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How Much Does a CRM Cost in 2024? Pricing for SMBs

Written by Anna Sonnenberg    Reviewed by Noa Kaufman
Last Update: February 2025


For small and medium-sized businesses (SMBs), a reliable customer relationship management (CRM) tool is essential. The right CRM helps you generate leads, close deals, and build better connections with prospects and customers.

When choosing a CRM for your business, cost is a key factor. How much do you need to budget? In this article, we'll cover how CRM pricing works, which elements affect the cost, and why subscriptions tend to be the best choice for SMBs.

Factors That Influence CRM Pricing for SMBs

Every CRM solution has its own pricing structure. However, the factors below typically affect the total cost.

Features

Most solutions offer different feature sets at various price points. Generally, basic features include contact and pipeline management, while more advanced feature sets include team capabilities and customization options.

Automations and AI

Many CRM tools include minimal workflow automations and AI tools in basic plans with entry-level pricing. Mid- and top-tier plans typically include advanced automations and AI-powered features.

AI and automation can provide more value than you might think. On average, sales teams that use AI-powered CRM software are already saving more than two hours a day on data entry, outreach, and meeting scheduling.

Number of Users

Most CRM systems charge per user per month. This way, you get the exact number of seats you need. It's important to note that some platforms require a minimum number of users.

Keep in mind that your marketing and sales teams aren’t the only users you’ll want to onboard. When all teams actively use the same platform, they’re 17% more likely to think the CRM provides a reliable single source of truth.

Scalability

With most software platforms, the premium plan is designed for teams that need a scalable solution. Often designed for enterprise teams, these plans include unlimited users, reports, and automations for a custom price.

Customer Service

CRM software platforms generally include basic support options like email with entry-level plans. Mid-level and top-tier plans typically include live chat and phone support. Some also include a dedicated account manager.

Integrations and Add-ons

While some CRM tools offer standard integrations with every plan tier, that isn't always the case. Some provide enterprise-level integrations with the highest-tier plans, and others even offer custom integrations.

Free CRM Options for SMBs

Over 90% of businesses with more than 11 employees use a CRM. However, this software can be pricey for small businesses. Those with limited budgets can consider free CRM software. For example, HubSpot and Zoho CRM both offer a free basic plan with limited capabilities.

Free CRM Options for SMBs

These free options typically include essential features like contact management. However, they limit advanced features, the number of users you can add, and even the number of contacts you can manage.

As a result, free CRMs tend to work as a starting point only. As your business grows and you need to automate your processes, you'll want to consider a paid CRM. Fortunately, most offer a free trial so you can test them out.

Hidden Costs to Consider

In some cases, the standard yearly or monthly pricing includes all the fees you'll have to pay. But many CRMs have extra costs that you may not notice until you've already committed to using the tool.

Some of the most common hidden costs include the following:

  • Customization and Integrations: Need to personalize the CRM's interface for your team or add integrations that the platform doesn't usually support? You may have to pay extra or upgrade to an enterprise-level plan.

  • Training and Support: Want access to team or one-on-one training so you can use the CRM effectively? You could end up paying an extra one-time fee. Need a dedicated account manager? You may need to purchase an enterprise plan.

  • Storage and Data Limitations: Don't want to think about how many contacts you've added, automations you've built, or reports you've generated? Many CRMs limit these elements for each tier, so you may have to upgrade for unlimited data.

  • Extra Features: Most CRMs have plenty of included features. But some offer bonus features as paid add-ons that will increase your monthly or yearly cost.

Pipedrive extra features

6 CRM Pricing Examples for SMBs in 2024

How much can you expect to pay for a CRM in 2024? Here's a breakdown of CRM pricing for six popular platforms for SMBs. All prices are per month with a yearly subscription.


Free Trial
Free Plan Entry-Level PlanMid-Tier PlanPremium PlanEnterprise Plan
Pipedrive14 daysNo$14/seat for pipeline management and 400+ integrations
$34/seat for automations, email sequences, and call scheduling
$49/seat for AI tools, contract management, lead routing, and forecasting
Custom price for unlimited reports and enhanced security
Monday CRM14 daysNo$14/seat for pipeline management and 400+ integrations
$34/seat for automations, email sequences, and call scheduling
$49/seat for AI tools, contract management, lead routing, and forecasting
Custom price for unlimited reports and enhanced security
Salesforce30 daysYes$12/seat for unlimited contacts, boards, and pipelines
$17/seat for advanced contact and deal management plus basic AI tools for email
$28/seat for sales forecasting, sales analytics, and email templates
Custom price for lead scoring, team goals, and advanced analytics
HubSpotNo Yes$15/seat for basic automations, conversation routing, and phone number data
N/A
$90/seat for sequences, forecasting, and sales coaching playlists
N/A
NetSuiteNoNoN/A
N/A
N/ACustom price for marketing automations, customer service management, and partner relationship management
Zendesk Sell14 days
No$19/seat for 2 sales pipelines, appointment setting, and call recording
$55/seat for 10 sales pipelines, forecasting, and prospecting and enrichment credits
$115/seat for 20 sales pipelines, lead scoring, and task automation
Custom price for extra customization and unlimited pipelines, and sequences

Tips for Choosing the Right CRM for Your SMB Budget

Now you know how CRM pricing works and the cost of several popular platforms for SMBs. So, how do you choose the best one for your budget? Use these tips to guide your decision:

  • Prioritize Essential Features: Make a checklist of the must-have CRM features your team needs. Then, analyze each CRM's feature set to ensure the two align.

  • Look for Scalability: Anticipate expanding your customer base or growing your team in the next year? Seek out a CRM with plans that can scale to meet your needs.

  • Check Support Options: Channels, response times, and reliability all matter for support teams. Look for a CRM with support options that meet your expectations.

  • Trial First: Even the best software demos can only reveal so much. Before committing to an annual plan, opt for a 14- or 30-day trial first. In many cases, there's no obligation or credit card needed.

Conclusion: The Value of Investing in a CRM for SMBs in 2024

With the right CRM, SMBs can build a powerful database of prospects and customers that they can use to grow the business and manage relationships more efficiently. Use the guidelines above to choose the best CRM for your business at a price that fits your budget.



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