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HubSpot or monday.com: which should you chooseHubSpotとmonday.com、どちらを選ぶべきか
The realistic comparison is HubSpot Starter against monday CRM. What separates them is not how many people will use the tool, but whether your marketing contact list has passed 1,000. At contact number 1,001, the annual totals cross over.
A ledger of customers, or a list of internal work
HubSpot Starter is a CRM — customer relationship management, meaning your customer ledger kept in software — recording each customer's contact details, correspondence and deal status; bundle email marketing and inbound enquiries on top and you have a CRM suite. On the monday.com side, monday CRM is the same kind of ledger, while Work Management handles internal work: assigning owners and deadlines to tasks and tracking progress. The difference is whether a row is a customer or a task. If what you want is a deal pipeline — prospects arranged by the stage they have reached on the way to a signed deal — Work Management is a different category of product.
What three seats actually cost
| Three seats, annual billing (paid up front), USD, excl. tax | Monthly equivalent | Paid at signing | Cancelling mid-term | How to read this number |
|---|---|---|---|---|
| HubSpot Starter, discounted $7/seat (up to 1,000 contacts) | $21 | $252 | No refund of prepaid fees | The cheapest option — but new customers only, for a limited time, and it can rise to catalogue list price at renewal |
| HubSpot Starter, discounted $7/seat (1,001–2,000 contacts) | $71 | $852 | As above | Contact 1,001 adds a full $50 block and takes it past monday CRM |
| HubSpot Starter, list price $20/seat (up to 1,000 contacts) | $60 | $720 | As above | The ceiling once the discount lapses — the worst case in year two |
| monday CRM Basic, $12/seat | $36 | $432 | Pro-rata refund within 30 days, first purchase only | Does not rise with contact volume; the safer side when that volume is unpredictable |
| monday CRM Standard, $17/seat | $51 | $612 | As above | The effective floor, since this is where 250 automation actions a month appear |
Sources: https://www.hubspot.com/products/crm/starter / https://legal.hubspot.com/hubspot-product-and-services-catalog / https://monday.com/crm/pricing (verified 17 August 2026)
The monthly-equivalent column is the number people quote; the invoice at checkout is twelve times it. The $7 rate is conditional on “upfront payment and annual commitment”. Billed monthly, HubSpot is $10 a seat (three seats: $30 a month, $360 a year) and monday CRM Basic is $18 a seat (three seats: $54 a month, $648 a year). The annual discount is 33% on CRM and 18% on Work Management, which means that on a monthly basis CRM costs 50% more ($18 ÷ $12 = 1.5).
HubSpot cannot be cancelled mid-term and prepaid fees are not returned (section 4.1). monday.com refunds the unused portion pro rata if you apply within 30 days, but only on a first purchase — so even at $432 a year, the first 30 days work as a trial. Renewals are excluded.
The renewal ceiling is written into the terms
Section 3.2 of the terms of service reads: “Upon renewal, we may increase your Subscription Fees up to our then-current list price set out in our Product and Services Catalog. If this increase applies to you, we will notify you at least thirty (30) days in advance of your renewal.”
The ceiling is the catalogue list price, which as of August 2026 is $20 a seat. That caps the per-seat increase at 2.9x ($20 ÷ $7 = 2.857): for three seats, $21 a month becomes $60 a month, and $252 a year becomes $720 a year. Nothing guarantees that $7 continues, and nothing suggests it will exceed $20. The question worth asking the vendor is not what the renewal price will be, but when the discount ends.
The crossover is at contact 1,001
What drives the difference is not seat count but the number of marketing contacts — the records you have registered as recipients of email marketing.
- The crossover is at 1,001 contacts. Up to 1,000, HubSpot is $180 a year cheaper; from 1,001 it is $420 a year more expensive.
- The steps come every 1,000 contacts: 1–1,000 are included in the subscription, 1,001–3,000 cost $50 a month, 3,001–5,000 cost $45, and 5,001 upwards cost $40. Annual total = $7 × 3 seats × 12 + those additions × 12.
- We found no reference to volume-based charging on the monday CRM side of the official pricing page — seats only.
Up to 1,000 contacts, three HubSpot seats at $252 a year come in $180 below three monday CRM Basic seats at $432. At contact 1,001 an entire block of 1,000 is charged, taking it to $71 a month ($21 + $50) and $852 a year — roughly double. At 3,000 contacts it is $121 a month ($21 + $50 × 2) and $1,452 a year. At 900 contacts, choose HubSpot; at 1,200, choose monday CRM. The boundary is that single record.
