you want to empower your sales team with content that answers prospects’ questions, you might create some sales email templates in HubSpot for reps to use that link to different resources.

But if your sales team isn’t bought in to inbound, they likely won’t all of a sudden start using these resources; they’ll keep doing things as they’ve been doing them.

Wondering how to get that buy-in? Get everyone in a room and show them how it’ll change your business!

Is HubSpot right for your startup?

HubSpot has a lot to offer startups at different stages of growth, especially those who are ready to start executing inbound marketing, sales, and customer service. 

In order to determine if HubSpot is right for your startup, decide whether or not you’ll need the deep customization other larger platforms offer, as well as whether someone on your team can truly own your company’s use of the platform.

Got more questions on what HubSpot has to offer? Check out this detailed guide on what HubSpot’s Marketing Hub has to offer, and this exhaustive list of HubSpot pros and cons.

Got even more questions? We’d love to help!

Free Assessment:

How does your sales & marketing measure up?
Take this free, 5-minute assessment and learn what you can start doing today to boost traffic, leads, and sales.

Related Articles

HubSpot vs WordPress: Which is Better for Your Business Website?

January 11, 2024
Vin Gaeta Vin Gaeta

HubSpot Updates: New Tools and Features to Kick Off 2024

January 8, 2024
Jessica Palmeri Jessica Palmeri

How a Remodeling Company Tamed Its AR Problem with HubSpot

December 18, 2023
John Becker John Becker

HubSpot Update November 2023; New Tools Bring Cautious Excitement

November 8, 2023
Jessica Palmeri Jessica Palmeri

HubSpot Update September 2023: What’s New from INBOUND

September 13, 2023
Jessica Palmeri Jessica Palmeri

HubSpot Pricing: Your Guide to Everything HubSpot Costs

August 24, 2023
Will Smith Will Smith

How To Measure The Trust You've Built With Your Audience (with template)

August 7, 2023
Marcus Sheridan Marcus Sheridan

HubSpot CRM Review — Pros and Cons

July 24, 2023
John Becker John Becker

Track These 5 Inbound Marketing Metrics to See Better Results

October 31, 2022
John Becker John Becker

Can HubSpot Help My Retail Business Grow?

July 31, 2022
Joe Bachir Joe Bachir

Get More Out of HubSpot Reporting With a Third-party Tool

July 9, 2022
John Becker John Becker

4 Keys To An Effective HubSpot Strategy in 2022

April 22, 2022
Joe Bachir Joe Bachir

Using They Ask, You Answer in Customer Service

April 1, 2022
John Becker John Becker

Is The HubSpot Free CRM Actually Free?

February 18, 2022
Joe Bachir Joe Bachir

Ultimate List of HubSpot Pros and Cons

January 8, 2022
Joe Bachir Joe Bachir

How To Optimize Your Marketing Automation Workflows With HubSpot (Tips)

November 12, 2021
Joe Bachir Joe Bachir

Top 13 Inbound Marketing & HubSpot Solutions Partner Program Agencies for 2022

October 29, 2021
Joe Bachir Joe Bachir

HubSpot Sales Hub: 18 Things Every Sales Rep Should Know How to Do (+ Videos)

October 28, 2021
John Becker John Becker

INBOUND 2021 Recap: Takeaways, Speakers, and Lessons Learned

October 25, 2021
John Becker John Becker

Need a HubSpot Admin? Here’s How to Find and Hire the Right Candidate

October 22, 2021
John Becker John Becker

How to Get Sales Reps to Use the HubSpot CRM

October 18, 2021
Joe Bachir Joe Bachir

HubSpot and Data Privacy: How to Collect Contacts the Right Way

October 4, 2021
John Becker John Becker

INBOUND is Fast Approaching, Google Leads are Syncing, and Workflow Actions are Placeholding [Hubcast 275]

September 23, 2021
Joe Bachir Joe Bachir

How to Know When You’ve Outgrown HubSpot Sales Hub Starter

September 23, 2021
John Becker John Becker

How to Get the Most Out of Your 2-Week HubSpot Free Trial

September 13, 2021
John Becker John Becker