The price on a CRM pricing page is a per-user number for one month. Your bill is that number times your seats, on the billing cycle you pick, plus any fee the vendor charges once. Those last three parts are where two CRMs with the same headline price end up hundreds of dollars apart, so the table below prices 21 CRMs, Fluid CRM included, as a bill.
A CRM costs $7 to $100 per seat a month on the plan a small sales team needs, and the median is $36 on annual billing. For five people, year one runs from $420 to $6,900, with a median of $2,160. Fluid CRM is $16 per seat a month or $144 per seat a year, with every feature in one plan.
How these numbers were built: every price is the vendor’s own list price for the plan named, per seat per month. Year one is 12 months of seats plus any one-time fee the vendor requires, with seat minimums applied. Taxes, usage charges and new-customer promo prices are left out.
The table has 22 rows for 21 CRMs because HubSpot appears on two plans, and Fluid CRM is counted in the 21. Medians count each CRM once, with HubSpot on Starter.
CRM Cost per Seat and per Team Across 21 CRMs
This is the year-one bill on annual billing, sorted by what a five-person team pays. Each CRM is priced on its first plan with a deal pipeline, email on the contact record and some automation. The section below this table explains that rule and shows the cheaper entry plans.
| CRM and plan | Per seat, annual | Per seat, monthly | 1 seat | 3 seats | 5 seats | 10 seats |
|---|---|---|---|---|---|---|
| Bigin Express | $7 | $9 | $84 | $252 | $420 | $840 |
| Freshsales Growth | $9 | $11 | $108 | $324 | $540 | $1,080 |
| Fluid CRM (one plan) | $12 | $16 | $144 | $432 | $720 | $1,440 |
| Zoho CRM Standard | $14 | $20 | $168 | $504 | $840 | $1,680 |
| Less Annoying CRM (one plan) | $15 | $15 | $180 | $540 | $900 | $1,800 |
| GoHighLevel Starter | $970 a year, any number of users | $97 a month | $970 | $970 | $970 | $970 |
| monday CRM Standard | $17 | $25 | $612 | $612 | $1,020 | $2,040 |
| HubSpot Sales Hub Starter | $20 | $20 | $240 | $720 | $1,200 | $2,400 |
| Salesmate Basic | $23 | $29 | $276 | $828 | $1,380 | $2,760 |
| Attio Plus | $35 | $44 | $420 | $1,260 | $2,100 | $4,200 |
| Capsule Growth | $36 | $40 | $432 | $1,296 | $2,160 | $4,320 |
| Pipedrive Growth | $39 | $49 | $468 | $1,404 | $2,340 | $4,680 |
| Nutshell Pro | $42 | $49 | $504 | $1,512 | $2,520 | $5,040 |
| folk Premium | $48 | $60 | $576 | $1,728 | $2,880 | $5,760 |
| Insightly Professional | $49 | Annual only | $588 | $1,764 | $2,940 | $5,880 |
| Salesflare Pro | $49 | $64 | $588 | $1,764 | $2,940 | $5,880 |
| Copper Professional | $59 | $69 | $708 | $2,124 | $3,540 | $7,080 |
| Streak Pro+ | $69 | $89 | $828 | $2,484 | $4,140 | $8,280 |
| Keap (2 users included, $39 per extra user) | $2,988 a year | $299 a month | $3,488 | $3,956 | $4,892 | $7,232 |
| Close Growth | $99 | $109 | $1,188 | $3,564 | $5,940 | $11,880 |
| Salesforce Pro Suite | $100 | Annual only | $1,200 | $3,600 | $6,000 | $12,000 |
| HubSpot Sales Hub Professional | $90 | $100 | $2,580 | $4,740 | $6,900 | $12,300 |
| Median of the 21 CRMs | $36 | $40 | $504 | $1,296 | $2,160 | $4,320 |
Keap’s totals include its $500 implementation package, the price its page charges now, and HubSpot Professional’s include the required $1,500 onboarding fee. monday CRM sells seats in buckets with a minimum of three, so one person pays for three.
Three numbers come out of this table. Among the 19 CRMs that charge per seat, the median plan costs $36 per seat a month on annual billing and $40 on monthly billing. Across all 21 CRMs, the median five-person team pays $2,160 in year one, and the most expensive row costs 16 times the cheapest.
By team size, the median year one on annual billing is $504 for one person, $1,296 for three, $2,160 for five and $4,320 for ten.
Fluid CRM sits in the cheapest third. It has one plan with every feature in it, so there is no second row to move up to. A team that wants a sales team CRM without plan tiers pays $720 for five seats on annual billing.
