7 Best Marketing Automation Tools & Software

3 years ago  •  By  •  15 Comments
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Marketing automation has grown from being a $500m industry to a $1.2bn one in just two years. It’s no surprise, then, that new marketing automation software providers are popping up left, right, and center.

This is great for innovation, but it makes choosing marketing automation software pretty tedious.

Marketo vs. Infusionsoft, Pardot, Ontraport, Hubspot, and Eloqua

Despite a near endless variety of marketing automation services to choose from, I’m going to focus on seven of the most popular & highly rated services.

Over the past few months I’ve either demoed, used, or gathered opinions from multiple long-term customers of all seven of these. This post ended up being quite in-depth, so if you’re looking for something specific feel free to skip to one of the sections below.

Jump to:

First things first, though. With so much variation between services, what do you need to look out for when comparing software providers?

What to consider when comparing marketing automation software

Before we go into the pros and cons, or the pricing comparisons, it’s important to know what to look out for.

I know several friends who signed up for marketing automation software, only to realise one month down the line that it wasn’t compatible with their CRM. Ouch.

It’s also very easy to get burned by the sliding scale pricing structures and unexpected additional costs.

Hubspot pricing

My point is, it pays to do your research. Below are a couple of important considerations and questions to have in mind when comparing the various software providers.

Let’s start off with the deal breakers. These are the first things you should look out for when comparing marketing automation software providers.

Deal breakers:

  • Pricing – Most marketing automation tools are priced on a sliding scale with additional costs for training and add-ons. They can become ludicrously expensive very quickly if you’re not careful. I’d recommend taking a 3-5 year perspective when weighing up your options.
  • Usability – Marketing automation is inherently complex. As such, usability is extremely important as it’ll determine how much value your team extract from the tool. The less intuitive the software is, the more you will pay for training, and the more headaches your team will endure.
  • Integrations with your existing software – This is extremely important, yet sometimes overlooked. Some marketing automation tools only allow integration with a small number of third party apps / CRM systems.

Now let’s look at the preferences. Some of these may be deal breakers for you, but they’re mostly to do with what features the software providers.

Preferences:

  • CRM / sales capabilities – Some marketing automation tools have an in-built CRM system with lead scoring, and advanced tagging capabilities. Others have no in-built CRM, as they expect you to connect the software with your existing CRM.
  • Email capabilities – while all marketing automation tools enable email marketing in some capacity, some are better than others. Do you need drip campaigns? subject line A/B testing? Demographic segmentation?
  • Content capabilities – Do you need to create landing pages, webinars, or other forms of content to send out to your contacts? While most marketing automation tools enable this, some are easier to use and more extensive than others.
  • eCommerce capabilities – Do you sell products online? Some marketing automation tools, such as Infusionsoft and Ontraport, can act as your product database. These tools usually offer features like coupon codes, and affiliate programs.
  • Social media capabilities – Some marketing automation tools integrate with Facebook and Twitter, enabling you to control social advertising or build social apps from within the service. Some also offer social media monitoring, to pull comments made on social media platforms into your CRM. These features are usually nice-to-haves, but it might be worth considering whether or not they would be useful for you or not.
  • Training & set-up – Another consideration is how long will it take your company to implement the marketing automation software, and at what cost? This is not particularly well advertised on any of the software provider’s websites, so be sure to ask.

The Pros and Cons of Marketing Automation software providers

In this section, I’ve written a quick summary of the main pros and cons for each of the aforementioned marketing automation providers.

I’ve kept the reviews relatively short, so that you can skim over the pros and cons.

Infusionsoft – 4/5

Infusionsoft is one of the most popular marketing automation platforms, with over 20,000 customers. Apart from Ontraport, it’s also one of the most affordable platforms.

Earlier this year, we helped one of our clients migrate over to Infusionsoft, so I’ve spent a good amount of time experimenting with their platform since.

In short, it’s awesome.

My favourite thing about Infusionsoft is the campaign builder. I mean, look at it.

Infusionsoft campaign builder

Out of all of the marketing automation tools I’ve seen and used, this is the best designed campaign builder by a long shot.

As a visual person, I find that the campaign builder is perfect for creating campaigns in the same way that they appear in my mind or on paper. I often joke with friends who use Infusionsoft about how easy it is to lose hours and days in the campaign builder. It’s fun, and borderline addictive!

The CRM system on Infusionsoft is very powerful. You get lead scoring, unlimited tags, automated quotes, pipeline reporting, and much more.

If you have the eCommerce package, you can also use Infusionsoft to manage your website’s eCommerce system, which obviously automatically adds customers into your CRM, enabling up-selling, customer life-cycle marketing etc.

