Pipedrive vs HubSpot: Which CRM Fits Your Team?
Sales Technology
Jul 3, 2025
Explore the differences between two popular CRM platforms, focusing on their features, pricing, and ideal use cases for teams.
Choosing between Pipedrive and HubSpot comes down to your team's needs.
Pipedrive is a simpler, sales-focused CRM. It offers an intuitive drag-and-drop pipeline, affordable pricing (starting at $14 per user per month), and is ideal for small to medium-sized teams needing straightforward deal management.
HubSpot is an all-in-one platform combining sales, marketing, and customer service tools. It has a free plan for small teams but scales with advanced features that suit growing businesses, though costs can rise quickly (starting at $1,170/month for five users on the Professional plan).
Key Differences:
Features: Pipedrive specializes in sales pipelines; HubSpot integrates sales, marketing, and customer service.
Automation: HubSpot offers more advanced workflows, while Pipedrive focuses on simplicity.
Integrations: HubSpot connects with over 1,000 apps; Pipedrive supports more than 500.
Pricing: Pipedrive is more predictable, while HubSpot can be expensive as you scale.
Quick Comparison
Criteria | Pipedrive | HubSpot |
|---|---|---|
Focus | Sales pipeline management | All-in-one business platform |
Ease of Use | Simple and intuitive | Rich features but less intuitive |
Free Plan | No | Yes |
Starting Price | $14/user/month (annual billing) | $1,170/month for 5 users (Professional) |
Integrations | 500+ | 1,000+ |
Best For | Small-to-medium sales teams | Growing businesses needing scalability |
If your team prioritizes simplicity and budget-friendly tools, Pipedrive is a great choice. For businesses wanting advanced features across sales and marketing, HubSpot is worth considering despite its higher cost.
Pipedrive Vs HubSpot 2024 | Which CRM Is Right For You?
Pipedrive and HubSpot Overview
Pipedrive and HubSpot cater to different priorities, each excelling in its own area. Pipedrive, trusted by over 100,000 companies worldwide, is designed to simplify sales pipeline management. On the other hand, HubSpot positions itself as an all-in-one business platform, combining sales, marketing, and customer service tools in a single platform. Let’s dive into how these platforms deliver on their promises.
Pipedrive: Focused on Sales Pipelines
Pipedrive is built to make deal management easy and efficient, earning a reputation for its user-friendly interface and quick setup. One user shared:
"Pipedrive has evolved from a 'light' CRM to a full-features CRM with a light feel. It is an excellent CRM tool." – Wes F.
This platform is particularly well-suited for small to medium-sized teams that need an intuitive way to organize and track deals. Its visual pipeline replaces clunky spreadsheets with a drag-and-drop interface, offering a clear view of deal progress at a glance. As another user pointed out:
"Very happy so far with Pipedrive... its quick and easy to use and less 'how do you do that' than any of the other five or so CRM's we experimented with." – Peter L.
Pipedrive’s migration to Amazon Web Services further enhanced performance by reducing response times by 25% and cutting hosting costs by 20%. However, its tight focus on sales means its marketing automation tools may not be as robust as those offered by other CRMs. For teams prioritizing streamlined sales processes, this specialization is a clear advantage.
HubSpot: A Comprehensive Business Solution
HubSpot takes a broader approach, offering an integrated suite of tools for sales, marketing, and customer service. This makes it an appealing choice for businesses aiming to manage the entire customer journey - from the first interaction to post-sale support - without switching between multiple platforms.
HubSpot is ideal for marketing-driven teams or businesses seeking a unified solution to manage multiple functions. For organizations with complex needs, HubSpot Enterprise provides advanced customization and tools to manage intricate business processes. Its scalability is a key strength, with studies showing that HubSpot’s team structures remain consistent as businesses expand.
However, some users who have tried both platforms find HubSpot to be less intuitive and more expensive, especially if their primary focus is on sales. One reviewer noted:
"This is by far one of the best CRM's I've ever used. Have used HubSpot and many others, which were a lot less user-friendly and way more expensive." – JJ A.
HubSpot’s extensive features make it an excellent fit for teams looking to unify sales and marketing operations under one roof.
Choosing between these platforms often depends on your team’s priorities: whether you need a specialized, no-frills sales tool or a comprehensive platform that seamlessly integrates multiple business functions.
Feature Comparison: Pipedrive vs HubSpot
Let’s break down the core CRM features of Pipedrive and HubSpot to help you decide which one aligns better with your team's workflow.
