# How to Migrate from Salesforce to HubSpot CRM Without Losing Data or Productivity in 2026 ## Table of Contents - [Introduction](#introduction) - [Why Companies Migrate from Salesforce to HubSpot](#why-companies-migrate-from-salesforce-to-hubspot) - [What Data Can Be Migrated](#what-data-can-be-migrated) - [Migration Project Phases](#migration-project-phases) - [Phase 1: Audit and Planning](#phase-1-audit-and-planning) - [Phase 2: HubSpot Environment Preparation](#phase-2-hubspot-environment-preparation) - [Phase 3: Data Migration](#phase-3-data-migration) - [Phase 4: Process and Automation Migration](#phase-4-process-and-automation-migration) - [Phase 5: Training and Go-Live](#phase-5-training-and-go-live) - [Migration Tools](#migration-tools) - [Common Mistakes and How to Avoid Them](#common-mistakes-and-how-to-avoid-them) - [Frequently Asked Questions](#frequently-asked-questions) - [Conclusion](#conclusion) - [References](#references) --- ## Introduction Migrating from Salesforce to HubSpot CRM is one of the most common technology transformation projects for mid-sized B2B companies in 2026. The reasons are varied: cost reduction, technology stack simplification, improved adoption by the sales team, or the decision to consolidate marketing, sales and service on a single platform. This guide covers the entire migration process from Salesforce to HubSpot CRM: from the initial audit through to go-live, including data, process and automation migration. --- ## Why Companies Migrate from Salesforce to HubSpot The most common reasons for migrating from Salesforce to HubSpot CRM in 2026 are: **1. Cost reduction.** Salesforce has a high total cost of ownership: licences, dedicated administrator, integrations, training. HubSpot can significantly reduce these costs. **2. Technology stack simplification.** Many companies use Salesforce CRM + Marketo/Pardot + Zendesk. HubSpot can replace all these systems with a single platform. **3. Improved adoption.** The adoption rate of HubSpot by the sales team is significantly higher than that of Salesforce, which translates into more complete and accurate data. **4. Data consolidation.** HubSpot integrates CRM, marketing automation, customer service and reporting in a single platform, eliminating data silos. **5. Better alignment between marketing and sales.** By having marketing and sales on the same platform, visibility of the lead lifecycle is complete and revenue attribution is more accurate. --- ## What Data Can Be Migrated | Salesforce Object | HubSpot Object | Notes | |---|---|---| | Leads | Contacts | Salesforce Leads are imported as Contacts in HubSpot | | Contacts | Contacts | Direct migration | | Accounts | Companies | Direct migration | | Opportunities | Deals | Direct migration with stage mapping | | Activities (Tasks, Events, Calls, Emails) | Activities | Partial migration; some activity types require manual mapping | | Custom Fields | Custom Properties | Requires prior creation in HubSpot | | Custom Objects | Custom Objects (Enterprise) | Only available in HubSpot Enterprise | | Reports and Dashboards | Reports and Dashboards | Not migrated automatically; must be recreated in HubSpot | | Workflows / Process Builder | Workflows | Not migrated automatically; must be recreated in HubSpot | --- ## Migration Project Phases ### Phase 1: Audit and Planning **Estimated duration:** 2–4 weeks. **Objectives:** - Inventory all data, custom fields, custom objects, workflows and reports in Salesforce. - Identify which data will be migrated and which will not. - Define the field mapping between Salesforce and HubSpot. - Identify the processes and automations to be recreated in HubSpot. - Define the migration plan with dates and owners. **Activities:** - Export the inventory of custom fields from Salesforce. - Export the inventory of workflows and process builder from Salesforce. - Export the inventory of reports and dashboards from Salesforce. - Audit data quality (duplicates, incomplete data, obsolete data). - Define the mapping of Salesforce pipeline stages to HubSpot. ### Phase 2: HubSpot Environment Preparation **Estimated duration:** 2–4 weeks. **Objectives:** - Configure the HubSpot environment to receive Salesforce data. - Create custom fields in HubSpot. - Configure the sales pipeline in HubSpot. - Configure users and permissions. **Activities:** - Create the custom properties in HubSpot that correspond to Salesforce custom fields. - Configure the sales pipeline with the corresponding stages. - Create users and assign roles and permissions. - Configure integrations with tools that will be retained (email, calendar, etc.). ### Phase 3: Data Migration **Estimated duration:** 2–4 weeks. **Objectives:** - Export data from Salesforce and clean it. - Import data into HubSpot. - Verify the integrity of the imported data. **Activities:** **Exporting data from Salesforce:** - Export Contacts, Accounts, Opportunities, Activities in CSV format. - Clean the data: remove duplicates, correct formats, complete missing data. - Map Salesforce fields to HubSpot fields. **Importing into HubSpot:** - Import Companies (Accounts) first. - Import Contacts associated with Companies. - Import Deals (Opportunities) associated with Contacts and Companies. - Import Activities (Tasks, Calls, Emails) associated with Contacts and Deals. **Verification:** - Verify that the number of imported records matches the