There are five things that I’ve come across that are not so great about Infusionsoft. All are relatively minor issues, but worth mentioning.

1. An expensive initial training package – While Infusionsoft is one of the more affordable marketing automation tools, it has a mandatory $1,999 kickstart training package. I don’t think this is inherently bad, but for some it might be a deal breaker.

2. A/B testing is difficult – Split testing is possible in Infusionsoft, but it’s definitely not as easy as it could be.

3. Mediocre reporting – The reporting on Infusionsoft is okay, but given the amazing data it collects, I’m surprised that it’s not significantly better.

4. No recurring PayPal payments – If you want to use recurring payments, you’ll have to pay for Infusionsoft’s Customer Hub add-on.

5. Mediocre email templates – They’re not bad, just a bit average.

All in all, I’m a big fan of Infusionsoft and would highly recommend them as a good starting point for small businesses. I think Infusionsoft is particularly good for companies with a sales team, as the CRM system is one of their strongest points.

Ontraport – 5/5

Ontraport is a bit of an underdog in the marketing automation space.

Ontraport

I first heard about them from a friend at Mindvalley, who mentioned that they were using Ontraport, and were really pleased with it. Mindvalley are pretty awesome when it comes to automated marketing, so this was a big tick.

After that, I began hearing about Ontraport everywhere.

What was really interesting was the diverse range of people who I was hearing about them from. From entrepreneurs turning over a few hundred thousand to $50m companies with 200 staff, everyone seemed to say good things about Ontraport.

So, I registered for a product demo.

My first impressions were that everything I didn’t like about Infusionsoft, Ontraport did really well.

Recurring payments were easy to setup, there was no initial training cost, and you could sign up as a customer directly from their website. On top of this, everything is split testable without needing a strange workaround.

I wasn’t a huge fan of the Ontraport reporting dashboard, which is just a panel of KPI metrics. Personally, I’d much rather a more visual layout with fewer, more important, metrics displayed over time.

Ontraport report

Ontraport’s sequence builder is really good, although not quite as fun to play with as Infusionsoft’s campaign builder. That said, it integrates way better with WordPress, Facebook, Google Adwords, and other platforms. While it doesn’t feel quite as ‘SIM City-ish’ as Infusionsoft, it does feel just as, if not more, powerful.

One final touch which is really cool is the ability to automate SMS messages and postcards from Ontraport. I’d love to experiment with this in more detail to see how SMS messages and sending postcards in the mail influence customer behaviour, but it would certainly help with standing out from the crowd.

Out of all of the tools reviewed, Ontraport is probably my favourite.

It’s the most affordable marketing automation tool, and also very scalable, as the price doesn’t increase very much as your list size grows.

Marketo – 3/5

Marketo is a good contender for medium-large sized businesses. With a base cost of $895/month, it’s quite a step up from Infusionsoft and Ontraport.

I haven’t used Marketo myself, but I’ve heard consistent feedback about their platform from friends who do. In a nutshell, it’s great… once you get over the steep learning curve.

Marketo dashboard

Frankly, all of the marketing automation tools have a pretty steep learning curve, but I’ve heard that Marketo is particularly unintuitive and hard to get used to.

On the plus side, they’re regularly praised for having excellent customer support, and a fast-evolving product.

I’d love to hear from any Marketo users in the comments below.

Pardot – 3/5

Pardot has had an interesting few years of Russian doll acquisitions, after being acquired by Exact Target in 2012, who were later acquired by Salesforce in 2013.

With a base cost of $1,000/month, they’re one of the more expensive marketing automation services.

Pardot

Pardot receive a lot of great praise for their customer support, both pre and post implementation. Unlike many of the other services mentioned, they don’t charge a setup cost and training is free (or… covered by the large monthly fee)!

Salesforce aren’t the greatest when it comes to user experience. Naturally, learning how to use Pardot is a pretty steep learning curve, and there are a lot of features that are very confusing to get your head around.

One important thing to note is that their lower tier of $1,000 / month is quite limited in terms of functionality. If you want A/B testing, PPC integration, social media support, or anything else beyond basic CRM and email functionality, you’ll need to pay for their $2k/month package.

Hubspot – 2/5

I’ve never really bought into the hype around Hubspot.

Pretty much everything that Hubspot offers can be found elsewhere for free, or for much less money. Their software does a lot, but it doesn’t seem to do anything really well.

To give them credit, their software is really intuitive and easy to get the hang of. The analytics are relatively good, and it’s convenient having everything they offer in one place.

I can see how many small businesses would be impressed with their offering, but It’d be dishonest to say that I recommend them considering how much they charge.