Sales Pipeline Management
Pipedrive focuses on simplicity and effectiveness with its drag-and-drop pipeline view, earning a solid 4.3/5 rating on G2 from 2,151 reviews. On the other hand, HubSpot integrates pipeline management with broader business functions, scoring slightly higher at 4.4/5, based on 12,039 reviews. HubSpot’s pipelines come with real-time deal tracking, email integration, and built-in calling features.
The difference lies in their approach. Pipedrive is ideal for teams with straightforward sales processes, while HubSpot is better suited for businesses that need to manage both sales and marketing operations seamlessly. As Paddy Stobbs, Co-Founder & CEO of Stackfix, puts it:
"Pipedrive is a strong choice for growing sales teams with straightforward sales processes. It's intuitive, easy for sales reps to get started with, and supported by excellent customer service."
Both platforms also offer automation tools, but they cater to teams with varying levels of complexity and size.
Automation and Workflow Tools
When it comes to automation, HubSpot offers more advanced capabilities, making it a strong choice for managing complex workflows. For instance, HubSpot allows custom automation using JavaScript or Python in its workflow engine, enabling businesses to handle intricate processes.
Pipedrive, in contrast, keeps things simple. Its visual workflow builder and Sales Assistant tool are designed for smaller teams, offering basic automation without requiring technical expertise. While HubSpot’s tools are more advanced, they may feel overwhelming for smaller teams. For larger businesses, HubSpot’s Operations Hub adds even more functionality for managing data and automation, which Pipedrive doesn’t directly match.
Customization and Reporting Options
When it comes to reporting, the two platforms take different paths. HubSpot offers over 90 pre-built reports and a powerful report builder, particularly when used in conjunction with its Operations Hub. This makes it an excellent option for teams looking to analyze data across sales, marketing, and customer service.
Pipedrive, however, focuses on sales-specific reporting, allowing users to create up to 25 reports on their dashboards. Its interface is straightforward, making it easy for sales teams to track performance without needing a dedicated data analyst. One thing to note: unlocking HubSpot’s full reporting capabilities often requires subscribing to higher-tier plans, which can get expensive. Pipedrive, on the other hand, offers comprehensive reporting at more affordable price points.
Marketing Tools and Integrations
HubSpot shines in marketing with built-in tools for email campaigns, landing pages, lead scoring, and marketing automation. Its integrated approach ensures seamless data flow between sales and marketing, with 84% of sales professionals reporting improved lead quality when using HubSpot.
Pipedrive, meanwhile, relies on third-party integrations for marketing functionality. While this provides flexibility, it can also increase costs and complexity. The platform supports over 300 integrations, but teams may need to piece together multiple tools to achieve the same level of marketing automation that HubSpot provides out of the box. For businesses in the U.S. looking for an all-in-one solution, HubSpot’s built-in marketing tools often prove more efficient.
Third-Party App Integration
HubSpot takes the lead in integration capabilities, offering connections to over 1,000 apps compared to Pipedrive’s 300+. This extensive ecosystem features native integrations with popular tools, as well as advanced API options for creating custom connections.
Both platforms work well with AI assistants, such as Hints Sales AI Assistant, which supports CRMs like Salesforce, HubSpot, and Pipedrive. This enables teams to manage deals, contacts, and tasks using voice or text commands, regardless of the CRM being used. While HubSpot aims to be a central hub for all operations, Pipedrive focuses on delivering top-notch sales functionality while integrating smoothly with other specialized tools.
Pricing and Plans Comparison
When choosing between Pipedrive and HubSpot, it’s crucial to align their pricing models with your budget and business needs. Each platform caters to different team sizes and sales priorities, so understanding their free features and billing options will help you make an informed decision.
Free vs Paid Plan Features
HubSpot stands out with its free CRM plan, which includes features such as contact management, deal pipelines, task tracking, email monitoring, live chat, and reporting dashboards, all for up to two users. This makes it an appealing option for startups and smaller teams looking to get started without a financial commitment.
Pipedrive, on the other hand, does not offer a free plan. Instead, it provides a trial period, after which you’ll need to subscribe to a paid plan. Pricing starts at $24 per user per month for a monthly subscription, but opting for annual billing reduces the cost to $14 per user per month.
Monthly vs Annual Billing
Both platforms offer users who opt for annual billing discounted rates, although the savings vary. For example, Pipedrive’s Essential plan drops from $24 per user per month to $14 with an annual commitment - a 42% discount. Similarly, the Professional plan decreases from $69 to $49 per user per month, resulting in a savings of roughly 29%.