An awkward headcount pushes only monday.com up a tier
- “Our pricing plans start at a minimum of 3 seats, and then ascend in multiples of 5.”
- Annually that is $432 for 3 seats, $720 for 5, $1,440 for 10 and $2,160 for 15. The steps land on the fourth, sixth and eleventh person.
- A seat is one person's right to log in. If you want four and have to pay for five, a budget of $36 a month becomes $60, and $432 a year becomes $720 — an estimate out by a factor of 1.67.
- HubSpot quotes a per-seat price and we found no equivalent purchasing increment (four people would be $7 × 4 = $28 a month). No minimum seat count is stated on the official page.
A seat — one person's right to log in — cannot be bought four at a time; four people means an invoice for five seats.
One automation is enough to push you off the entry plan
Automations — rules pairing a condition with an action — are metered in actions, the unit consumed by each execution. monday CRM lists “Custom automations” on Basic with no figure attached; the stated numbers begin at Standard with 250 a month (three seats: $612 a year) and Pro with 25,000 a month. Counting works like this: each mapped column is one action, and each person notified is one action. Notify six subscribers and map two columns and a single run costs eight actions. Run it five times a day and the allowance is gone in 250 ÷ (8 × 5) = 6.25 days, after which a 72-hour grace period runs and then automations stop. On Work Management, Basic includes zero automation actions and zero integration actions — integrations being the exchange of data with outside services such as Gmail or Slack.
In conclusion: put your own numbers in
Under 1,000 contacts and three people or fewer: HubSpot Starter (three seats at $21 a month, $252 a year; the free version covers 2 users and 1,000 contacts with no time limit). Over 1,001 contacts: monday CRM Basic (three seats at $36 a month, $432 a year), which stays on seat-based pricing however far the list grows. For internal work management: monday.com Work Management (Basic, three seats, $27 a month, $324 a year; Standard at $36 a month, $432 a year if you intend to use automations).
If both hurt, deal with the customer side first. The test is whether the bottleneck sits in the process that creates revenue or the process that delivers it. Missed follow-ups and lost deals point to the customer side; overdue deadlines and unassigned work point to the work side. The work side can be held together with a spreadsheet — a prospect lost is not coming back.
Who should probably look elsewhere
HubSpot Starter: anyone past 3,000 contacts (over $100 lands on top of the $21 seat charge, from $1,452 a year), and anyone who needs to fix a year-two budget now (renewal can take it to list price at $20 a seat, or $720 a year for three seats).
monday CRM: anyone with an awkward headcount of four, six or eleven (four people still means five seats, $60 a month), and anyone who wants to evaluate free for an extended period (a 14-day trial is all there is).
monday.com Work Management: anyone who wants to manage a customer list (CRM is a separate plan at a separate price of $12 a seat), and anyone who intends to use automations (Basic includes zero automation actions and zero integrations).
Sources
All figures verified on vendor-official domains on 17 August 2026.
| Figure or statement | URL |
|---|---|
