Top CRMs for Cannabis Businesses

No matter the size of your business, you need a customer relationship
management (CRM) system of some kind. Whether the system comprises index
cards in a shoebox or a full-featured software platform, CRMs can help
companies propel sales growth and drive revenue by tracking and organizing
customer interactions, streamlining communication, and enhancing customer
engagement. Often supporting automated emails, customer purchase profiles,
and loyalty programs, the platforms exist to help build meaningful,
long-term relationships with consumers.

For the cannabis industry, the tricky part of adopting a CRM has always
been finding a platform that supports the industry’s unique compliance
needs. But in 2025, CRM software is more tailored than ever before.
Dispensaries and other operations no longer are forced to turn to
traditional software-as-a-service (SaaS) platforms built for broader
markets. Although mainstream giants like Salesforce, HubSpot, and NetSuite
remain viable options — primarily for larger companies and multistate
operators (MSOs) due to their expense — many cannabis-specific solutions
now offer deep integrations with point-of-sale (POS) systems, compliance
tools, and loyalty programs, making them a more seamless fit for
plant-touching businesses.

That said, some operators — especially those hiring talent from outside the
cannabis space — may prefer mainstream CRMs, given their widespread
adoption and familiarity. But for businesses looking for software designed
with industry-specific requirements in mind, an increasing number of
focused CRMs are available, often as add-ons to larger SaaS platforms.
Key CRM features

One of the most crucial features for dispensaries is the ability to connect
its CRM with its POS system. That way, every customer transaction is
automatically logged, which helps with compliance tracking, inventory
management, and data accuracy. It also allows budtenders, newsletters, and
other touchpoints to provide personalized recommendations, sales
promotions, and rewards to customers based on their purchase history.

A good CRM also centralizes all customer data, giving operators a
360-degree view of each consumer’s buying habits, preferences, and
interactions. From there, businesses can segment their audience and send
targeted promotional campaigns. This makes for better customer engagement,
but don’t expect great results overnight. It takes time to fine-tune
strategies.

Many cannabis-specific CRMs also come equipped with built-in loyalty
programs that incentivize repeat business. These programs allow
dispensaries to offer rewards like discounts, buy-one-get-one deals, or
exclusive access to sales events. Loyalty programs are a powerful tool to
keep customers coming back, but implementing them properly requires
thoughtful planning.

Automating certain aspects of marketing — such as follow-up emails, text
messages, or push notifications — can save time while increasing
engagement. A CRM should be able to schedule messages, track responses, and
adjust campaigns based on customer actions. However, no CRM can magically
create perfect campaigns. You’ll still need to invest time in writing
compelling content and setting up effective, tailored workflows.

As for compliance, a CRM with built-in compliance tools helps ensure
plant-touching companies adhere to all relevant regulations when it comes
to customer records, sales tracking, and reporting. This is where
cannabis-specific CRMs truly shine, by natively incorporating features that
mainstream platforms like Salesforce and HubSpot don’t.

Lastly, built-in analytics are key to understanding what’s working and
what’s not. A CRM should provide customizable dashboards that allow
businesses to track sales trends, monitor campaign performance, and assess
customer behaviors. But these insights won’t be fully optimized right away.
Optimization is a process that requires gathering data, adjusting
strategies, and refining what works best for your business.

A great CRM doesn’t work in isolation. It’s meant to integrate with other software
and tools you’re already using, whether those include a POS system,
inventory-management software, or financial tools. Look for CRMs that offer
easy integration with industry-specific tools like compliance trackers,
marketing platforms, and inventory systems. These integrations make CRMs
powerhouses that streamline operations, automate tasks, and free up the
team to focus on customer relationships.

