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.

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

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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

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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

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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

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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

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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

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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

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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

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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

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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

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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

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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

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Finding the Right Cannabis CRM