number exported. - Verify that the associations between Contacts, Companies and Deals are correct. - Verify that custom fields have been imported correctly. ### Phase 4: Process and Automation Migration **Estimated duration:** 3–6 weeks. **Objectives:** - Recreate Salesforce workflows as Workflows in HubSpot. - Recreate Salesforce reports and dashboards in HubSpot. - Configure integrations with external tools. **Activities:** - Map each Salesforce workflow to a HubSpot Workflow. - Recreate workflows in HubSpot, adapting the logic to HubSpot's capabilities. - Recreate the most important reports and dashboards in HubSpot. - Configure integrations with external tools (email, calendar, ERP, etc.). ### Phase 5: Training and Go-Live **Estimated duration:** 2–4 weeks. **Objectives:** - Train teams in the use of HubSpot CRM. - Execute the go-live with a contingency plan. - Monitor adoption and resolve issues that arise. **Activities:** - Design and execute the training programme for the sales team. - Define the go-live plan (date, communication, support). - Execute the go-live and monitor adoption. - Resolve issues that arise during the first days. --- ## Migration Tools ### HubSpot Import Tool HubSpot has a native import tool that allows data to be imported from CSV files. It is the simplest option for basic data migrations. ### Trujay / Skyvia Trujay and Skyvia are tools specialised in data migration between CRMs. They allow data to be migrated from Salesforce to HubSpot in an automated way, including associations between objects. ### HubSpot Operations Hub HubSpot Operations Hub includes Data Sync, which allows data to be synchronised between Salesforce and HubSpot in real time. It is useful for gradual migrations where both systems are maintained during a transition period. ### Zapier / Make Zapier and Make allow automations to be created to migrate data between Salesforce and HubSpot. They are useful for complex data migrations that require transformations or conditional logic. --- ## Common Mistakes and How to Avoid Them **1. Not auditing data before migrating.** Migrating dirty data (duplicates, incomplete, obsolete) to HubSpot perpetuates the problems. Dedicate time to cleaning data before migration. **2. Not mapping fields correctly.** Incorrect field mapping can result in incorrect data or loss of information. Document the field mapping before migration and verify the results. **3. Not communicating the change to the sales team.** Changing CRM is a significant change for the sales team. Communicate the change in advance, explain the benefits and provide adequate training. **4. Not having a contingency plan.** Define what you will do if the migration fails or if problems arise during go-live. Keep Salesforce active during the first weeks after go-live as a backup system. **5. Migrating everything at once.** For complex migrations, consider a gradual migration: start with a pilot team, validate the results and then extend the migration to the rest of the organisation. --- ## Frequently Asked Questions **How long does it take to migrate from Salesforce to HubSpot CRM?** A basic migration (data + basic configuration) can be completed in 4–8 weeks. A complete migration (data + processes + automations + training) usually takes between 3 and 6 months. **Can I keep Salesforce and HubSpot running in parallel during the migration?** Yes, it is possible to keep both systems running in parallel during the migration using HubSpot's native integration with Salesforce. This allows a gradual transition and reduces the risk of data loss. **Can Salesforce custom objects be migrated to HubSpot?** Yes, but only if you have HubSpot Enterprise, which supports custom objects. Salesforce custom objects must be manually recreated in HubSpot before migration. **Can Salesforce reports be migrated to HubSpot?** Not directly. Salesforce reports and dashboards must be manually recreated in HubSpot. However, HubSpot has a very comprehensive library of pre-built reports that can reduce recreation time. **What happens to Salesforce integrations with other tools?** Salesforce integrations with other tools (ERP, marketing automation platforms, support tools) must be evaluated on a case-by-case basis. Some tools have native integrations with HubSpot; others require the use of integration tools such as Zapier or Make. --- ## Conclusion Migrating from Salesforce to HubSpot CRM is a complex but very feasible project with the right planning and resources. The benefits are significant: cost reduction, technology stack simplification, improved adoption and better alignment between marketing and sales. The key to a successful migration is detailed planning, data cleaning before migration, communication with the team and an adequate training plan. At Emovere we specialise in CRM migrations and can accompany you throughout the entire migration process from Salesforce to HubSpot. Contact our team for a free consultation. --- ## References [1] HubSpot — Migrating from Salesforce to HubSpot. https://knowledge.hubspot.com/crm-setup/migrate-from-salesforce-to-hubspot [2] HubSpot — Import Data Documentation. https://knowledge.hubspot.com/crm-setup/import-objects [3] Trujay — Salesforce to HubSpot Migration Guide. https://www.trujay.com/ [4] Salesforce — Data Export Documentation. https://help.salesforce.com/ [5] Gartner — CRM Migration Best Practices. https://www.gartner.com/