Entry price vs the plan a sales team needs
Most CRMs have a cheaper plan than the one priced above. The working plan is the first one that has all three things a small sales team uses daily: a deal pipeline, email attached to the contact record and automated steps such as workflows or sequences. Where a vendor’s entry plan already has all three, the entry plan is the one priced.
| CRM | Cheapest paid plan, per seat (annual / monthly) | What sends a sales team up a plan |
|---|---|---|
| Nutshell | Foundation, $13 / $19 | Sales automation and 5 pipelines start on Pro |
| Close | Solo, $9 / $19, one user only | Essentials ($35 / $49) adds teams, workflows start on Growth |
| monday CRM | Basic, $12 / $18 | Two-way Gmail and Outlook sync starts on Standard |
| Pipedrive | Lite, $14 / $24 | Email sync and automations start on Growth |
| Capsule | Starter, $18 / $22 | Workflows, email sync and extra pipelines start on Growth |
| Copper | Basic, $23 / $29 | Workflow automation starts on Professional |
| folk | Standard, $24 / $30 | Deals start on Premium |
| Salesforce | Starter Suite, $25 | Flow automation starts on Pro Suite |
| Insightly | Plus, $29, annual only | Workflow automation starts on Professional |
| Salesflare | Growth, $29 / $39 | Workflow sequences start on Pro |
| Attio | Free for up to 3 seats, then Plus | Plus is the first paid plan, and it stops at 10 seats |
| Streak | Pro, $49 / $59 | Automation rules start on Pro+ |
The cheapest paid plan of the 19 per-seat CRMs has a median of $18 per seat a month on annual billing, about half the $36 median for the working plan. Copper and folk show the widest jumps. Copper’s working plan costs $36 more per seat than its entry plan on annual billing, and folk doubles because deals are not on Standard at all.
Fluid CRM has no entry plan and no second tier, though its email works by BCC logging rather than two-way inbox sync. Less Annoying CRM also has one plan, at $15, but it has no workflow automation in it.
What the Same CRMs Cost on Monthly Billing
Annual prices are what most pricing pages show first. Monthly billing is what you pay if you want to be able to leave, and across the 15 per-seat CRMs that discount annual plans, monthly costs a median of 26% more. The gap runs from about 10% on Close Growth to 47% on monday CRM Standard.
| CRM and plan | 1 seat | 3 seats | 5 seats | 10 seats |
|---|---|---|---|---|
| Bigin Express | $108 | $324 | $540 | $1,080 |
| Freshsales Growth | $132 | $396 | $660 | $1,320 |
| Less Annoying CRM | $180 | $540 | $900 | $1,800 |
| Fluid CRM | $192 | $576 | $960 | $1,920 |
| Zoho CRM Standard | $240 | $720 | $1,200 | $2,400 |
| HubSpot Sales Hub Starter | $240 | $720 | $1,200 | $2,400 |
| GoHighLevel Starter | $1,164 | $1,164 | $1,164 | $1,164 |
| monday CRM Standard | $900 | $900 | $1,500 | $3,000 |
| Salesmate Basic | $348 | $1,044 | $1,740 | $3,480 |
| Capsule Growth | $480 | $1,440 | $2,400 | $4,800 |
| Attio Plus | $528 | $1,584 | $2,640 | $5,280 |
| Pipedrive Growth | $588 | $1,764 | $2,940 | $5,880 |
| Nutshell Pro | $588 | $1,764 | $2,940 | $5,880 |
| folk Premium | $720 | $2,160 | $3,600 | $7,200 |
| Salesflare Pro | $768 | $2,304 | $3,840 | $7,680 |
| Copper Professional | $828 | $2,484 | $4,140 | $8,280 |
| Streak Pro+ | $1,068 | $3,204 | $5,340 | $10,680 |
| Keap | $4,088 | $4,556 | $5,492 | $7,832 |
| Close Growth | $1,308 | $3,924 | $6,540 | $13,080 |
| HubSpot Sales Hub Professional (annual commitment, paid monthly) | $2,700 | $5,100 | $7,500 | $13,500 |
| Median of the 19 CRMs with monthly billing | $588 | $1,440 | $2,400 | $4,800 |
Salesforce Pro Suite and Insightly Professional are missing because both are sold on annual billing only. HubSpot Professional’s monthly price still comes with a 12-month commitment, so paying monthly there spreads the bill without letting you leave early.
I’d pay monthly for the first two or three months, even at the higher rate, because a CRM your team stops opening by week six is the most expensive one in the table. Switch to annual once the team uses it every day.
The Four Ways CRMs Charge You
Every CRM in the table uses one of four pricing models. The model decides which team sizes it is cheap for, which is why the order of the table changes between one seat and ten.
1. One plan per seat
You pay the same price per person and every feature is included. Fluid CRM ($16 a seat monthly) and Less Annoying CRM ($15) work this way. The bill grows in a straight line with headcount and never jumps because you needed one more feature.
2. Tiered per seat
You pay per person, and the features you get depend on the plan. Pipedrive, HubSpot, Zoho, Capsule, Copper and most of the table work this way. The entry price is low, and the bill jumps when the feature you need sits one tier up, as the entry plan table shows.