Hubspot charge mandatory training fees in the $500 – $2,000 range, on top of a typical monthly cost between $800 – $2,500.

If it were me, I’d take this money and instead spend it on Ontraport, which is a significantly more advanced marketing automation platform. With what’s left over, you could get a pro subscription to a good piece of SEO software like Moz ($99/month), and do some training on Google Analytics.

I might be missing something, and if so please correct me in the comments, but based on demo’ing their software and speaking to their users, I don’t understand why you would choose to pay so much for insights that can be uncovered for significantly less money elsewhere.

Eloqua – 4/5

Out of all of the marketing automation tools reviewed, Eloqua is by far the most expensive and enterprise focused.  The company was acquired in 2012 by oracle for $871m.

Eloqua dashboard
While not the prettiest of user interfaces, one of the things I really like about Eloqua is the consistent dashboard design. Whether you’re designing landing pages or email campaigns, you have the same dashboard, making it easy to pick up quickly.

One of the really cool features with Eloqua is something called HyperSites, which are essentially microsite landing pages that include highly personalised information, such as a customer’s name or details.

Eloqua doesn’t have its own CRM, but instead integrates with popular enterprise-level CRM systems like Salesforce, Oracle/Siebel CRM, and Microsoft Dynamics CRM.

The main downsides with Eloqua are to do with price and implementation. It’s the most expensive marketing automation tool by quite a long shot, and despite this, there’s no free trial and implementation is notoriously slow.

Comparing the price of different marketing automation software providers

It’s quite a challenge to do a like for like comparison of marketing automation service prices, as some price tiers are based on the number of users, while others are on features, or number of contacts in your database.

I’ve done my best to do an accurate comparison of the different services based on the following criterion:

  • Entry-point cost (the minimum you could possibly pay for their product)
  • The minimum cost if you have 10,000+ contacts in your database
  • The minimum cost if your have 100,000+ contacts in your database
  • The minimum cost if you need to have 5+ users

Also, bear in mind that these prices may well change over time. As of the date of writing (15th November 2016) they are all accurate.

Entry-point cost:

ActiveCampaign – $9 / month
Infusionsoft – $199 / month (+ mandatory one-off $1,999 kickstart package)
Hubspot – $200 / month (+ mandatory one-off $575 training fee)
Ontraport – $297 / month
Marketo -$895 / month
Pardot – $1,000 / month
Eloqua – $2,000 / month

Minimum price for 10,000 contacts

ActiveCampaign – $70 / month
Infusionsoft – $379 / month (+ mandatory one-off $1,999 kickstart package)
Hubspot – $2,400 / month (+ mandatory one-off $2,300 training fee)
Ontraport – $297 / month
Marketo -$895 / month
Pardot – $1,000 / month
Eloqua – $2,000 / month

Minimum price for 100,000 contacts

ActiveCampaign – $415 / month
Infusionsoft – Not listed
Hubspot – $3,300 / month (+ mandatory one-off $2,300 training fee)
Marketo -Not listed
Pardot – Not listed
Ontraport – $597 / month
Eloqua – Not listed

Minimum price for 5+ users

ActiveCampaign – $49 / month
Infusionsoft – $379 / month (+ mandatory one-off $1,999 kickstart package)
Hubspot – $920 / month (+ mandatory one-off $2,300 training fee)
Ontraport – $597 / month
Marketo -$895 / month
Pardot – $1,000 / month
Eloqua – $2,000 / month

Conclusion

No marketing automation tool is definitively the best. I’ve summarised which options I think are best for companies of different sizes, and sectors.

For small businesses (under $5m revenue) & online businesses

For small to medium-sized businesses, it absolutely has to be ActiveCampaign.

While there are other popular options like Infusionsoft and Hubspot, these tools pale in comparison to ActiveCampaign’s product, while somehow costing 10-20X more.

For medium-sized businesses ($10m – $100m)

For medium-sized businesses, the choice of marketing automation software is most difficult, as this is the market that most providers cater to.

For online companies, I’d still recommend ActiveCampaign or Infusionsoft.

However, if you have multiple offices and sales teams, or hundreds of thousands of contacts, you might prefer Pardot or Marketo.

For enterprise businesses ($100m+)

For larger businesses, the selection process is likely to be far more circumstantial.

In any case, the marketing automation service most geared towards enterprise customers is Eloqua. Pardot are another consideration, although they’re more focused on medium / large businesses.

One of the most important considerations for enterprise customers is integration. If you’re using a CRM system like Oracle/Siebel CRM, Salesforce, or Microsoft Dynamics, then you’ll need to be choose carefully, as Pardot and Eloqua only integrate with a specific set of CRMs.


