HubSpot retaining customers over Salesforce

This matters because it means HubSpot is no longer just a starter CRM for small teams, it is becoming the system companies build around for longer, which makes the HubSpot app layer much more valuable. Arrows is betting that if customers keep sales, onboarding, reporting, and automation inside HubSpot instead of moving to Salesforce, a HubSpot native onboarding product can compound with the platform rather than getting reset during a CRM migration.

• The old pattern was simple. Start on HubSpot for marketing, then move sales ops into Salesforce as the company got bigger. By 2022, Arrows was already seeing startups stay on HubSpot longer because the CRM, reporting, and automation had become good enough to run more of the business without the admin overhead common in Salesforce setups.
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• That shift changes how a product like Arrows is built. Instead of pulling CRM data into a separate app and making teams work there, Arrows pushes more than 40 onboarding data points back into HubSpot so reps, CSMs, and managers can trigger workflows and view onboarding performance where they already manage deals and customers.
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• The platform tailwind is real. HubSpot grew from 205,091 customers at the end of 2023 to 247,939 at the end of 2024, with revenue reaching $2.63B. HubSpot also said Solutions Partners represented about 29% of customers and about 48% of 2024 revenue, which helps explain why ecosystem products can spread through agencies and service firms, not just direct marketplace discovery.
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The next step is that more post sale work will be treated as part of the core CRM stack, not as a side tool. If HubSpot keeps moving upmarket and keeps winning accounts that once would have defaulted to Salesforce, the biggest winners around it will be products that make HubSpot more operational, more measurable, and harder to rip out.