Salesforce to HubSpot migration
Last updated: 2026-10-21 · Reviewed by Noah Charak, Managing Director
Checkpoint GTM, a Berlin-based HubSpot Platinum Partner with Salesforce Advanced Administrator certification, moves Seed to Series B B2B SaaS teams from Salesforce to HubSpot when the org has become too expensive or too complex for the team to use. A single org typically takes about eight weeks; orgs with many custom objects or a merger with a second system take 12–16 weeks. Migrations start from €15K, scoped as a fixed project before work starts, and a standard Sales + Marketing Hub implementation runs €15K–€50K. What moves: leads, accounts, contacts, opportunities, products, cases and agreed activity history, plus rebuilt automations, training and 30 days of hypercare.
- About 8 weeksfor a single org, audit included
- From €15Kfixed-scope migration project, excl. VAT
- 0 daysdowntime in our Salesforce case study
How do Salesforce objects map to HubSpot?
The two platforms do not share a type system. A Salesforce to HubSpot migration is field-level triage: every object and field gets a HubSpot home, a transform, or no trip at all.
| In Salesforce | In HubSpot | Moves cleanly? | What we do |
|---|---|---|---|
| Leads | Contacts with a lifecycle stage, or HubSpot lead records | Partly | Unconverted leads become HubSpot contacts. Lead conversion becomes a lifecycle stage change, so lead-only fields need a home on the contact. |
| Accounts and contacts | Companies and contacts | Mostly | Account hierarchies map to parent and child companies. Accounts without a website get a domain or a matching rule before import, or duplicates appear. |
| Opportunities and contact roles | Deals and labelled associations | Mostly | A lookup plus a role picklist becomes one labelled association, such as champion or economic buyer. |
| Record types | Separate pipelines or properties | Partly | Record-type picklist values that do not share a meaning split into separate properties or pipelines. |
| Formula and roll-up summary fields | Rollup and calculation properties, workflows, or nothing | No | No formula field migrates as-is. Roll-up summaries usually become HubSpot rollup properties; formulas become calculation properties, workflow-written properties, or are dropped. Calculation and rollup properties need a Professional or Enterprise edition. |
| Products, price books and opportunity line items | Product library and line items | Partly | Several price books or currencies need a pricing design in HubSpot before the line items are imported. |
| Cases | Tickets | Mostly | Case statuses become ticket pipeline stages. Case comments and emails are imported onto the ticket timeline; field history tracking does not carry over. |
| Campaigns and campaign members | Campaigns, lists and contact properties | Partly | Campaign member status history does not map one to one. We keep what attribution and reporting actually use. |
| Flows, Process Builder, Apex and validation rules | Workflows and property rules | No | Rebuilt against the new model, not translated. In our Salesforce case study, 200 automations became 34 HubSpot workflows. |
| Sharing rules and role hierarchy | Teams and user permissions | Partly | We trace which owner, region and role fields drive visibility before deleting any of them. |
How does a Salesforce to HubSpot migration run?
Five phases, the same order every time. Salesforce stays live until the cutover and is retired only after parallel confirmation.
Audit
Inventory every object, field, automation, report and integration, with population rates on recently modified records and the metadata that depends on each field.
Plan
We check HubSpot's automatic company creation setting before go-live, so new contacts don't spawn duplicate companies.
Migrate
Build the portal in parallel, run full test migrations with validation reports, then cut over over a weekend.
Rebuild
Recreate workflows, reports and dashboards, and move integrations one by one, each with a rollback plan.
Launch
Run a timed dry run, train each team, run both systems in parallel for a short window, then give 30 days of hypercare.
What goes wrong in Salesforce to HubSpot migrations?
Salesforce orgs carry years of decisions. The risk is moving them into HubSpot unexamined.
Mapping instead of triage
A one-to-one field map ports the debt into a new platform. In one Series B org with just over 600 custom fields, triage marked about 35% for deletion, and HubSpot went live with around 240 custom properties.
