{"id":30620,"date":"2026-05-02T07:18:00","date_gmt":"2026-05-02T07:18:00","guid":{"rendered":"https:\/\/thecloud.group\/?p=30620"},"modified":"2026-04-30T15:47:34","modified_gmt":"2026-04-30T15:47:34","slug":"why-2026-will-be-the-year-of-architecture-and-not-software-the-silent-decision-that-will-define-the-leaders-of-the-new-digital-cycle-6","status":"publish","type":"post","link":"https:\/\/thecloud.group\/en\/software-a-medida-vs-saas\/","title":{"rendered":"Custom Software vs SaaS: A 5-Year Real-World Account | TCG"},"content":{"rendered":"
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Custom software vs. standard SaaS (Salesforce, HubSpot): the real 5-year bill<\/h1>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t
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Salesforce, HubSpot, and other standard SaaS make sense when they represent less than 70% of your mission-critical operation. When they are at the heart of the
In business, custom software becomes cheaper after year three, provides real ownership of the code, avoids lock-in, and allows for a competitive advantage.
The five-year account includes licenses, integrations, certified consultants, and opportunity cost. For companies with 50+ users, the starting point is...
Crossover typically requires an initial investment of between 200 and 400k euros.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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Why the usual comparison is wrong<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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The comparison between custom software and standard SaaS is often flawed because it compares the initial cost. Salesforce says "\u20ac150 per user per month." Custom software says "\u20ac180,000 initial project cost." SaaS wins, end of story. That comparison is naive. Once you factor in the cost of licenses multiplied by the number of actual users, add the certified consultant you need to configure it, the integrations, the add-ons, and the migrations every time the SaaS changes its pricing, the costs become even more significant.
And the cost of not being able to do what your business needs changes the balance sheet.
An honest comparison has three dimensions: 5-year financial cost, operational risk, and code ownership. All three matter.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t

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Financial cost over 5 years: the example of a company with 100 users<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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Let's take a typical case: a company with 100 users that needs a CRM
with business flows, after-sales service, ERP integration and customer portal.

Option A \u00b7 Salesforce Sales Cloud + Service Cloud +<\/strong>
Experience Cloud<\/strong>
Licenses 100 users \u00d7 \u20ac165\/month \u00d7 12 \u00d7 5 = \u20ac990,000
Initial implementation with certified consultant: \u20ac120,000
Add-ons (CPQ, marketing automation, integrations): \u20ac240,000 in 5
years
Cost of internal personnel dedicated to CRM: \u20ac80,000 \u00d7 5 = \u20ac400,000
Total over 5 years: ~\u20ac1,750,000<\/p>

Option B \u00b7 Custom software with TCG<\/strong><\/p>

Initial development: \u20ac280,000
Evolutionary maintenance years 2-5: \u20ac60,000\/year \u00d7 4 = \u20ac240,000
Third-party hosting and licenses: \u20ac18,000\/year \u00d7 5 = \u20ac90,000
Internal staff dedicated to the system: \u20ac80,000 \u00d7 5 = \u20ac400,000
Total over 5 years: ~\u20ac1,010,000
The difference is \u20ac740,000 in favor of custom software in five
years. Crossover point: approximately at the end of year two.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t

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Why Salesforce sometimes still wins<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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The above calculation favors custom software in this case, but there are three situations where Salesforce or HubSpot are still the right choice:<\/p>

  1. Small businesses (fewer than 30 users). The fixed cost of a custom project is not amortized.<\/li>
  2. Standard business processes at 100%. If you sell something where there's no advantage in doing things differently, standard SaaS is pretty good.<\/li>
  3. Integration with an existing Salesforce ecosystem. If all your subsidiaries use Salesforce and you're just one more, integration costs less than
    break.<\/li><\/ol>

    The rule of thumb: if less than 30% of your critical operations are on-premises, go with SaaS. If more than 70%, go with custom software.
    The 30% and the 70% depend on the operational risk and the ownership of the code.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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    Operational risk: what the contract doesn't tell you<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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    Standard SaaS has an operational risk that is often underestimated: you are dependent on the provider's decisions. Pricing changes are common (Salesforce has raised prices between 81% and 151% annually several times).
    times). Product discontinuations too (HubSpot has removed
    plans that customers used). Data lock-in: exiting a large SaaS
    With a five-year track record, the project takes between 6 and 18 months.<\/p>


    Custom software carries a different risk: it depends on the provider.
    He built it. Mitigating it requires code delivered to the client, documentation
    auditable, client intellectual property from day one, and a team
    internal (even if small) that can be maintained or switched providers without starting from scratch. At TCG, that's standard practice, not optional.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t

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    Code property: the dimension that almost no one calculates<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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    One of the least discussed points: when you build custom software, you own it. The code is yours, the data is yours, the decisions are yours.
    Yours. In SaaS, you rent. One day Salesforce might raise the price, change terms, or be bought by one of your competitors. That's legitimate, and it's their business.
    business, but change your risk.
    For companies that consider their software a competitive advantage (most companies today), ownership matters. You build something that is yours, that is
    It improves every month, and your competitors can't buy it. That won't appear on any spreadsheet in five years, but it defines what
    The company is the one that continues to grow.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t

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    When is custom software clearly the right choice?<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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    Five situations where the answer is always custom software:<\/p>

