Why B2B Companies Feel Boxed In
While HubSpot is widely regarded as one of the most user-friendly CRMs, it hasn’t escaped criticism—especially from B2B companies with complex workflows. Reddit users have been increasingly vocal about the challenges of tailoring HubSpot to fit the intricacies of longer sales cycles, multi-touch engagement, and team-specific processes. In many cases, the system feels too rigid for businesses that don’t operate in linear, B2C-like funnels.
“It feels like you’re trying to play chess with only pawns,” one Redditor posted, referring to the limitations of HubSpot’s automation and workflow customization features for enterprise deals.
Workflow Builder: Great Idea, Limited Execution
HubSpot’s visual workflow builder is designed for ease-of-use, but for B2B teams, it can become a frustrating bottleneck. Users report issues when trying to layer complex logic, such as tracking multiple decision-makers or branching communication flows based on varying customer segments.
Common limitations reported:
- Limited if/then branching unless you’re on a Professional or Enterprise plan
- Inability to trigger actions based on custom object data
- No account-level triggers—only contact-based
“We need workflows that can adapt based on account activity, not just individual contacts. That’s a basic B2B requirement.”
To make things work, many businesses resort to manual updates, spreadsheet tracking, or third-party tools like Zapier to handle what should be native automations.
Custom Properties and Workarounds
Reddit users often share workarounds that involve creating dozens of custom properties to simulate logic. For example, instead of conditional logic, users create multiple workflows and manually assign leads based on tagged criteria.
Workaround Tactics:
- Use hidden form fields to pass segmentation data
- Build separate workflows for each vertical/persona
- Set up task-based triggers to simulate if/then logic
While these methods can work, they are labor-intensive and not scalable. They also require a deep understanding of how HubSpot’s backend processes data—something small teams may not have time for.
B2B Sales Cycles Aren’t Linear, But HubSpot Assumes They Are
One core issue raised in Reddit threads is that HubSpot seems built for linear, short-term sales cycles. In contrast, B2B pipelines are rarely straight paths. Leads may pause, shift roles, loop in new stakeholders, or switch use cases mid-funnel.
“Trying to use HubSpot for a 6-month deal cycle with legal and procurement layers is exhausting. We’re constantly backtracking in the workflow.”
This rigidity becomes especially problematic for B2B companies practicing Account-Based Marketing (ABM), where the focus is on coordinated outreach to multiple contacts within a single organization.
Missing Features for B2B ABM Users:
- Account-level scoring and triggers
- Unified deal views across contact personas
- Dynamic branching based on engagement from multiple team members
Reporting on Custom Workflows? Good Luck
Even when users invest time in customizing workflows, they often hit another wall: reporting. The free and lower-tier HubSpot plans don’t allow advanced custom reporting, and even with upgrades, limitations remain.
Reddit users share frustrations like:
- No easy way to visualize workflow performance across segments
- Inability to track workflow impact on revenue or pipeline health
- Limited multi-touch attribution tracking
As a result, some B2B teams are exporting data to Google Sheets or integrating HubSpot with tools like Looker Studio, which introduces new technical hurdles.
What the Reddit Community Recommends
Despite the hurdles, B2B users are sharing helpful tips and strategies:
- Invest in the Right Tier: If you’re serious about workflow customization, go for the Professional plan or higher.
- Use Third-Party Tools: Integrate Zapier, Make.com, or Tray.io for more flexible automation.
- Hire a HubSpot Partner: Many businesses bring in certified HubSpot consultants to map out and implement B2B-ready workflows.
- APIs Are Your Friend: For developers, HubSpot’s APIs offer more flexibility than the visual UI.
“We gave up on trying to use the visual builder alone. Everything runs through custom-coded workflows now.”
Alternatives B2B Users Are Exploring
Some users have migrated from HubSpot altogether due to these customization issues. Popular alternatives include:
- Salesforce – Offers deep customization, though with a steeper learning curve.
- Zoho CRM – Affordable with robust workflow and automation features.
- Pipedrive – Loved for its simplicity and visual pipeline but limited in advanced automation.
Others continue to use HubSpot as a front-end interface while powering logic and reporting through external tools.
Final Thoughts: HubSpot for B2B Is Possible, But Not Plug-and-Play
For B2B teams, HubSpot can work—but it’s not effortless. The platform excels at simplicity and user experience, but complex, layered workflows require upgrades, integrations, and often developer support.
Reddit’s consensus is clear: don’t expect a one-size-fits-all solution. B2B workflows need flexibility, and while HubSpot can be molded, it takes time, expertise, and possibly more budget than initially expected.
TL;DR: HubSpot’s customization limitations make B2B workflow automation a challenge. Workarounds exist, but serious B2B teams should be prepared to invest in higher-tier plans, third-party tools, or CRM alternatives to meet their needs.
Need help setting up a custom workflow or mapping your B2B funnel in HubSpot? DM me “B2B Workflow” and let’s troubleshoot it together.
If you’re tired of losing leads and missing out on sales, it’s time to take control. Sign up for HubSpot’s Free CRM today and start turning more leads into customers!
