Salesforce to HubSpot Migration

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Who should switch (and who shouldn't)

Good fit: SMB and mid-market teams that use a fraction of Salesforce, want marketing and sales on one platform, and don't have a full-time Salesforce admin. Think twice: organizations with heavy Apex code, complex CPQ, many custom objects with deep relationships, or strict territory models. Moving those is a re-implementation project, not a data move.

Cost comparison per seat

Like for like: Salesforce Pro Suite ($100/user, annual) vs. HubSpot Sales Pro ($90/seat, annual) are close per seat. HubSpot adds a $1,500 onboarding fee, and its Marketing Hub tiers can dominate the total if you need marketing automation.

Compare HubSpot plans

Pros and cons

HubSpot pros: easier to administer, marketing tools built in, a free tier for up to 2 users (source: https://www.hubspot.com/pricing/sales, https://www.hubspot.com/pricing/marketing and https://www.hubspot.com/pricing/crm, verified 2026-10-14), and generally faster adoption. HubSpot cons: less flexible for complex data models; Marketing Pro starts at $800/mo annual with 2,000 contacts, extra contacts cost from $250/mo per 5,000, and Pro/Enterprise tiers carry one-time onboarding fees of $1,500–$7,000 (source: https://www.hubspot.com/pricing/sales, https://www.hubspot.com/pricing/marketing and https://www.hubspot.com/pricing/crm, verified 2026-10-14); some Salesforce features (e.g., complex approval chains, Apex) have no direct equivalent. Salesforce, for balance: it's the more customizable platform, and its Starter Suite at $25/user is competitive for small teams (source above).

Object and field mapping

Migration options

1. HubSpot's Salesforce integration (sync). Run both systems side by side, then cut over. Requires HubSpot Professional or Enterprise (Marketing, Sales, Service, Data, Content Hub or Smart CRM), a Salesforce edition with API access (not Group Edition), and a Salesforce system administrator (source: https://knowledge.hubspot.com/salesforce/install-the-hubspot-salesforce-integration, verified 2026-10-14).
2. CSV import of each object, in this order: companies → contacts → deals → activities. HubSpot's Advanced import (Data Management → Data Integration → Import data) handles multiple objects in one file or several files joined by a common column, and is available on all plans. Importing association labels needs Professional or Enterprise, existing emails, meetings, notes, and tasks can't be updated by import, and new CRM users can try HubSpot's self-service transfer tool (source: https://knowledge.hubspot.com/import-and-export/import-objects, verified 2026-10-14). File limits: up to 512 MB and 1,048,576 rows per file, with 500 imports a day on paid tiers or Smart CRM. Free tools allow 20 MB and 50 imports a day (source: https://knowledge.hubspot.com/import-and-export/set-up-your-import-file, verified 2026-10-14).
3. Third-party tools: Import2 is free up to 500,000 records when the source vendor sponsors the migration; otherwise it's from $499 one-time, with services from $5,000 (source: https://www.import2.com/pricing, verified 2026-10-14). SyncMatters (formerly Trujay) is free under 100 records, then $149 / $349 / $599 / $1,199 / $2,499 up to 500,000 records (source: https://syncmatters.com/migrations/pricing, verified 2026-10-14).

Step-by-step

1. Clean: dedupe, archive dead leads, and standardize picklists in Salesforce first.
2. Export: Salesforce Data Export (Setup → Quick Find "Data Export" → Export Now or Schedule Export; weekly on Enterprise/Performance/Unlimited, monthly on other editions) (source: https://help.salesforce.com/s/articleView?id=xcloud.admin_exportdata.htm&type=5, verified 2026-10-14), or the Data Loader desktop app (Export → choose object → CSV) (source: https://developer.salesforce.com/docs/platform/data-loader-impl/guide/exporting-data.html, verified 2026-10-14).
3. Map: build the property map above, and create custom HubSpot properties before importing.
4. Import: start a portal (create your HubSpot account), then import in dependency order so associations hold.
5. Validate: compare record counts and pipeline totals, and spot-check 20 records.
6. Rebuild: recreate workflows, sequences, and reports. They don't transfer.
7. Run in parallel for 2–4 weeks, then switch off Salesforce writes.

Common gotchas

Record owners must exist as HubSpot users before import. Lead-to-contact conversion history gets flattened. Attachments and email history often need a tool. Check your Salesforce contract term: most Salesforce products use annual contracts (source: Salesforce pricing FAQ, verified 2026-10-14), so time the cutover to your renewal date.

FAQ

How long does it take? Small teams: 2–6 weeks. Complex orgs: months [estimate]. Can I keep both? Yes, through the integration, but you'll pay for both.