| HubSpot Starter list price $20/seat/month; discounted $7 (annual billing, 65% off, upfront payment and annual commitment); $10 (monthly billing, 50% off); discount restricted to new customers for a limited time (“Get special Starter pricing when you choose a monthly or annual subscription. New customers only.” / “Offer available for a limited time.”) | https://www.hubspot.com/products/crm/starter |
| HubSpot free version: 2 users, 1,000 contacts, no time limit, no card required (“Free for up to 2 users. No credit card required.”) | https://www.hubspot.com/pricing/crm/starter |
| Marketing contact charges (1–1,000 included in the subscription; 1,001–3,000 $50; 3,001–5,000 $45; 5,001 and above $40 — each per 1,000 contacts, per month) | https://legal.hubspot.com/hubspot-product-and-services-catalog |
| Renewal increase ceiling and 30 days' notice (section 3.2); no cancellation during the term and no refund of prepaid fees (section 4.1: “you may not cancel your subscription prior to the end of your Current Term, and we will not provide any refunds of prepaid fees”) | https://legal.hubspot.com/terms-of-service |
| monday CRM Basic $12 (monthly $18) / Standard $17 (monthly $25) / Pro $28 (monthly $41); 33% off for annual billing; Basic “Custom automations”, Standard 250 actions/month, Pro 25,000 actions/month; no free plan, 14-day trial | https://monday.com/crm/pricing |
| monday.com Work Management Basic $9 / Standard $12 / Pro $19; Free covers 2 seats, 3 boards and 3 docs with no card required; 3-seat minimum | https://monday.com/pricing |
| monday.com Free plan limits: 2 seats / 3 boards / 200 items / 500MB storage / no automations or integrations (“On the Free Plan, you are limited to 200 items.” / “If you choose the Free Plan, you will not be able to use automations or integrations.”) | https://support.monday.com/hc/en-us/articles/360010487220-Understanding-the-Free-Plan |
| 18% off for annual billing, no discount on monthly billing, annual billing paid a year up front (“If you purchase a plan for one year, you will pay for one year upfront.”) | https://monday.com/w/faqs |
| Seats start at a minimum of three and then rise in multiples of five (“Our pricing plans start at a minimum of 3 seats, and then ascend in multiples of 5.”) | https://support.monday.com/hc/en-us/articles/4405633151634-Plans-and-pricing-for-monday-com |
| Refund requests within 30 days of a first purchase, pro-rata refund of the unused portion, annual plans excluded after 30 days | https://support.monday.com/hc/en-us/articles/115005320069-Refund-eligibility |
| Automations and integrations require Standard or above; Standard includes 250 automation actions plus 250 integration actions a month; Pro includes 25,000 of each | https://support.monday.com/hc/en-us/articles/360002826680-Automations-and-integrations-pricing |
| 72-hour grace period after the limit is reached; one action per mapping; one action per notification recipient | https://support.monday.com/hc/en-us/articles/360017556179-Automation-and-Integration-actions-and-limits |
What we could not confirm officially
- The monthly automation allowance on monday CRM Basic. The plan says “Custom automations” and gives no number.
- The monthly integration allowance on monday CRM. We could not find it stated in the plan table.
- The specific monthly-billing prices for monday.com Work Management. Only “18% off for annual billing” and “no discount on monthly billing” are stated.