Most CRMs can handle a lot, but don’t expect a “set it and forget it”
experience. The platforms require a good amount of setup, customization,
and ongoing maintenance to optimize them for maximum performance.
12 providers to consider

If you’re considering a CRM for your business-to-consumer (B2C) or
business-to-business (B2B) company, here are some options with staying
power.
[image: IndicaOnline's CRM user interface displays vital information about
consumer purchases and interactions.]IndicaOnline IndicaOnline

Calling itself an “all-in-one ecosystem,” IndicaOnline is a comprehensive,
dispensary-specific solution that goes way beyond CRM. In addition to
robust traditional features like detailed customer profiles, email and SMS
marketing, an integrated loyalty platform, and a discounting system that
allows customer grouping, the ecosystem incorporates a POS with hearty
e-commerce capabilities and cashless-payment processing, a “smart” delivery
suite that includes a driver app, and a distribution platform with RFID
inventory tracking, back-office management, and real-time compliance
reporting via Metrc integration. It’s a comprehensive tech stack in a box.
*B2B and B2C*
*Cost:* contact for quote
*Integrations:* compliance, e-commerce, payment processing
------------------------------
Distru

A cannabis-specific enterprise resource planning (ERP) platform with a
built-in CRM, Distru provides an all-in-one view of customer and order
data. It’s notable for its features to manage inventory, sales, compliance,
and production processes. If your business requires a centralized system to
oversee complex operations from cultivation to distribution, Distru is
worth a look.
*B2B*
*Cost:* contact for quote
*Integrations:* POS systems, e-commerce, accounting, compliance,
cultivation management
------------------------------
Outfield

Outfield’s tailored-for-cannabis CRM stands out for its deep focus on B2B,
making it a popular choice for businesses that need to manage relationships
with retailers, distributors, and wholesale clients. The platform excels at
tracking sales pipelines, streamlining communication, and enhancing
productivity for suppliers. If you’re managing large-scale B2B
relationships and need a CRM that offers customizable workflows and
integrations, this platform is worth considering.
*B2B*
*Cost:* varies based on features
*Integrations:* more than 5,000, including POS systems,
inventory-management software, accounting
------------------------------
Springbig

Springbig’s greatest strength is its comprehensive marketing tools tailored
to enhance customer engagement and retention. It’s particularly well-suited
for dispensaries and retailers aiming to strengthen customer relationships
through personalized marketing campaigns. If your business is on the hunt
for a CRM solution with robust marketing automation and loyalty program
features, Springbig is a strong contender.
*B2B and B2C*
*Cost:* varies based on features
*Integrations:* POS systems, e-commerce, analytics, payment solutions
providers
------------------------------
AIQ Ecommerce

An e-commerce platform with a CRM component, AIQ Ecommerce (formerly
Dispense) is particularly well-suited for dispensaries aiming to enhance
their online presence and streamline operations. The platform offers
features to help businesses understand customer behavior and improve
engagement. If your business is looking for a solution to manage online
orders, customer interactions, and integrate seamlessly with existing
systems, AIQ Ecommerce may have what you need.
*B2C*
*Cost:* starts at $500 per month
*Integrations:* POS systems, e-commerce, delivery management, loyalty
programs, marketing
------------------------------
[image: Zoho CRM dashboard for cannabis businesses displaying procurement,
purchase orders, vendor tracking, and analytics across desktop and mobile
views.]Zoho Zoho

A powerful, yet affordable, solution, Zoho is designed for small to
medium-sized businesses. The platform differentiates itself with its robust
set of automation tools, including workflows, lead scoring, and
artificial-intelligence-driven predictions. With its intuitive interface
and scalability, Zoho is an attractive option for B2B companies looking to
enhance customer relationships without the complexity or cost of larger
platforms.
*B2B*
*Cost:* free to $52 per user per month
*Integrations:* more than 200, including team workspaces, help desk,
marketing
------------------------------
365 Cannabis

365 Cannabis distinguishes itself by offering a comprehensive ERP solution
comprising six modules covering finance, distribution, cultivation,
processing, retail, and customer relationships. The platform takes a
360-degree approach to supply-chain management, making it an appropriate
choice for vertically integrated businesses that need complete visibility
and traceability from seed to sale. Financial and retail-management tools
are particularly robust.
*B2B and B2C*
*Cost:* contact for quote
*Integrations:* Microsoft applications and Microsoft Dynamics 365 Business
Central partners
------------------------------
Meadow

