The HubSpot CRM Platform’s quoting tool is a great asset for streamlining sales processes, offering built-in eSignatures, payment options, and real-time tracking. We love it — but we’re also the first to admit that, in some situations, it's not enough.
Let’s explore some potential limitations of the HubSpot Sales Hub quoting tool and how these can be overcome using native app integrations.
Where HubSpot's Quoting Tool Falls Short
While HubSpot’s quoting functionality — embedded within the Sales Hub — is ideal for most businesses (voted easiest to use by users in 2025), it can be restrictive for organisations with complex product offerings or advanced contract management needs.
For companies that prioritise ease-of-use and speed with straightforward pricing and light contract needs, it fits like a glove. Companies, however, that sell configurable product portfolios or require robust contract lifecycle management (CLM) may find HubSpot’s native features insufficient.
Quoting Tools & HubSpot - The Key Limitations
1. Limited Customisation
Templates offer rather minimal flexibility. There's limited support for multi-party agreements, legal clauses, or rich media (e.g., embedded videos). Embedding comprehensive terms and conditions directly within quotes is a challenge. Users often rely on workarounds like external document links.
2. No Advanced CPQ Features
HubSpot’s product library does not support complex configurations, dynamic pricing models, or tier-based pricing logic — all core capabilities of Configure-Price-Quote (CPQ) systems.
3. Basic Contract Management
Although HubSpot automation adds some power, the quoting tool lacks built-in features for contract negotiation, automated renewals, and version control. As HubSpot does not offer dedicated contract management, most users turn to third-party integrations like CloudFiles (helps integrate your Sharepoint etc.), PandaDoc, or DocuSign for sending and tracking contracts.
4. Limited eSignature Capabilities
While built-in eSignatures eliminate the need for basic tools, HubSpot’s solution lacks features such as multi-party signing, audit trails, and strong online authentication via bank credentials.
5. Restricted Payment Integration
HubSpot Payments is currently available only in the U.S., requiring a U.S. bank account. It primarily supports Stripe, thus limiting access to other global payment gateways. For many B2B-companies this is not a problem, however, as accredited HubSpot partners like Hubit provide proven integrations with the likes of Netvisor, Netsuite etc.
6. Underpowered Analytics
The quoting tool lacks robust analytics for compliance tracking and and contract performance reporting.
So, What’s the Verdict?
HubSpot’s quoting tool is intuitive and the easiest to use — perfect for basic quoting and light contract workflows. But it's not a comprehensive CLM solution, nor does it offer advanced CPQ functionality. That's ok!
To bridge these gaps, many businesses integrate HubSpot with specialised contract management tools — unlocking advanced features and streamlining the quote-to-contract lifecycle. Most importantly, they tailor and supplement what is otherwise the most intuitive CRM Platform on the market.
Enhancing HubSpot with External Quote-to-Contract Tools
So, how difficult or expensive is it to supplement HubSpot’s Sales Hub with an external application? Not difficult — and, should the need arise, absolutely worth it.
The HubSpot CRM Platform can be augmented with native apps easily accessible via the HubSpot Marketplace. Most available apps can significantly enhance HubSpot’s capabilities in just the right areas, require little help to setup and are easy to maintain and use. A standout example for the purposes of this blog is Oneflow, a robust quote-to-contract solution used widely in the Nordics.
Example: Advanced Quote-to-Contract with Oneflow
Oneflow offers a seamless, native integration with HubSpot. What does that mean? Users can create contracts directly within HubSpot and automatically sync deal, contact, and company data. Contracts become fully interactive, editable, and — best of all — hassle-free.
There are quite a few really good options available on the HubSpot Market Place and it's always good to take the effort to compare alternatives as one size does not fit all. Some examples of why some of our customers have decided to go with Oneflow include:
- Sales teams can generate, send, and track quotes or contracts without leaving HubSpot
- Nordic authentication (Nordic eID), real-time negotiation, and automated workflows that accelerate contract approvals
- Full GDPR compliance and secure storage — ideal for both Nordic and global organisations
- Secure storage and full audit trails of document interactions
- Stakeholders can comment, edit, and collaborate on contracts in real-time
What About Really Complex Needs?
A question we often get asked is this: Let's say our company's product configurations and pricing models are so complicated that HubSpot and specifically its Product Library will not suffice. What can we do?
Choose HubSpot, but prepare to invest more in customisation and bespoke work - the solutions exist and Hubit can help you make the right choices. You will still get a CRM that sales reps love to use, and the total lifetime costs with extra work are still well below those of Salesforce and Microsoft. Options range from fully custom CPQ solutions to semi-tailored tools like DealHub.
Whatever the complexity, HubSpot CRM and Sales Hub can be adapted to meet the quoting and contract needs of SME's and enterprise-level organisations - either using the default tools in HubSpot or utilising external applications for extended functionality.
Time to Act is Now!
Still playing around with spreadsheets, PDFs and emails? Reach out to Hubit. We’ll walk you through quoting tools and contract management to help you understand why HubSpot - and what to do when HubSpot alone is not enough. Set up a Teams demo with us here.
