10 Best Accounting CRM Software Shortlist
Here's my pick of the 10 best software from the 17 tools reviewed.
With so many different CRM solutions, figuring out which one is right for an accounting firm is tough. You know you want to maintain comprehensive client profiles, capture and manage leads for potential clients, and assign tasks related to client engagements, tax filings, or financial projects within the CRM but need to figure out which tool is best. I've got you! In this post I'll help make your choice easy, sharing the results of my research of dozens of tools and personal experience with CRM tools, with my picks of the best accounting CRM software.
What is Accounting CRM Software?
An accounting CRM is a tool used in accounting firms to handle customer relationships, track leads, and keep a centralized repository of documents that can be easily accessed during audits. Key features you should expect include client interaction tracking, document management, workflow automation, task tracking, and client databases.
This collection of features streamlines internal processes and improves overall efficiency, ultimately contributing to the firm's success and client satisfaction.
Overview Of The 10 Best Accounting CRM Software Tools
Here are brief descriptions of each accounting CRM software option that showcases each tool’s best use case, noteworthy features, and notable pros and cons.
Also, I’ve included screenshots to give you a glimpse of their user interfaces.
Salesforce’s AI-powered “Einstein Analytics” tool offers users the ability to view CRM data from several angles using graphs, reports, dashboards, and more.
Why I picked Salesforce: Salesforce is one of the most advanced and expensive CRMs on this list. It’s probably out of the question for all but the biggest firms.
If you’re in a big firm, though, Salesforce’s array of features and customizability make it better than most other solutions on this list.
Salesforce Standout Features and Integrations
Standout features include: Advanced analytics (called Einstein Analytics), territory customization and management, and lead and opportunity management. Customer360 combines sales, marketing, and customer service features for bigger firms into one comprehensive platform.
Integrations include:
ActiveCampaign, DocuSign, Dropbox, Google Workspace, JIRA, LinkedIn Sales Navigator, Quickbooks, Slack, Zendesk, and Zoom. You can unlock many more integrations by linking a paid Zapier account. Salesforce CRM integrates with all other Salesforce products, too.
Lastly, developers can use the Salesforce API to build custom integrations as needed. There are tons of free and paid developer-made integrations on the Salesforce AppExchange marketplace.
Pros and cons
Pros:
- Robust lead management features
- Helps manage deals and accounts in multiple territories/locations
- Advanced analytics and forecasting
- Highly customizable
Cons:
- Einstein Analytics is a paid add-on.
- Sales insights and premium support only available on the most expensive plan.
- Complex interface.
ActiveCampaign offers extensive email marketing and automation capabilities alongside CRM functionality. Users can build complex automations to segment new leads based on many variables.
Why I picked ActiveCampaign: ActiveCampaign is best known for its email marketing and automation, but it has a CRM platform, too.
You can get the CRM tool on its own if you want. But if you’re a fan of email marketing and have the budget, you might want to pay for one of ActiveCampaign’s bundle plans.
ActiveCampaign Standout Features and Integrations
Standout features include: Sales engagement automation, SMS automation, contact management and sales routing, lead scoring, and a full email suite. That email suite includes email sequence mapping, segmenting, broadcast emails, autoresponder emails, and more.
Integrations include:
BambooHR, ClickFunnels, Facebook, Google Analytics, Quickbooks, Salesforce, Slack, Unbounce, WordPress, and Xero. You can also link to a paid Zapier account for more integrations.
ActiveCampaign has a marketplace with developer-made apps you can link to your account for more functionality.
Pros and cons
Pros:
- 24/7 customer support
- Hundreds of email templates
- Plenty of automation capabilities
- Extensive email marketing features
Cons:
- Bundle plans that include email marketing are pricey
- No freemium plan
Hubspot offers a full CRM platform and unlimited users for free without an expiration date. However, users have to upgrade to paid plans for more niche or advanced features.
Why I picked Hubspot: Hubspot offers quite a lot in its Free Tools plans, including unlimited users.
Yes, you have to upgrade to a paid plan for more advanced stuff. But if you’re a smaller firm, I think Hubspot’s free plan will probably have everything you need. The Starter plan is relatively inexpensive, should you decide you need to upgrade.
Hubspot Standout Features and Integrations
Standout features include e-signature capabilities, a content management system, a document storage library, and product libraries that you can modify to be more of a “service library”. This last feature helps you track sales across different service categories or practice groups (audit, tax, advisory) to make decisions. Also, the content management system I mentioned is great if you’re trying to build website SEO and get some organic traffic.