- HubSpot's minimum seat count. There is no statement that one seat can be bought, nor any purchasing increment of the kind monday.com specifies.
- How long the HubSpot discount lasts. The page says only “a limited time”.
All five bear directly on contract terms. We have not filled them in by inference, so confirm them with each vendor before you sign.
比べるなら HubSpot Starter と monday CRM です。分かれ目は使う人数ではなく、メール配信の対象にする連絡先が1,000件を超えているかどうか。1,001件目で年額が逆転します。
顧客の台帳か、社内の仕事の一覧か
HubSpot Starter は顧客ひとりずつの連絡先・やりとり・商談状況を記録するCRM（顧客関係管理＝顧客の台帳をソフトで持つこと）で、メール配信や問い合わせ対応まで束ねたものがCRMスイートです。monday.com は monday CRM が同じ台帳、Work Management が業務管理（社内の仕事に担当者と期限を割り当て、進み具合を見る仕組み）の道具です。行が顧客かタスクかの違いで、商談パイプライン（見込み客が受注までのどの段階にいるかを並べたもの）がほしいなら Work Management は別カテゴリです。
3席で契約すると、実際にいくら出ていきますか
| 3席・年払（一括前払）・米ドル税別 | 月額換算 | 契約時に出ていく額 | 途中解約 | この数字の読み方 |
|---|---|---|---|---|
| HubSpot Starter 割引$7／席（コンタクト1,000件以下） | $21 | $252 | 前払分の返金なし | 最安。ただし新規顧客限定・期間限定で、更新時はカタログ定価まで上がりうる |
| HubSpot Starter 割引$7／席（コンタクト1,001〜2,000件） | $71 | $852 | 同上 | 1,001件目で$50ブロックが丸ごと乗り、monday CRM を追い越す |
| HubSpot Starter 定価$20／席（コンタクト1,000件以下） | $60 | $720 | 同上 | 割引が切れた後の上限額。2年目の最悪ケース |
| monday CRM Basic $12／席 | $36 | $432 | 初回購入のみ30日以内なら日割返金 | コンタクト件数では増えない。件数が読めないときの安全側 |
| monday CRM Standard $17／席 | $51 | $612 | 同上 | 自動化250回／月が付く実質的な下限 |
出典：https://www.hubspot.com/products/crm/starter ／ https://legal.hubspot.com/hubspot-product-and-services-catalog ／ https://monday.com/crm/pricing （2026年8月17日確認）
月額換算だけ見ると、契約画面の請求は12倍です。$7は一括前払い＋年間契約が条件です（原文：upfront payment and annual commitment）。月払は HubSpot が1席$10（3席で月$30・年$360）、monday CRM Basic が1席$18（3席で月$54・年$648）。年払の割引率は CRM が33%、Work Management が18%で、月払基準では CRM が50%高くつきます（$18÷$12＝1.5）。
HubSpot は期間途中で解約できず前払費用も返りません（規約4.1）。monday.com は初回購入に限り30日以内の申請で日割返金され、年$432でも30日は試用期間として使えます。更新後は対象外です。
更新時の上限は、規約に書いてあります
利用規約3.2に、日本語訳：更新時に当社は、製品カタログに記載の当時の定価まで購読料を値上げすることがあります。値上げが適用される場合は、更新の30日以上前に通知します（原文：Upon renewal, we may increase your Subscription Fees up to our then-current list price set out in our Product and Services Catalog. If this increase applies to you, we will notify you at least thirty (30) days in advance of your renewal）。
上限はカタログ定価で、2026年8月時点は1席$20。席単価は最大2.9倍（$20÷$7＝2.857）、3席なら月$21が月$60、年$252が年$720です。$7が続く保証はなく、$20を超えることもなさそうです。聞くべきは更新後の金額ではなく割引の終了時期になります。
逆転点はコンタクト1,001件です
効いてくるのは席数ではなく、マーケティングコンタクト（メール配信の対象として登録した連絡先）の数です。
- 1,001件で逆転。1,000件までは HubSpot が年$180安く、1,001件目からは年$420高い
- 段は1,000件ごと。1〜1,000件は購読料に込み、1,001〜3,000件は月$50、3,001〜5,000件は$45、5,001件以上は$40。年額＝$7×3席×12＋その加算×12
- monday CRM 側に件数による従量課金の記載は公式料金ページに確認できませんでした（席数課金のみ）
1,000件までは HubSpot 3席の年$252が monday CRM Basic 3席の年$432より$180安く済みます。1,001件目で1,000件ブロックが丸ごと課金され、月$71（＝$21＋$50）・年$852と約2倍。3,000件なら月$121（＝$21＋$50×2）・年$1,452です。900件なら HubSpot、1,200件なら monday CRM。境目はこの1件です。
人数が半端だと、monday側だけ段が上がります
- 席は3席が下限で、以降は5の倍数でしか買えません（原文：Our pricing plans start at a minimum of 3 seats, and then ascend in multiples of 5）
- 年額では3席$432／5席$720／10席$1,440／15席$2,160。4人目・6人目・11人目で段が上がります
- 席＝ログインできる人1人分の利用権。4人分ほしくても5席分を払うので、月$36のつもりが月$60、年$432が年$720で見積もりが1.67倍ずれます
- HubSpot は席単価表示で、この刻みの記載は見当たりません（4人なら$7×4＝月$28）。最低席数の明記は公式ページに確認できませんでした
席（＝ログインできる人1人分の利用権）は4人分では買えず、4人なら5席分の請求になります。
自動化を1つ使うだけで、下限プランが上がります
自動化（条件と処理を決めておく機能）はアクション（1回の実行で消費される回数の単位）で数えます。monday CRM は Basic に「Custom automations」と書くだけで回数がなく、明記は Standard の250回／月（3席で年$612）と Pro の25,000回／月です。数え方はマッピングした列1つと通知1人がそれぞれ1アクション。購読者6人に通知し2列をマッピングすれば1回8アクション。1日5回なら250÷（8×5）＝6.25日で枠が尽き、72時間の猶予を経て停止します。Work Management の Basic は自動化0回・外部連携（Gmail や Slack など別サービスとデータをやりとりする機能）0回です。
