Warren Buffett once said, "Price is what you pay. Value is what you get."
When it comes to choosing the right Customer Relationship Management (CRM) software for your business, this wisdom rings especially true. The price you see on a CRM pricing page is just the starting point. The true value lies in how well the software meets your business needs and supports your growth.
Whether you're a small business owner or managing a large sales team, we’ll walk you through everything you need to know about CRM pricing—hidden costs, different pricing models, and how to choose the best CRM software based on your budget.
How much does a CRM cost?
CRM pricing can range from free plans to hundreds of dollars per month per user, depending on the platform's features, scalability, and your business’s needs. Here's a snapshot:
Freemium plans: These are offered by platforms like HubSpot CRM and Lark. They give you access to basic CRM functionalities at no cost. However, some platforms may limit advanced tools, like marketing automation or reporting, forcing you to upgrade as your business expands.
Monthly subscription plans: Most CRMs, including Zoho CRM, Vitger, and Salesforce, charge per user per month. In some cases, CRMs offer both freemium and subscription plans. Prices typically range from $10 to $100+ per user per month, but can be higher if your team needs add-on features.
Enterprise pricing: Large enterprises often pay for advanced customizable solutions provided by CRM platforms such as Salesforce or Microsoft Dynamics, where the cost can exceed $150+ per user per month. Sometimes these platforms offer a perpetual license, which is a pricing model that requires a large upfront cost.
CRM pricing: Factors and hidden fees
When budgeting for a CRM system, it’s crucial to consider both the key factors that influence pricing and the potential hidden costs that can significantly affect your overall budget. While many CRM platforms appear affordable upfront, several variables can drive up costs over time. Here’s what you need to keep in mind:
Number of users
Most CRM platforms price their plans based on the number of users. Some offer discounts for bulk purchases, while others charge per active user. Before making a decision, it's important to consider how many employees will use the platform initially and how your team’s needs may evolve as your business grows.
Features and customization
Advanced features such as artificial intelligence (AI), automation, and detailed reporting tend to raise the price. Customization can also add to the cost, as tailoring the system to your business needs typically involves additional fees.
Storage and data management
As your business expands, additional data storage may be required, leading to increased costs. Always check the storage limits included in your plan, especially for cloud-based CRMs, as storage fees can escalate with growth.
Integrations and add-ons
Integrating third-party tools (such as marketing platforms or e-commerce systems) can drive up your CRM costs. While these integrations add functionality, they often come with additional fees, like charges for e-signatures, payment processors, or other add-ons. To keep expenses in check, consider a CRM solution that offers native features, eliminating the need for third-party tools and streamlining your workflow.
Hidden fees
Many CRM platforms have hidden fees that can significantly increase the total cost. Keep an eye on:
Data Migration: Migrating from legacy systems to a new CRM could cost between $1,000 to $5,000, depending on the complexity.
API Overages: Exceeding API usage limits can incur additional charges, typically around $0.10 per API call beyond specified limits.
Training and Onboarding: Most vendors charge for additional onboarding and training, with rates ranging from $200 to $500 per hour.
Storage Fees: As your data volume grows, expect extra charges for additional storage, especially in cloud-based CRMs.
By understanding these factors and hidden costs, you can better estimate the true cost of CRM software and ensure your budget aligns with the platform’s full financial requirements.
Pro tip:
Always request a complete CRM cost breakdown—including setup, training, integrations, and anticipated growth—before signing any contract.
Overview of CRM pricing for top software
According to Capterra, there are 1982 CRM platforms currently on the market. To narrow down our overview, see our chart below of the 10+ CRM tools for businesses of all sizes and how much they cost as of May 2025.
Recommended reading:
Choose the best CRM based on your budget
Now that you know the cost of the leading CRM solutions, it’s time to choose which ones are best for your business. To help you select, here are our recommendations based on your company size and budget.
If you’re a small business
For a small business, every dollar matters. Typically your CRM solution should range from $0 – $20 per user/month. Affordability is key, but that doesn’t mean you should compromise on essential features.
Key priorities for your small business:
Ease of use: Choose a CRM with an intuitive interface that requires minimal training. Small teams often don’t have time for steep learning curves.
Minimal setup: Avoid platforms that charge hefty onboarding or implementation fees.
All-in-one: Avoid third-party costs by considering a full collaboration suite. This way, you can handle your sales and lead management while also collaborating with your team on documents, goal setting, video conferences and more.
Core CRM features: Look for contact management, sales pipeline tracking, basic reporting, and simple integrations with tools like Gmail, Outlook, or QuickBooks.
Best picks for your small business
Hubspot CRM: With Hubspot's free CRM tool, you can track and analyze sales activity, plus experience its meeting scheduler and live chat software.
Zoho CRM: With Zoho CRM, you get a free plan which is an attractive option for micro-businesses. In addition, its standard paid plan gives you all the basic CRM tools a small business needs.