Integrations include Aircall, Databox, Gmail, Google Calendar, GoToWebinar, Microsoft, Slack, Typeform, WordPress, and Zoom. You can link Hubspot to a paid Zapier account to integrate with over 1,000 other apps.
Pros and cons
Pros:
- Native payment processor via Stripe
- Free Tools plan also offers marketing, sales, and customer service features
- Free forever with all the CRM basics
Cons:
- Free features can be limited for larger firms
- Inflexible and expensive paid plans
Accelo lets you view your team’s schedules and offers a shared team inbox so you can assign teammates to new clients and projects and so the whole team can see the status of each prospect or client.
Why I picked Accelo: Two things about Accelo stuck out to me.
First, the team scheduling feature looks quite helpful if you’ve got a whole sales team and have a lot of leads coming in.
And second, Accelo connects the sales process to the work itself by converting proposals into projects on the project management side of the system.
Accelo Standout Features and Integrations
Standout features include team scheduling, client work planning, retainer contract management, sales tracking and forecasting, and a mobile app with many critical CRM and workflow features. A lot of features that work well for working with teams.
Integrations include:
Google Workspace, Hubspot, Jira, Mailchimp, Microsoft Office 365, PayPal, Quickbooks, Salesforce, Stripe, and Xero.
You can unlock more integrations by connecting a paid Zapier account.
Pros and cons
Pros:
- Numerous non-CRM features are built-in
- Assists with managing team schedules
- Connects the sales and project management processes
Cons:
- No Freemium plan and short free trial
Bitrix24 lets you create and manage your firm’s website directly from the CRM. This website can take in leads, which flow through to other CRM features.
Why I picked Bitrix24: You basically have to market your firm online to get ahead.
With Bitrix24 you can build individual landing pages or an entire website and connect it to the platform’s CRM tool.
This would cut down on a lot of problems accountants might have when trying to connect lead gen stuff on their websites to their CRMs.
Bitrix24 Standout Features and Integrations
Standout features include in-app phone communications, sales analytics, in-app private and group chats, conference calls, and a private social network. You can also build a website or landing page for your firm in BitRix’s online storefront builder.
Integrations include: Box, DocuSign, Dropbox, Gmail, Google Calendar, Google Drive, MailChimp, Microsoft Office 365, OpenOffice, and Xero.
Bitrix also has an app marketplace where you can download custom apps created by private developers. You can also integrate with BitRix’s project management, HR, and customer service tools.
Pros and cons
Pros:
- Freemium plan allows unlimited users
- Extensive lead communications features
- Offers features beyond marketing and sales
- Can build and manage a website connected to CRM
Cons:
- Complex interface
- Limited online storage
- Paid plans don’t offer unlimited users
Zendesk’s customer service features allow firms to manage their client relationships closely after the sale and answer questions or resolve issues quickly.
Why I picked Zendesk: If you want to be more of an “advisor” to a few long-term clients, Zendesk seems like it would be a great help.
The Sell side has a CRM with the basics needed to manage leads, but the Support side’s customer features make Zendesk shine.
Oh, and both sides share data. Excellent for keeping clients around for the long haul.
Zendesk Standout Features and Integrations
Standout features include AI-powered intelligent customer service triage, email sequence builders, integrated voice software, and subscription tracking. The Sell and Support sides link together for seamless client onboarding and service.
Integrations include:
Harvest, Salesforce, Slack, and Tymeshift Workforce Management. You can also link Zendesk with a paid Zapier account for integrations with a large number of popular software solutions.
Furthermore, Zendesk has an app marketplace where you can download custom-made apps from Zendesk app developers.
Pros and cons
Pros:
- Mobile apps available
- Excellent analytics for CRM and customer support
- Extensive customer support features
Cons:
- Self-service customer portal not available on all plans
- Plans with CRM features are more expensive
Monday.com offers the highest degree of customization, but automations may be limiting for larger firms.
As a “work OS,” monday.com lets you customize every piece of your CRM. It also lets you build other applications with no code from scratch using templates.
Why I picked monday.com Sales CRM: monday.com calls its platform a “Work OS,” meaning you can build almost whatever you want in it—including a CRM—via drag-and-drop with little to no coding. It also means you can build other apps you might need in the platform.
It comes with a CRM template you can play around with to fit your CRM to your needs.
monday.com Sales CRM Standout Features and Integrations
Standout features include low-code/no-code app creation, custom reporting dashboards, automation rules, and email software sync to track email data and store it. You can also use personalized, auto-fillable email templates and store lead-related call and meeting data. monday.com is completely customizable via drag-and-drop but comes with a CRM template.