3. One account price with users included
You pay for the account, not the people. GoHighLevel Starter is $97 a month or $970 a year with unlimited users, so it costs the same for one person or ten. Keap starts at $299 a month with 2 users and 1,500 contacts, then adds $39 a month per extra user.
4. Metered on top of the seat
The seat price is the floor, and something else is counted. Copper and Capsule set plan limits by contacts, Keap’s price climbs in steps as the contact list grows and Attio counts credits. Close bills calls, numbers and texts on top of each seat.
I’d pick the model before the vendor. A team that will grow from three to ten people in a year should look at models one and three first, because tiered pricing is cheapest at the exact moment you buy it. For named picks rather than pricing models, see our list of the best CRM for small business.
Hidden CRM Costs That Change the Year-One Number
The table above already includes the one-time fees and seat minimums. These are the other charges that change what a small team really pays, with the amount each vendor lists.
| Cost | Who charges it | Amount |
|---|---|---|
| Required onboarding | HubSpot Sales Hub Professional and Enterprise | $1,500 and $3,500, once |
| Implementation package | Keap | $500 now, $1,500 list price |
| Early cancellation | Keap, annual contract | $299 |
| Seat minimum and buckets | monday CRM | 3 seats minimum, a team of 4 pays for 5 |
| Seat minimum | Salesflare Enterprise | 5 users |
| Seat cap | Attio Plus | 10 seats, then Pro at $79 |
| Calls and numbers | Close | About $0.02 a minute, numbers from $1 a month |
| Texts and numbers | GoHighLevel | $0.00747 per text segment, numbers $1.15 a month |
| Lead capture add-on | Pipedrive LeadBooster | From $32.50 a month per company |
| Email campaigns add-on | Pipedrive Campaigns | From $13.33 a month |
| Credit packs | Attio | 5,000 extra credits for $70 a month on annual billing |
| Documents add-on | Freshsales branded documents | $19 per user a month |
Two of these deserve a closer look. Usage charges have no ceiling, so a team that calls a lot can pay more in minutes and numbers than in seats, which matters most on Close and GoHighLevel.
The second is the new-customer price. HubSpot Starter shows a lower first-year rate on annual billing for new customers, which is why the table uses its $20 list price instead.
The cost no vendor bills is the setup time. A CRM that takes a week to configure costs that week, and our guide to CRM implementation shows how a small team can get set up in an afternoon instead.
How to Work Out Your Own CRM Cost
Your number will differ from the table if your team size or must-have feature differs. Four steps get you to it.
1. Count the seats you will have in 12 months
Use the headcount you expect at month 12, not today. Then round up to the vendor’s seat bucket or minimum, the way monday CRM rounds a team of 4 up to 5.
2. Find the plan with your one must-have feature
Pick the feature you would leave a CRM over, such as two-way email sync, a second pipeline or sequences. Price the first plan that has it, never the entry plan.
3. Pick the billing cycle
Multiply the per-seat price by seats by 12. Use the monthly price if you are still testing, and check whether the plan is annual only.
4. Add the one-time fees and the add-on you need
Add any required onboarding or implementation fee, plus the add-on your must-have feature depends on. That total is your year-one CRM cost.
Here is the math for five people on Pipedrive Growth, annual billing. Five seats at $39 a seat for 12 months is $2,340. If you add LeadBooster for lead capture at $32.50 a month, year one is $2,730.
Single-vendor detail lives in our HubSpot pricing, Pipedrive pricing and Attio pricing breakdowns. To weigh the cost against what the CRM brings in, run your numbers through the CRM ROI calculator or read how a small team builds the case for CRM ROI. If the budget is tight, our list of affordable CRMs sorts the options under $20 a seat.
Frequently Asked Questions
On the plan a small sales team needs, a CRM costs $7 to $100 per user a month. The median across 19 per-seat CRMs is $36 on annual billing, and $40 on monthly billing among those that offer it. Entry plans start lower, but they often leave out email sync or automation.
For five people, year one costs from $420 on Bigin Express to $6,900 on HubSpot Sales Hub Professional with its onboarding fee. The median across 21 CRMs is $2,160 on annual billing. Fluid CRM costs $720 a year or $80 a month for five seats.
Vendors discount annual plans because you pay up front and commit for a year. Across the CRMs that offer both, monthly billing costs a median of 26% more. Some plans, such as Salesforce Pro Suite and Insightly, are sold on annual billing only.
Most small-team CRMs do not. HubSpot requires a one-time onboarding fee of $1,500 on Sales Hub Professional and $3,500 on Enterprise. Keap requires an implementation package, now $500 against a $1,500 list price.
What a Small Sales Team Should Budget for a CRM
The median year one is $1,296 for three people and $2,160 for five on annual billing, and the rows far above that are plans built around a dialer or a large platform. Price the plan your team will actually use, at the headcount you will have next year.
If you want a sales team CRM where the per-seat price is the whole bill, Fluid CRM is $16 per seat a month or $144 per seat a year, with every feature included.
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