Custom Software vs Salesforce: When Building Beats Buying

Salesforce is the default CRM for many businesses. It's also where many businesses get stuck — paying for features they don't use, customising the platform until it barely resembles vanilla Salesforce, and watching annual licensing fees climb past their original budget.

Here's an honest comparison of when custom CRM beats Salesforce — and when it doesn't.

The Salesforce reality at scale

Salesforce starts cheap. Essentials is $25/user/month, Professional is $80, Enterprise is $165, Unlimited is $330. For a 5-person sales team on Essentials, that's $1,500/year — very reasonable.

The math shifts as you scale. A 50-person Enterprise team is $99,000/year. Add the platform you actually need (Marketing Cloud, Service Cloud, Sales Engagement, CPQ, custom apps), and most mid-market companies are paying $150–400k/year in licensing alone. Plus implementation consultants. Plus annual customization work.

Where Salesforce wins

Don't build a custom CRM if:

You need it live in days, not weeks

Your sales process maps cleanly onto Salesforce's data model (lead → opportunity → account → contact)

You'll benefit from Salesforce's massive third-party app ecosystem

Your team already has Salesforce admin/dev expertise

Your industry has well-established Salesforce best practices (large enterprise B2B, financial services)

Where custom CRM wins

Build custom when:

1. Your workflow doesn't fit Salesforce's data model

Salesforce assumes a specific sales process — leads, opportunities, accounts, contacts, with specific relationships. If your business is project-based (architecture firm, law office, agency), membership-based, marketplace-style, or service-delivery-heavy, you're either fighting the data model or paying for extensive customisation.

2. You've spent $50k+ customising Salesforce

At some point, customised Salesforce becomes more expensive than custom software — and you're still locked into Salesforce. The break point is usually around $50–80k in customisation, where the lifetime cost of maintaining customisations exceeds the build cost of native custom.

3. Your data sovereignty or compliance needs aren't standard

Salesforce hosts data in specific regions; expanding to others costs extra. Custom software hosts wherever you want — your data centre, your AWS region, your sovereign cloud.

4. Per-seat economics no longer work

At 100+ seats, Salesforce licensing typically exceeds $200k/year. A custom CRM build at $80–150k pays back in year 1–2.

5. You want to actually own customer relationships

With Salesforce, your customer data is in their system. Migrating away is technically possible but practically expensive. Custom means your code, your database, your control.

A realistic side-by-side

Year 1 cost (50 users): Salesforce $99k+ licensing + $40–150k implementation. Custom $50–150k build.

Year 5 cumulative: Salesforce $500k–1M+. Custom $50–150k + $40k maintenance = around $200–300k.

Time to live: Salesforce 2–4 weeks setup, 3–6 months for customisation. Custom 6–16 weeks.

Fit to workflow: Salesforce — adapt your workflow. Custom — adapt the software.

Ownership: Salesforce owns the platform. You own everything in custom.

Lock-in: Salesforce — high. Custom — none.

The hybrid path

Most enterprises eventually run hybrid: Salesforce for the contact-management foundation, custom apps for the workflows that are differentiating. The Salesforce platform layer (Lightning, Apex, Force.com) supports this — but adds custom-development costs anyway, without the ownership benefits.

Increasingly, mid-market companies are skipping the Salesforce middle and going straight to custom.

For a transparent cost estimate for your specific CRM scope, our cost calculator takes 60 seconds. Or see Custom Software vs SaaS for the longer build-vs-buy thinking.