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Effective March 5, 2024, HubSpot introduced a new seats-based pricing model across all Hubs and subscription tiers - Starter, Professional, and Enterprise. Whether you’re a small business starting out or an enterprise scaling operations, this update is designed to deliver enhanced flexibility, transparency, and control over your costs. Let’s break down the key aspects of this new model.
What is a HubSpot Seat?
At its core, this pricing model introduces different types of seats tailored to meet the diverse needs of HubSpot users. Let’s examine what is a HubSpot seat and its different types:
1. Core Seat
Grants access to purchased subscription features and tools. Connects teams through HubSpot’s AI-powered Smart CRM, providing a single source of truth for customer data. So basically, you get full edit access to tools in your purchased Hubs (excluding advanced Sales/Service features).
2. Sales Hub Seat
The sales hub offers advanced tools for managing sales activities across Starter, Professional, and Enterprise tiers. In short you get core seat + advanced sales features (e.g. sequences, automation, forecasts).
3. Service Hub Seat
Provides customer support teams with access to Service Hub features at Starter, Professional, and Enterprise levels. With this you get core seat + advanced service features (e.g. ticket routing, feedback surveys).
4. View-Only Seat
Free and unlimited for paid portals, enabling visibility without editing capabilities. Ideal for stakeholders who need insight into operations but don’t require hands-on access.
5. Partner Seat
A complimentary option for HubSpot Solutions Partners, granting full access to client accounts for seamless collaboration.
The Impact of the Seats-Based Model on Businesses
This pricing model isn’t just redefining cost structures, but it’s also empowering businesses to align their HubSpot investment with their unique needs. Here’s how:
1. Start Small and Scale Easily
- Free-tier portals now include five Core Seats, allowing businesses to explore HubSpot’s tools at no cost.
- Starter subscriptions come with a single Core Seat, offering affordable entry points for smaller teams.
2. Gain Cost Control as You Grow
- By removing seat minimums for Sales Hub and Service Hub, businesses can scale incrementally.
- The introduction of View-Only Seats ensures businesses don’t pay for users who only need visibility.
3. Centralise Teams with Smart CRM
- Core Seats provide access to HubSpot’s AI-powered Smart CRM, enabling teams to work from a unified platform.
- AI features embedded across all Hubs streamline operations, offering automation for tasks like content creation, forecasting, and reporting.
4. Align Pricing to Business Goals
The flexibility to purchase only the seats needed allows businesses to adapt to changes in team size or focus without overcommitting financially.
How Seat Access Works by Subscription Tier
| Tier | Seats Included | Notes |
|---|---|---|
| Free CRM | Up to 5 Core Seats (editing users); unlimited View-Only users | Previously unlimited – now capped at 5 Core users |
| Starter | $15/user/month - flat pricing for each Core Seat | One type of seat covers all Starter hub features (Sales, Marketing, Service, CMS, Ops) |
| Pro/Enterprise | Core Seats + optional paid Sales/Service Hub Seats | Sales/Service seats unlock advanced tools. Core Seats come bundled with some hubs, extras cost more. |
Ideal Roles & Seat Assignment by Team
| Role | Recommended Seat Type | Why |
|---|---|---|
| Marketing Manager | Core Seat | Full access to Marketing Hub; doesn't need Sales/Service features |
| Content Marketer | Core Seat | Can manage blogs, social, emails with Core access |
| Sales Representative | Sales Hub Seat (Paid) | Needs sequences, deal automation, templates, and calling tools |
| Sales Manager | Sales Hub Seat (or Core) | Paid if using forecasting and coaching tools; Core if only viewing pipelines |
| Customer Support Agent | Service Hub Seat (Paid) | Needs access to tickets, routing, SLA tools, knowledge base |
| Customer Success Manager | Service Hub Seat (Paid) | Works closely with clients; needs service features and possibly deals |
| RevOps / CRM Admin | Core Seat (Super Admin) | Manages system setup, automation, reporting across hubs |
| Executive (CEO/VP) | View-Only or Core Seat | View dashboards and reports; Core if they occasionally input data |
| Finance / Legal Stakeholder | View-Only Seat | Only needs visibility into CRM, no editing needed |
| HubSpot Agency Partner | Partner Seat (Free) | Doesn’t count against paid seat total |
Who Benefits Most from HubSpot Seats Pricing Model?
- Growing Startups: The ability to start with fewer seats and scale incrementally is a game-changer for startups.
- Enterprises with Diverse Teams: Free View-Only Seats provide visibility to executives and stakeholders without additional costs.
- Sales and Support Teams: Dedicated Sales Hub and Service Hub seats ensure these teams have advanced tools tailored to their workflows.
- HubSpot Solutions Partners: Partner Seats streamline collaboration for certified agencies managing client accounts.
Key Takeaways
By now we've covered what is a HubSpot seat and which seat is recommended for which team member. HubSpot’s new pricing model is a great strategic move to make the HubSpot platform more accessible and scalable for businesses of all sizes. By offering a variety of seat options, HubSpot allows organisations to align their investment with their specific operational needs, reducing costs and increasing efficiency.
Come work with an Elite HubSpot Partner to better understand how you can maximise the potential of HubSpot and support your HubSpot journey.
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