Integrations include Aircall, DocuSign, Dropbox, Google Drive, LinkedIn, Mailchimp, Microsoft Teams, Slack, Stripe, and Zoom. You can also link a paid Zapier account to monday.com to build custom integrations with any platforms in Zapier.
Pros and cons
Pros:
- Large number of integrations.
- Many features included in the freemium plan.
- Templates available for CRM and other software solution needs.
- Boards are completely customizable.
Cons:
- Automations can only perform a set number of actions per month.
- All paid plans have three-seat minimums.
Less Annoying CRM’s web app is designed for optimal use on mobile phones, so there is no need to get a mobile app to access the CRM on the go.
Why I picked Less Annoying CRM: Less Annoying CRM is a funny name for a CRM, but this solution lives up to its name.
It’s not hard to find your way around this platform.
There’s no mobile app as I write this, but honestly, the mobile site is good enough to not warrant one. On the plus side, that saves space on your smartphone and eliminates the need for constant updates, and you can always create a web app on your phone’s home screen if needed.
Less Annoying CRM Standout Features and Integrations
Standout features include centralized contact management, customizable deal pipelines, team activity reports, and a mobile-optimized web, so there’s no need to download a separate app. Plus, you can make an unlimited number of custom fields with drag-and-drop to gather only the information you need from leads.
Integrations include:
AgileForms, Google Calendar, Google Contacts, Google Forms, MailChimp, Microsoft Outlook Calendar, Nusii, ReForm, Writtenly, and ZipMessage.
You can also link a paid Zapier account to unlock 5,000 more integrations.
Pros and cons
Pros:
- Excellent mobile web app
- Streamlined contact and task management
- Unlimited users
- Simple interface
Cons:
- Limited reporting features
- No social media tools or native integrations
Capsule CRM offers a clean and simple interface. Various CRM features are easy to navigate using the menus in the application.
Why I picked Capsule CRM: It isn’t hard to find your way around Capsule, either. A good option for solo accountants.
Capsule CRM might be the simplest on this list, but it has a freemium plan with a lot more features than what you might expect—although it's limited to two users and won’t integrate with your internal accounting platform.
CAPSULE CRM STANDOUT FEATURES AND INTEGRATIONS
Standout features include email marketing templates and automations, a visual sales pipeline, workflow automations, and an AI content assistant. Sync all client information in relevant parts of your integrated accounting and bookkeeping apps to save time.
Integrations include Formstack, Freshbooks, Gmail, Google Workspace, MailChimp, Microsoft Office 365, Quickbooks, Sage Cloud Accounting, Xero, and Zendesk.
You can also unlock more integrations by linking a paid Zapier account.
Pros and cons
Pros:
- Strict user permissions
- Easy task and calendar management
- Simple, navigable interface
- Accommodates multiple sales pipelines
Cons:
- Some features are paid add-ons
- Freemium plan doesn’t integrate with accounting platforms
- Freemium plan limited to two users
Zoho CRM is a solid tool that you and your team can access anywhere you have an internet connection. It’s also easy to integrate with Zoho’s finance applications and tons of other software.
Why I picked Zoho CRM: Zoho links your bookkeeping, invoicing, project management, and CRM to simplify your tech stack. That makes running a remote or hybrid firm easier—no need to juggle software from several companies.
The gamification feature helps with this, too. Keeps your salespeople motivated, even if they're spread out geographically.
That said, Zoho CRM links with lots of outside software too. But there’s no need to go all-in on Zoho if you only want the CRM.
ZoHo CRM Standout Features and Integrations
Standout features include workflow rules, a predictive sales AI assistant, a drag-and-drop editor, and customer journey orchestration. Zoho helps you inspire friendly competition among your sales team with gamification features like points, targets, and achievements.
Integrations include: DocuSign, Google Workspace, GoToWebinar, MailChimp, Microsoft 365, Proposify, Quickbooks, Slack, Xero, and Zoom.
Pros and cons
Pros:
- Can create many marketing/sales documents in Zoho
- Highly customizable
- Integrates with the rest of the Zoho suite
- Intuitive, navigable UI
Cons:
- Limited free storage
- Customer support only available Monday-Friday
| Tools | Price | |
|---|---|---|
| Salesforce CRM | From $25/user/month (billed annually) | Website |
| ActiveCampaign | From $39/month | Website |
| HubSpot | From $45/month | Website |
| Accelo | From $30/user/month | Website |
| Bitrix25 | From $49/month | Website |
| Zendesk | From $19/user/month (billed annually) | Website |
| monday.com sales CRM | From $8/seat/month | Website |
| Less Annoying CRM | From $10/user/month (billed annually) | Website |
| Capsule CRM | From $18/user/month | Website |
| Zoho CRM | From $14/user/month | Website |
Compare Software Specs Side by Side
Use our comparison chart to review and evaluate software specs side-by-side.
