Salesforce Considerations for Teams Evaluating Their Next CRM Move

Salesforce has been stirring conversation lately. Most recently, a third-party data breach threatened hundreds of user accounts, bringing up memories of a similar compromise just months before. Between these security threats, Salesforce made other headlines: sweeping layoffs, admin community concerns, and shifting product models, leading many observers to question what Salesforce’s next chapter may look like.

For companies that rely on Salesforce–or those deciding between Salesforce and HubSpot–these developments raise an important question: 

Is your current CRM roadmap still the right long-term plan for your business?

What This Means for Your CRM Strategy

As the leader of a HubSpot Solutions Partner, I’m aware I bring some inherent bias to this conversation. But the broader SaaS ecosystem is changing so quickly that every company–Salesforce, HubSpot, and competitors included–has to pay attention. None of us are operating in the same market conditions we were even two years ago.

My goal here isn’t to push you away from Salesforce or toward HubSpot. I aim to break down the shifts happening inside the ecosystem so you can make informed decisions about your own technology stack.

Salesforce vs. HubSpot: The Longstanding Differences

Historically, many companies with the budget and technical appetite gravitated toward Salesforce. Its customization capabilities are extensive, and for organizations willing to invest in a full-time admin or team, it offers a great deal of power.

That investment typically came with trade-offs, such as:

• Complex, modular pricing
• Higher total cost of ownership
• A learning curve requiring specialized roles
• Underutilized features depending on the team

Meanwhile, HubSpot became the favored option for SMBs because of its ease of use, transparent packaging, and accessible learning curve.

New Considerations

But the lines have blurred. HubSpot has expanded into mid-market and enterprise capabilities, and Salesforce has aimed to simplify portions of its suite. It’s no longer a clean “small vs. big” divide.

• Recent data security incidents
• Layoffs and deprioritization of admins and partners
• Signs of evolving product strategy and pricing structures
• An AI roadmap that remains ambitious but somewhat undefined for everyday users
• Rising cost consciousness across industries

Shifts in the Salesforce Admin Community

After Dreamforce 2025 (Salesforce’s largest annual convention), long-time admins shared concerns surrounding the event’s messaging. Key talks emphasized plans for AI developments, but neglected any mention of how admins would play a role in managing these rollouts. 

The shift in tone raised questions about Salesforce’s plans to retain admin roles as a core aspect of their business model. While this does not signal a definitive change in Salesforce’s strategy, it does highlight an important consideration: 

If your company depends heavily on a dedicated Salesforce admin to run daily operations, it’s worth paying attention to how the admin role evolves in the coming years. As the ecosystem shifts, so do staffing models, product development, and the availability of specialized talent.

This came just on the tail of Salesforce’s widespread layoffs in September 2025, leaving users to wonder how these changes might influence access to support, the pace of innovation, and the availability of highly specialized admin expertise moving forward.

AI: The New Price Disruptor

AI is shaping the future of CRMs, but it’s also creating a new dimension of complexity around pricing, rollout, and accessibility.

Salesforce’s AI offerings revolve around Einstein, which includes:

• Generative AI tools for content and recommendations
• Predictive scoring for leads, opportunities, or engagement
• Conversational AI assistants for sales, service, and workflows
• AI-powered automation across CRM objects and processes

Access varies, however, with many advanced capabilities require add-on licenses, higher-tier plans, or usage-based fees. 

For comparison, HubSpot offers a number of built-in AI features, while allowing for plug-and-play flexibility to bring in your own AI integrations at an easier lift. 

On top of potentially high costs, discussions have arisen around the real-time potential of Salesforce’s AI suite. Salesforce has made bold statements about leading an AI revolution, but many day-to-day users report that the most advanced features remain behind higher licensing tiers or limited rollouts. This can create delays for mid-market teams that want practical, accessible AI capabilities now rather than waiting for phased deployments or expensive upgrades.

Is It Time To Evaluate Your CRM Subscription?

For companies watching their budgets in 2025, decision makers are taking a closer look at the cumulative impact of software, staffing, and operational overhead. The CRM that made sense five years ago may not align with the realities of today’s cost structures or team workflows.

It may be worthwhile to evaluate your CRM subscription if: 

• Your admin or RevOps structure has changed
• You’re adjusting budgets or consolidating tools
• You want accessible AI capabilities now, not in later phases
• You’re questioning whether all features in your system are being used
• You’ve experienced delays in enablement or adoption

Get the Answers You Need

If you’re looking for a clearer picture of your current landscape, consider taking us up on a free consultation. InboundAV can help evaluate total cost of ownership, platform fit, and AI-readiness. No strings attached, just an informative discussion to point your business in the right direction. 

Sources

"Inside Salesforce's big bet on AI agents" by Ashley Stewart for Business Insider

"Hundreds of Salesforce customers hit by yet another third-party vendor breach" by Matt Kapko for Cyberscoop