Custom CRM Development vs Salesforce: Cost Comparison

Salesforce: $150-300/user/year. Custom CRM: $50K-150K one-time. When does each make sense? This guide covers cost comparison, break-even analysis, and the decision framework — plus alternatives like HubSpot and custom builds.

Table of Contents

• Cost Comparison
• When to Build Custom
• When to Buy Salesforce
• Break-Even Analysis
• Frequently Asked Questions

Cost Comparison

When to Build Custom

• Your sales process is unique — Salesforce would require heavy customization
• You need deep integrations (ERP, legacy systems) that Salesforce can't do well
• At 50+ users, Salesforce gets expensive — custom break-even in 2-3 years
• The CRM is your product (you're building a CRM for others)
• Compliance requires custom (data residency, industry-specific)

When to Buy Salesforce

Generic sales process, small team (under 20), need it fast, want the ecosystem (AppExchange, consultants). Salesforce wins when your process fits the standard. HubSpot is a cheaper alternative for SMBs ($50-100/user/month).

Break-Even Analysis

$75K custom CRM + $15K/year maintenance. Salesforce at $200/user/year for 50 users = $10K/year. Custom break-even: ~7 years. But at 100 users: Salesforce = $20K/year. Custom still $15K maintenance. Break-even drops to ~4 years. At 200 users, custom wins in 2-3 years. Run the numbers for your team size. See our Build vs Buy guide.

Frequently Asked Questions