Compare SoftwareOther Accounting CRM Software Options
Here are a few more worthwhile options that didn’t make the best accounting CRM platforms list:
- Freshsales
Best for phone communication with prospects
- Pipedrive
Best for more “visual” accountants
- SugarCRM
Best for mid-sized firms
- Keap
Best for beginners
- Sage
Best for customer support
- Funnelmaker
Best for marketing funnels
- MethodCRM
Best for Quickbooks and Xero users
How I Selected the Best Accounting CRM Software
In my search for the best accounting-specific CRM software, I narrowed the field down to the top 10 based on the selection and evaluation criteria below and my own professional accounting experience.
Core functionality
I looked for accounting CRM software that’s capable of automating workflow tasks for every kind of client or potential lead, including:
- Communicating with leads or clients so you can boost customer satisfaction and maximize conversions with less involvement.
- Onboarding and offboarding clients so you can leave a good first impression, get new clients set up in your system, and collect testimonials when you offboard clients
- Managing deals so you can spend less time looking at the deal status itself and more time closing those deals.
- Sending invoices so you can maintain your recurring revenue streams without manually creating invoices each month.
I made sure automations are easy to build and manage, and that each tool made it easy for teams to access and share client details.
My other big concern was the level of customization offered by each tool.
Key features
Key features I hunted for include:
- Data analytics and reporting: These features help you see all sorts of useful information like conversion rates, sales cycle length, average deal value, and more.
- Document management and storage: Every client and lead will have accompanying proposals, contracts, invoices, and so on. You need the ability to store, organize, and search for these documents.
- Lead scoring: This helps you prioritize leads based on their potential value and chances of turning them into a paying client.
- Marketing campaign management: No need to use disparate platforms if you can manage marketing campaigns in the same system where you store your leads and clients.
- Contact databases: You’ll need to store client information for acquisition and marketing purposes. Searching for your contacts should be easy, too.
Usability
CRMs have a lot of modules and other moving parts, so most will have a bit of a learning curve. I looked for CRMs that:
- are easy to learn
- offer strong customer support in case you run into issues.
CRM dashboards consolidate important client information and revenue trends.
Pricing
Most CRM software is priced per user, and some require a minimum number of users.
For basic plans, prices can range anywhere from $7 to $25/month per user. So, if 20 employees in your organization will be using the software that can cost anywhere from $140 to $500/month in total. For larger organizations with 100 users, that’s anywhere from $700 to $2,500/month in total.
For top-tier, premium plans, prices can range from $50 to $1,500/month per user. If your organization will have 20 employees using the software, that can cost anywhere from $1,000 to $30,000/month in total.
Ideally, you want flexible but affordable pricing with your CRM. If you start growing fast, it won’t be fun to have to make a giant jump in price to a new plan.
I prioritize those with free trial offers so you can try before you buy.
Software Integration
It doesn't need to be as comprehensive as an ERP system, but Accounting CRM software is still at its best when it can connect with other software tools.
New client data needs to flow to other systems, so I looked for the ones that can work with popular accounting, email, calendar, and productivity software. Other integrations are a plus.
UX Friendly
I looked for clean, modern interfaces that made the various CRM modules and menus easy to find. I also made sure the contact management screens, in particular, were orderly, to keep you from feeling like you’re lost in a sea of data fields.
People Also Ask
Here are a couple of common questions about CRMs:
What types of CRMs are there?
There are three main types of CRMS:
- Operational: These focus on streamlining and automating the processes involved in getting and keeping customers.
- Analytical: These focus on digging into customer data to provide insights for tweaking marketing and customer relations.
- Collaborative: These focus on features that help large organizations manage lots of customers, especially across multiple locations. These help break down silos.
Although some CRMs include all three categories, they tend to emphasize one over the others.
What can I automate with my accounting CRM?
It’s up to you, but here are a few options you might consider:
- Calendar management
- Client data entry
- Client onboarding and offboarding
- Deal tracking
- Follow-ups
- Lead scoring
- Mass emails
- Recurring emails
Finding the Right Accounting CRM Software for Your Business
Businesses are nothing without clients. The right CRM tool can help you focus on what matters and save time and money.
Look into free trials to get a feel for things before going all in on one for the long haul.
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