Hidden visibility logic
Fields like account region, deal pod or owner role often exist to drive a sharing rule, not a report. Delete them without tracing that and the wrong people see, or stop seeing, records.
Too much history
Activity history is the largest driver of migration time and the smallest driver of forecast quality. Our default is 90 days of activity, every open opportunity and the closed-won deals still on a renewal cycle; the rest stays in a read-only archive.
Cutting over every integration at once
The org in our Salesforce case study had 15 integrations, all moved inside the 8 weeks: one at a time, each with a rollback plan, so a single failure never took the whole stack down.
Salesforce to HubSpot without a day of downtime
A 120-person Series B B2B SaaS company had run Salesforce since its founding: custom objects, Apex triggers, managed packages and 200+ automations built by three admins over five years. Less than half the team used it correctly.
We moved it to HubSpot in 8 weeks with a weekend cutover and five business days of parallel running. CRM adoption went from 48% to 94% within 60 days.
Read the Salesforce to HubSpot case study →- 50,000+records migrated with associations and activity timeline
- 0 daysof downtime
- 40%lower CRM and marketing automation cost
Salesforce to HubSpot migration questions
How long does a Salesforce to HubSpot migration take?
A single Salesforce org typically takes about eight weeks: our anonymised Series B case study moved 50,000+ records and 15 integrations in 8 weeks, audit included. Orgs with many custom objects or a merger with a second system take 12–16 weeks.
How much does a Salesforce to HubSpot migration cost?
Migrations start from €15K, scoped as a fixed project before work starts; a standard Sales + Marketing Hub implementation runs €15K–€50K, and Enterprise-tier moves can exceed €100K. All prices excl. VAT.
What happens to Salesforce formula fields in HubSpot?
No formula field migrates as-is. Roll-up summaries usually become HubSpot rollup properties; formulas become calculation properties, workflow-written properties, or are dropped. Calculation and rollup properties need a Professional or Enterprise edition. A formula whose inputs are all being deleted is deleted too.
How much Salesforce history should we migrate?
Rarely all of it. Our default is the most recent 90 days of activity, the full history of any open opportunity, and the closed-won record of any deal still on a renewal cycle. Everything else stays in a read-only Salesforce archive the team can reference.
Do Salesforce leads stay separate from contacts in HubSpot?
Not in the same way. HubSpot tracks people as contacts and uses lifecycle stages for where they are in the funnel, so lead conversion becomes a stage change. We map lead-only fields onto the contact and decide how qualification is recorded before import.
Can we run Salesforce and HubSpot in parallel?
Yes, for a short window. In our Salesforce case study we cut over on a weekend, ran both systems in parallel for five business days to catch gaps, and decommissioned Salesforce after 30 days of parallel confirmation.
Does moving from Salesforce to HubSpot lower CRM cost?
It can. In our Salesforce case study, annual CRM and marketing automation cost fell 40% after the company replaced Salesforce and a separate marketing automation tool with one HubSpot suite. The saving depends on your editions, seat count and which managed packages you retire.
Read before you scope the migration
- Salesforce to HubSpot field mapping: the triage spreadsheetKeep, edit or delete on every field, with picklists, formulas and lookups handled.
- Greenfield or brownfield: which kind of CRM project is this?Three questions that decide the scope of a migration before any data moves.
- The Salesforce license audit before your renewalWhat to check in the 90 days before a Salesforce renewal.
- The go-live dry run your project plan skipsWalk one real record through the whole journey before you cut over.
- Case study: Salesforce to HubSpot in 8 weeks50,000+ records, 0 days of downtime and 40% lower tooling cost.
Other source systems: Attio to HubSpot migration Pipedrive to HubSpot migration Close to HubSpot migration All CRM migrations
Plan your Salesforce to HubSpot migration
Bring a rough picture of your Salesforce org: objects, automations, integrations and your renewal date. In a 30-minute call we tell you what moves cleanly, what needs a design decision and how we would scope it.
Book a discovery call