Lark: Considering you can get started for free with 11 products including those designed for managing customer relationships, we believe Lark is the best overall CRM solution for startups and small businesses.
Pro Tip: Always check if free plans or trials are available so you can test the software before committing.
If you’re a growing business
As your business expands, your CRM must actively help you automate processes, forecast sales, and manage complex customer relationships. For growing teams, expect to pay up to $80/user/month, depending on the features you require.
Key priorities for your growing business:
Workflow automation: Streamline repetitive tasks like lead nurturing, follow-ups, and data entry.
Sales pipeline forecasting: Gain insights into revenue trends and future sales projections.
Advanced reporting and dashboards: Monitor team performance, track KPIs, and make data-driven decisions.
Integration ecosystem: Ensure your CRM connects with marketing platforms, accounting systems, and customer support tools.
Best picks for your growing business
Lark: We’ve mentioned Lark a second time because it scales beautifully with your business. It offers robust automation and collaboration capabilities to meet all your sales, marketing, and CRM needs without breaking the bank with its paid plan starting at $12/user/month.
Monday Sales CRM: Combining project management and CRM, it starts at about $14/user/month, making it a budget-friendly option for growing startups.
Pipedrive: Highly visual and focused on sales success, Pipedrive starts around $14.90/user/month and scales with powerful add-ons.
Freshsales CRM: With plans ranging from $15 to $69/user/month, Freshworks offers sales automation, AI insights, and customer support integration.
Pro Tip: Choose a CRM that lets you add users and upgrade plans seamlessly, so you’re not paying for functionality you don't need yet.
If you’re an enterprise
Enterprise businesses have complex needs that go far beyond the basics. At this scale, CRM pricing can climb above $100+/user/month, but the value lies in customization, integration, and scalability.
Key priorities for your enterprise:
Customization: Deeply customizable workflows, fields, permissions, and user roles.
Security and Compliance: Features like GDPR compliance, HIPAA certifications, and robust data encryption are critical.
Advanced Integration: Seamless connectivity with ERP systems, marketing automation platforms, billing software, and internal databases.
Dedicated Support: Enterprises benefit from account managers, 24/7 support, and SLA-guaranteed response times.
Best picks for your enterprise:
Salesforce: Highly customizable and scalable with advanced AI, automation, and integration capabilities—ideal for global teams.
Microsoft Dynamics 365: Offers strong ERP integration, complex sales workflows, and deep analytics suited for larger organizations.
Image source: crmdirectory.org
Pro Tip: Enterprises should negotiate multi-year contracts and bundled pricing to save on implementation, support, and licensing costs.
How to get the best CRM price
CRM prices can often be negotiated, especially for long-term contracts or larger deals. Here’s a full list of ways you can get the best deal for your business:
Request bundled deals
If you need extra tools like marketing automation or customer service features, ask for a bundle discount. Providers are likely to offer a better deal when you buy multiple products.
Negotiate a multi-year contract
Offer to prepay for 2-3 years. This can help waive setup fees and reduce monthly costs. Vendors value long-term commitments and often offer discounts.
Ask for custom pricing
If your team size fluctuates, request a flexible pricing plan that adjusts based on actual users. This helps avoid paying for inactive accounts.
Look for discounts for startups or non-profits
Some CRM providers offer discounts to startups or non-profits. For example, if you’re a startup, Lark will give you 6 months free access to its Lark Pro plan. Be sure to enquire about discounts when talking to platforms.
Use competitor pricing as leverage
If a competitor offers similar features at a lower price, mention it. CRM providers may reduce their price to keep your business.
Take advantage of promotions
Watch for seasonal promotions or special offers that can save you money, like discounts on the first few months or free add-ons.
Frequently asked questions
Is free CRM software worth it?
Free CRMs are a good starting point for small businesses or startups, but they often have limitations in features, user limits, and support compared to paid options. To avoid surprises, we recommend you review what is and isn’t included in the free plan.
Does Google have a CRM software?
No. Google has not developed its own CRM software. However, some small businesses use Google Workspace tools like Gmail, Contacts, and Calendar for their basic CRM needs. Over the long run, this approach may not be sustainable, especially as your business grows.
What is the best open-source CRM software?
Vtiger is one of the world's leading open source CRMs. However, there are also other options such as Yetiforce and SuiteCRM, each with their own distinct strengths. In addition, if you’re looking for a free open source CRM tool, the platform Odoo may be worth checking out.
Conclusion: A CRM that fits your business and budget
End your search for the perfect CRM solution with Lark. Designed for small businesses and growing teams, Lark provides powerful tools to help you attract leads and convert them into loyal customers.
With an intuitive interface and dedicated support, Lark is the ideal CRM to support your business growth. Its straightforward CRM pricing model comes with no hidden fees, and best of all, you get access to 11 collaboration and sales tools—even on the free plan. If you’re looking for a paid plan, you get access to all the features you need at a much cheaper price than other software (check savings). But don’t just take our word for it—see how Lark can fuel your growth by starting your free trial today.