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Comments 15

  1. Hi Marcus,I think LeadSquared could make the list. Do check it out.
    • Hi Shibani,LeadSquared looks interesting – although I can’t quite figure out what differentiates it from other small business marketing automation software. Out of interest, what separates B2C vs. B2B marketing automation from a software vendor’s point of view? I.e. what’s different about the software that gears it towards B2C companies opposed to if you were targeting B2B clients?Marcus
      • Hi Marcus,LeadSquared is a lead to revenue platform and it takes care of the lead capture to revenue cycle for several segments of B2C businesses like training providers, health and wellness, travel and tour agencies, etc. Most of the marketing automation softwares out there, are made to address needs of B2B firms and integrate with CRM. This combo is costly and becomes too complex for a typical user in a B2C setup. For such category of firms in B2C which are marketing-led, our solution can obviate the need of a CRM altogether and provide them with the best in class marketing technology.Shibani.
  2. Is a Ferrari less intuitive than a Toyota? Probably. And if I was going to get milk at the corner store, then I'd take the Toyota, but if I'm racing in the Formula 1, I'm going with the Ferrari!Marketo is like a Ferrari: it's not less intuitive, it just has a bigger learning curve because it's SO much more powerful.The reality is that if you want to race, you need the right training, not just on how to race F1 (marketing automation) but how to race F1 in a Ferrari (marketo training).The great thing about Marketo is it has an extensive ecosystem to support you. For example, this marketo training ( http://launchpoint.marketo.com/hoosh-marketing/1419-marketo-training-certified/).At the end of the day, the right product for your company depends on what race you are in: the "going to get milk" race or the F1.
    • Hi Fab,That’s a good way of putting it and I totally agree. I guess where it gets less clear is when comparing a Ferrari with a Mclaren, to use the same analogy. A lot of the marketing automation tools are equally powerful (in very different ways), so it’s more a case of knowing which features matter the most to you.Marcus
      • Agreed Marus. You then have to consider the pit crew and team, above and beyond just the car.In the same way, it’s interesting to compare the various ecosystems of the marketing automation tools to see who has the most ‘support’. Marketo Launchpoint is pretty strong: https://www.youtube.com/watch?v=zi5i_64yTmcI this video compares the eco systems of the major players
  3. Have you looked at FHQ FusionHQ www.fusionhq.com ? They appear to have everything. I'd be very curious about your insights
  4. Great post Marcus - I use Ontraport and I love it though I have not seen all of these sites compared against each other so this was really helpful.I do find that Ontraport seems to have great pricing overall (and yes, a lot less functions you need to get a plugin or workaround for - I wonder when you have a platform you pay a lot for and then there is a big side industry of people doing training and also developing plug ins - I think if you pay for a product that product should really keep developing and adding those plugins 'in product' and I can see that Landon and his team are continuing to refine and add functionality that is requested, so I can't fault their customer service).As I grow towards a bigger subscriber base I can also see that Ontraport is much more reasonable in pricing, so I am pretty happy with my choice so far. Thanks.
    • Thanks Donna - I agree. There's so much scope for integration with marketing automation software that it would literally take a team of thousands to build all of the plugins and functionality in a short time frame. Ontraport / Infusionsoft are very similar to Salesforce in a way, by using the developer community to build the functionality around their product (which adds value to both Ontraport and their products & services).Ontraport are definitely my overall favourite with everything taken into account. While there are a few little shortfalls, you can't argue with what they offer for the price they charge.
  5. I'm really surprised with Hubspot prices, defenitely too expensive for SME
  6. I think Infusionsoft and Ontraport are the best marketing automation software present. People should focus on what are their requirements and then should choose one from them.
  7. Hi Marcus,Very helpful article! This certainly helps to orient toward the options.One question. Have you looked at Maropost yet?Our company is currently considering Marpost as we are outgrowing InfusionSoft. We have looked at Salesforce Marketing Cloud (formerly Exact Target) and have also looked at Ontraport in the past.Jay
  8. I guess cost and usability are the two main deciding factors to select which is the best marketing automation software for your marketing automation needs. Like Fab said, if my requirement is a racing car, why would I choose a Toyota, I'd definitely go for a Ferrari?
  9. Hello Marcus,Thanks for your post!Nice work, but I have the feeling that the Marketing Automation landscape has changed a lot since the post publication. Now, there are several solutions that target specifically SMEs, I'm thinking of Autopilot, ActiveCampaign or SendinBlue.
  10. Nice comparison. I'd love to see how these tools compare to GetResponse marketing automation. : ) Any tips?

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