Related Posts
Podcasts
You’re probably in buying mode right now. Maybe you’re eyeing HubSpot, reading reviews, watching demos, weighing up the price tag, and somewhere in the back of your mind you’re asking: “What’s the catch?”
You’ve heard it’s an all-in-one solution. A marketer’s dream. Easy to use. Scalable. But also… expensive. Confusing. A bit too slick, maybe.
Here’s the thing, HubSpot is great. We’re a HubSpot agency and we use it every day. But pretending it’s flawless? That’s not helpful to anyone, least of all you.
In this article, you’ll get the honest truth about the biggest problems with HubSpot in 2025 — the stuff the sales reps won’t highlight. Not to bash it. But so you know what you’re getting into, what to watch out for, and how to get the most value if you do go ahead.
Some of these issues might be deal breakers for you. Others will have simple workarounds. Either way, you’ll walk away knowing what HubSpot is, and what it isn’t.
- Problem #1: HubSpot won’t magically solve your lead gen issues
- Problem #2: Pushy sales reps and the shifting “inbound” definition
- Problem #3: Taking features away and charging more for them
- Problem #4: It’s expensive, especially for smaller businesses
- Problem #5: Marketing contacts model is confusing and wasteful
- Is HubSpot Worth It?
Problem #1: HubSpot Won’t Magically Solve Your Lead Generation Issues
This one catches a lot of people off guard.
Many businesses invest in HubSpot thinking it’ll be the magic bullet for lead generation. They’ve seen the ROI calculators, the bold promises, the case studies, and assume that once HubSpot is live, the leads will start rolling in.
But here’s the hard truth: HubSpot is a tool, not a strategy.
It won’t fix your messaging, or create compelling offers for you. If your content isn’t converting, if your value proposition is fuzzy, or if your nurture strategy is non-existent — HubSpot won’t fix that.
It’s like buying a top-of-the-line car and expecting it to drive itself without a driver.
You need someone at the wheel – whether that’s a skilled in-house marketer, a consultant, or a strategic partner – who knows how to build journeys, write high-converting copy, and actually use the tool to its full potential.
The platform is powerful, yes. But only if you know how to drive it.
Comprehensive Guide: Creating a Customer Journey Map for Sales Enablement
Problem #2: Pushy Sales Reps and the Shifting “Inbound” Definition
This one’s awkward… especially coming from a HubSpot partner, but it needs to be said.
Some of HubSpot’s sales reps are really pushy.
We’ve heard stories of reps calling clients repeatedly, ignoring boundaries, and pushing for the close even when the client clearly needs more time or clarity. It’s not every rep — many are brilliant — but when it happens, it sticks.
The irony? HubSpot built its name on “inbound marketing.” The whole philosophy is about attracting, not chasing. Helping, not hounding.
And yet, behind the scenes, they’re cold calling. They’re buying contact lists. They’re pushing hard. Which leads to a bigger issue…
HubSpot keeps redefining what “inbound” means — to suit what they want to sell next.
They said cold calling was dead. Now they’re doing it. They said paid ads weren’t “inbound.” Then they launched an ad platform and started saying paid can be inbound… if done in an inboundy way.
See the problem?
For businesses who took HubSpot’s definitions as gospel, who built strategies around those values, the shifting goalposts are confusing and, frankly, frustrating.
We’re not saying cold outreach is bad. We do it. It works.
We’re saying: own it. Be transparent about how the platform — and the philosophy — have evolved.
If you’re going to lead an ecosystem, you have to lead with integrity. Especially when people have built businesses around your ideas.
Problem #3: Taking Features Away (and Charging You More for Them)
One of the biggest pain points we hear from clients and something that’s becoming more frequent is this:
You’re already paying for something… and then HubSpot takes it away and puts it behind a new paywall.
A recent example? Landing pages.
Previously, landing pages were part of the Marketing Hub — a core, expected feature. Then suddenly, they were moved into the new Content Hub, meaning if you didn’t upgrade, you lost access to a tool you’d been using and paying for.
That feels… wrong.
HubSpot positions itself as an all-in-one solution. The selling point has always been: everything in one place. When that “everything” starts getting sliced up and resold, users feel frustrated, and rightly so.
To be fair, some changes are balanced with benefits. For instance, Content Hub now includes a free CMS, which has encouraged some clients to move off WordPress. That’s a win. But the way features are shifted still feels abrupt and opaque.
The positive side? You can negotiate, especially if you’re mid renewal or considering expanding your stack. Make sure your pricing reflects your actual needs and not just HubSpot’s packaging changes.
Problem #4: It’s Expensive, Especially for Small Businesses
Let’s be real: HubSpot isn’t cheap.
If you’re a small business, solo founder, or just starting out, the price tag can feel like a punch to the gut, especially once you start adding extra seats, hubs, or contact tiers.
And while there’s a free tier and starter plans, you’ll quickly outgrow those if you actually want to use the automation, segmentation, or reporting features that make HubSpot worth having in the first place.
Here’s the thing though: the pricing makes more sense once you’re scaling.
For mid-sized businesses with decent revenue and a lean marketing team, HubSpot can actually be a time-saver and cost-cutter.
Why? Because:
- Everything talks to each other
- You don’t need a Salesforce-style admin just to run it
- It’s intuitive and easy to train new team members on
But early-stage businesses? You might be better off with more affordable options until you grow into something more robust.
See HubSpot Marketing Hub Pricing here.
See HubSpot Sales Hub Pricing here.
Problem #5: The Marketing Contacts Model is Confusing (and Costly)
On the surface, HubSpot’s marketing contacts model sounds fair: You only pay for the contacts you actually market to.
But in reality? It’s murky and it can quietly chew through your budget if you’re not careful.
Here’s the catch: if someone unsubscribes from your emails or their email address hard-bounces, you can’t send them anything… but HubSpot still charges you for them as a marketing contact.
Wild, right?
Unless you manually or automatically change their status to “non-marketing,” you’re still footing the bill for people you can’t even reach.
And guess what? Many businesses don’t realise this. They assume unsubscribed or dead contacts don’t count — and keep paying for inflated lists month after month.
There are workarounds:
- You can build workflows to automatically mark bounced or unsubscribed contacts as non-marketing.
- You can periodically audit and clean your database.
We created a guide just for managing marketing contacts in HubSpot, so that you don’t get charged more than you need to.
Is HubSpot Worth It For You?
We’ve said a lot in this article and some of it might sound harsh. But here’s the bottom line:
We still use and recommend HubSpot.
Why? Because when it’s used properly, it’s one of the most powerful, flexible, and scalable marketing platforms out there.
The interface is intuitive. The hubs are well-integrated. And for growing businesses, it can genuinely streamline marketing, sales, and operations.
But it’s not perfect.
And if you go in expecting it to magically solve your lead gen problems, or stay the same forever, or be the cheapest option on the market, you’re setting yourself up for disappointment.
If you’re going to invest in HubSpot, here’s what you actually need to succeed:
- A solid strategy (not just a tool)
- Someone at the wheel who knows how to drive it
- Regular maintenance to keep costs in check
- A willingness to adapt as the platform evolves
HubSpot isn’t for everyone. But if you go in with open eyes and the right support, it can absolutely be worth it.
Next, read our article to find out everything HubSpot can and can’t do.
What Does HubSpot Do? (The Ultimate 2025 Guide)