    1. Your operational process is what sets you apart from the competition.<\/li>
    2. You've been paying for licenses for features you don't use for three years while you're missing the ones you do.<\/li>
    3. You're already paying more for a certified Salesforce\/HubSpot consultant than for a custom development team.<\/li>
    4. Each medium-sized change to the system takes weeks because it doesn't fit with SaaS.<\/li>
    5. You have sensitive data (regulated, strategic, intellectual property) that you prefer not to share with a provider in another country.<\/li><\/ol>

      If you recognize three or more, the odds are probably already in favor of custom software.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t

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      Frequently Asked Questions<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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      How much does a custom CRM for 100 users cost? <\/div><\/span>\n\t\t\t\t\t\t\t\n\t\t\t<\/i><\/span>\n\t\t\t<\/i><\/span>\n\t\t<\/span>\n\n\t\t\t\t\t\t<\/summary>\n\t\t\t\t
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      For reference: between \u20ac250,000 and \u20ac400,000 for the initial project with TCG, depending on scope and modules. Subsequent maintenance around 20% annually.
      initial cost.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/details>\n\t\t\t\t\t\t

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      How long does it take to develop a custom ERP\/CRM system? <\/div><\/span>\n\t\t\t\t\t\t\t\n\t\t\t<\/i><\/span>\n\t\t\t<\/i><\/span>\n\t\t<\/span>\n\n\t\t\t\t\t\t<\/summary>\n\t\t\t\t
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      For a company with 100-500 users, the first release with critical modules takes between 6 and 12 months. After that, iterations are performed module by module on a system already in production.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/details>\n\t\t\t\t\t\t

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      Is it possible to migrate from Salesforce to custom software? <\/div><\/span>\n\t\t\t\t\t\t\t\n\t\t\t<\/i><\/span>\n\t\t\t<\/i><\/span>\n\t\t<\/span>\n\n\t\t\t\t\t\t<\/summary>\n\t\t\t\t
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      Yes. We've done several migrations. The most complex part is the historical data and the coupled business flows. The easiest part is improving productivity.
      post-migration, which is usually immediate.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/details>\n\t\t\t\t\t\t

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      What if I want to go back to SaaS later? <\/div><\/span>\n\t\t\t\t\t\t\t\n\t\t\t<\/i><\/span>\n\t\t\t<\/i><\/span>\n\t\t<\/span>\n\n\t\t\t\t\t\t<\/summary>\n\t\t\t\t
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      It's very rare for it to happen, but technically possible: if the code is yours and well documented, exporting data to a standard SaaS is standard.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/details>\n\t\t\t\t\t\t

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      What happens if the custom software provider goes out of business? <\/div><\/span>\n\t\t\t\t\t\t\t\n\t\t\t<\/i><\/span>\n\t\t\t<\/i><\/span>\n\t\t<\/span>\n\n\t\t\t\t\t\t<\/summary>\n\t\t\t\t
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      That's why the code has to be the client's from day one, and the documentation auditable. At TCG, it's contractual: if we disappear tomorrow, another team will take over.
      The project can continue.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/details>\n\t\t\t\t\t\t

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      Is there a reasonable hybrid? <\/div><\/span>\n\t\t\t\t\t\t\t\n\t\t\t<\/i><\/span>\n\t\t\t<\/i><\/span>\n\t\t<\/span>\n\n\t\t\t\t\t\t<\/summary>\n\t\t\t\t
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      Yes, and it's common: standard SaaS for ancillary tasks (marketing automation, support, HR) + custom software for the core business. It's the pattern we see most often in serious companies.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/details>\n\t\t\t\t\t\t

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      How do I decide in my specific case? <\/div><\/span>\n\t\t\t\t\t\t\t\n\t\t\t<\/i><\/span>\n\t\t\t<\/i><\/span>\n\t\t<\/span>\n\n\t\t\t\t\t\t<\/summary>\n\t\t\t\t
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      A 10-day audit with TCG covers process analysis, current SaaS inventory, five-year TCO calculation, and final recommendations. Fixed price, no obligation to continue with us afterward.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/details>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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      Conclusion and CTA<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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      The choice between custom software and standard SaaS is not ideological, it's financial and operational. The right answer depends on three variables:
      Company size, software's role in critical operations, and acceptable risk. For medium and large companies with software as a competitive advantage.
      In competitive terms, custom software wins in the five-year timeframe in most cases. But you have to do the math right, not rely on intuition.
      If you're at this decision point, a pre-audit costs a fraction of the project and prevents a wrong choice that affects the next ten.
      years of operation.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t

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      \n\t\t\t\t\t\n\t\t\t\t\t\t\n\t\t\t\t\t\t\t\t\tRequest a TCO audit of custom software vs SaaS \u2192<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>","protected":false},"excerpt":{"rendered":"

      In the vast digital landscape of the 21st century, security is the cornerstone of any business. Cybersecurity vulnerabilities make no distinction between corporate giants and promising startups.<\/p>","protected":false},"author":20,"featured_media":30635,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"elementor_header_footer","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-30620","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-sin-categoria"],"yoast_head":"\nSoftware a medida vs SaaS: cuenta real a 5 a\u00f1os | TCG | The Cloud Group<\/title>\n<meta name=\"description\" content=\"\u00bfSalesforce, HubSpot o software a medida?C\u00e1lculo honesto a 5 a\u00f1os con costes ocultos,escalado y riesgo. 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