結論：自分の数字を当てはめてください
顧客リストが1,000件未満で3人以下なら HubSpot Starter（3席で月$21・年$252。無料版は2ユーザー・連絡先1,000件で期限なし）。1,001件以上なら monday CRM Basic（3席で月$36・年$432）で、件数が増えても席数課金のままです。社内の仕事管理なら monday.com Work Management（Basic 3席で月$27・年$324、自動化を使うなら Standard で月$36・年$432）。
両方に困っているなら顧客側が先です。判定は、売上をつくる工程で詰まっているか、納品する工程かです。連絡漏れや商談の取りこぼしなら顧客側、期限超過や担当の抜けなら仕事側。仕事側は表計算でしのげますが、失注した見込み客は戻りません。
こういう人は、その製品を選ばないほうがよさそうです
HubSpot Starter：連絡先が3,000件を超えている人（席代$21に追加$100以上が乗り年$1,452から）。2年目の予算を今固めたい人（更新時に定価$20／席、3席で年$720まで上がりうる）。
monday CRM：人数が4人・6人・11人と半端な人（4人でも5席分＝月$60）。無料で長く様子を見たい人（14日トライアルのみ）。
monday.com Work Management：顧客リストを管理したい人（CRM は別プラン・別料金の1席$12）。自動化を使う予定がある人（Basic は自動化0回・外部連携0回）。
出典
すべて2026年8月17日にベンダー公式ドメインで確認しました。
| 数字・記述 | URL |
|---|---|
| HubSpot Starter 定価1席月$20、割引$7（年払・65%オフ、upfront payment and annual commitment）、$10（月払・50%オフ）、割引は新規顧客限定・期間限定（原文：Get special Starter pricing when you choose a monthly or annual subscription. New customers only.／Offer available for a limited time.） | https://www.hubspot.com/products/crm/starter |
| HubSpot 無料版 2ユーザー・連絡先1,000件・期限なし・カード不要（原文：Free for up to 2 users. No credit card required.） | https://www.hubspot.com/pricing/crm/starter |
| マーケティングコンタクト課金（1〜1,000件は購読料に込み／1,001〜3,000件$50／3,001〜5,000件$45／5,001件以上$40、いずれも1,000件ごと月額） | https://legal.hubspot.com/hubspot-product-and-services-catalog |
| 更新時の値上げ上限と30日前通知（規約3.2）、契約期間中の解約不可・前払費用の返金なし（規約4.1、原文：you may not cancel your subscription prior to the end of your Current Term, and we will not provide any refunds of prepaid fees） | https://legal.hubspot.com/terms-of-service |
| monday CRM Basic $12（月払$18）／Standard $17（月払$25）／Pro $28（月払$41）、年払33%オフ、Basic「Custom automations」・Standard 250回／月・Pro 25,000回／月、無料プランなし・14日トライアル | https://monday.com/crm/pricing |
| monday.com Work Management Basic $9／Standard $12／Pro $19、Free は2席・ボード3つ・ドキュメント3つ・カード不要、最低3席 | https://monday.com/pricing |
| monday.com Free の上限：2席／ボード3つ／アイテム200件／ストレージ500MB／自動化・連携は使用不可（原文：On the Free Plan, you are limited to 200 items.／If you choose the Free Plan, you will not be able to use automations or integrations.） | https://support.monday.com/hc/en-us/articles/360010487220-Understanding-the-Free-Plan |
| 年払18%オフ・月払は割引なし・年払は1年分前払（原文：If you purchase a plan for one year, you will pay for one year upfront.） | https://monday.com/w/faqs |
| 席は3席が下限、以降5の倍数（原文：Our pricing plans start at a minimum of 3 seats, and then ascend in multiples of 5.） | https://support.monday.com/hc/en-us/articles/4405633151634-Plans-and-pricing-for-monday-com |
| 初回購入から30日以内の返金申請、未使用分の日割返金、年払で30日超は対象外 | https://support.monday.com/hc/en-us/articles/115005320069-Refund-eligibility |
| 自動化・連携は Standard 以上、Standard は自動化250回＋連携250回／月、Pro は各25,000回／月 | https://support.monday.com/hc/en-us/articles/360002826680-Automations-and-integrations-pricing |
| 上限到達後72時間の猶予、マッピング1つにつき1アクション、通知は送信先1人につき1アクション | https://support.monday.com/hc/en-us/articles/360017556179-Automation-and-Integration-actions-and-limits |
公式に確認できなかったこと
- monday CRM Basic の自動化の月間回数。「Custom automations」の記載だけで回数がありません
- monday CRM の外部連携の月間回数。プラン表に記載を確認できませんでした
- monday.com Work Management の月払の具体的な金額。「年払で18%オフ」「月払は割引なし」の記載のみです
- HubSpot の最低席数。1席から買えるという明記も、monday.com のような購入単位の指定も見当たりませんでした
- HubSpot の割引が適用される期間の長さ。「a limited time」としか書かれていません
この5点は契約条件に直結します。推測で埋めていないので、申込前に各社へ直接ご確認ください。