Primarily a POS and delivery platform for California, Massachusetts,
Michigan, New Jersey, New York, and Washington D.C., Meadow incorporates
robust CRM capabilities tailored specifically for retail. If your
dispensary aims to leverage data-driven marketing strategies to enhance
customer engagement and sales — and you operate in the company’s limited
markets — Meadow may be a good choice.
*B2C*
*Cost:* contact for quote
*Integrations:* e-commerce, accounting, analytics, marketing
------------------------------
Apex Trading

A wholesale operations platform for buyers and sellers, Apex Trading
incorporates a CRM offering a streamlined solution for managing customer
relationships, sales orders, and inventory. User-friendly and designed
specifically for B2B cannabis businesses, the platform can help enhance
communication, optimize sales workflows, and improve customer satisfaction
while staying compliant with industry standards.
*B2B*
*Cost:* contact for quote
*Integrations:* ERP, accounting, compliance
------------------------------
[image: Business professional using HubSpot CRM platform to manage leads,
highlighting lead generation and automation features relevant for cannabis
businesses.]HubSpot HubSpot

A suite of powerful marketing-automation tools set HubSpot apart, helping
businesses streamline lead generation, email campaigns, and customer
engagement. The platform’s ease of use, combined with a wide variety of
integrations, make it a popular choice for businesses looking for a
user-friendly CRM that can grow with their needs. An
artificial-intelligence-enhanced version adds functionality.
*B2B and B2C*
*Cost:* free to $1,300 per month
*Integrations:* more than 1,700, some of which are industry-friendly
------------------------------
Salesforce

Salesforce is a top-tier CRM for enterprises that need a robust, scalable
solution. Extreme flexibility, advanced analytics, and an extensive list of
third-party integrations (including Metrc) set the platform apart. With
tools for sales, marketing, and customer service, the platform helps
businesses streamline processes, improve customer engagement, and
efficiently scale operations.
*B2B and B2C*
*Cost:* $25 to $100 per user per month, plus two additional tiers that
require quotes
*Integrations:* more than 3,000, some of which are industry-friendly
------------------------------
Pipedrive

An intuitive solution known for its user-friendly interface and visual
sales pipeline, Pipedrive helps businesses track deals, automate tasks, and
maintain a clear overview of the sales process. The platform was an early
collaborator with cannabis businesses, recognizing the industry’s need for
a CRM with compliance monitoring and stepping into the breach.
*B2B*
*Cost:* $14 to $99 per user per month
*Integrations:* more than 400, including communication, payment processing,
customer support, social media
------------------------------
Finding the Right Cannabis CRM

1. What is a cannabis-friendly CRM?

A cannabis-friendly CRM is customer relationship management software
tailored to meet the unique regulatory and operational needs of cannabis
businesses. These platforms often integrate with POS systems, support
compliance tracking, and offer tools like marketing automation and loyalty
programs.
2. Why do dispensaries need specialized CRM software?

Dispensaries need CRM software that supports compliance with local
regulations, integrates with point-of-sale systems, and helps personalize
marketing. Cannabis-specific CRMs are built to handle industry complexities
that general CRMs may not address.
3. Which CRM features are most important for cannabis businesses?

Key CRM features for cannabis businesses include POS integration,
compliance tracking, customer segmentation, loyalty programs, marketing
automation, and analytics dashboards for monitoring sales and engagement.
4. Are mainstream CRMs like Salesforce or HubSpot good for cannabis
companies?

Yes, but with caveats. While platforms like Salesforce and HubSpot are
powerful and customizable, they often require additional configuration to
support cannabis-specific compliance needs. Many businesses prefer
industry-tailored solutions for a more seamless experience.
5. What are some CRM options designed for the cannabis industry?

Some popular cannabis-specific CRM platforms include IndicaOnline,
Springbig, Distru, Meadow, and Apex Trading. These tools offer features
like POS integration, loyalty programs, and real-time compliance tracking
tailored to dispensaries and cannabis B2B operators.