HubSpot, however, leans heavily on annual billing, with limited monthly options. When available, monthly billing comes at a higher cost. For instance, the Professional Suite is priced at $1,170 annually for five users but increases to $1,300 per month with monthly billing.
Features by Price Tier
The features offered by Pipedrive and HubSpot vary significantly across their pricing tiers, reflecting their focus on different business needs.
Pipedrive emphasizes sales-specific tools:
Essential ($14/month billed annually): Basic pipeline and contact management.
Advanced ($39/month billed annually): Includes email sync, calendar integration, and goal tracking.
Professional ($49/month billed annually): Adds revenue forecasting and team collaboration tools.
Power ($64/month billed annually): Offers advanced reporting and workflow automation.
Enterprise ($99/month billed annually): Provides enhanced security features and advanced customization options.
HubSpot, on the other hand, integrates tools for multiple business functions:
Free: Core CRM features for up to two users.
Starter ($15/month billed annually): Adds basic automation and higher usage limits for small teams.
Professional ($90/month, billed annually): Introduces advanced automation and custom reporting, with a one-time onboarding fee of $1,500 included.
Enterprise ($150/month billed annually): Unlocks full feature access, with a one-time onboarding fee of $3,500.
One notable difference is onboarding costs. HubSpot charges significant one-time fees for its Professional and Enterprise tiers, while Pipedrive includes onboarding support as part of its subscription. Additionally, Pipedrive’s pricing is more predictable, with transparent add-ons, whereas HubSpot’s costs can escalate as your team grows.
If you’re looking for a risk-free start, HubSpot’s free plan is a solid choice. However, costs can increase as your business scales. Pipedrive requires an upfront investment but offers steady pricing as your team expands. Ultimately, the decision comes down to whether you need a specialized sales tool or an all-in-one business platform. These pricing differences highlight the trade-offs between the two, helping you weigh your current needs against future growth.
Setup and User Experience
Getting your team started with a new CRM should be simple. The setup process and daily usability play a huge role in whether your team adopts the platform, and this directly affects sales productivity. Pipedrive and HubSpot take different paths when it comes to onboarding and interface design, offering unique experiences for sales teams. Let’s dive into how each platform handles onboarding and mobile access.
Onboarding and Training Support
HubSpot offers a structured onboarding process that, on average, takes just 36 days to activate Sales Hub. It offers dedicated onboarding sessions and account representatives for higher-tier plans, along with extensive training resources through HubSpot Academy. These resources include certifications, detailed courses, and team training modules. For those on Professional or Enterprise plans, paid onboarding with dedicated specialists ensures an even smoother setup.
Pipedrive, on the other hand, focuses on immediate usability. Its design allows users to get started quickly, often managing their sales pipeline within hours, without the need for lengthy onboarding sessions. The Pipedrive Sales Academy features basic tutorials and short videos to help users get up to speed quickly. However, diving into its advanced features does come with a bit of a learning curve. When it comes to customer support, HubSpot offers tiered options, including phone support and dedicated customer success managers, which are available for higher-level plans. Pipedrive provides 24/7 live chat and email support for all plans, with phone support available exclusively to Enterprise users.
Mobile Apps and Platform Access
Effective onboarding sets the stage for seamless mobile operations, which are crucial for field sales teams and remote workers. Both CRMs offer mobile apps, but their approaches differ. Pipedrive’s mobile app focuses on core sales tasks, offering a straightforward, desktop-like experience. It’s great for managing pipelines, updating contacts, and tracking deals - perfect for sales reps who need quick, no-frills access to essential CRM tools on the go.
HubSpot’s mobile app, meanwhile, mirrors much of its desktop functionality, giving users access to a wide range of features. While this provides more capabilities, it can feel a bit cluttered on smaller screens compared to Pipedrive’s streamlined design. Pipedrive’s clean, visual sales pipeline adapts well to different devices, keeping teams focused on what matters most. HubSpot, with its broader feature set, may require a bit more navigation on mobile devices.
Both platforms also support browser access across devices. HubSpot’s comprehensive platform benefits from larger screens, while Pipedrive’s focused design translates smoothly across various sizes.
When paired with AI assistants like Hints, both CRMs become even more accessible. Voice and text commands allow users to update data without navigating through complex menus, making the mobile experience even more convenient, especially for those who prefer conversational interactions.
Ultimately, the right choice depends on how your team uses mobile tools. If quick and focused pipeline management is your top priority, Pipedrive’s streamlined approach stands out. For teams that require full CRM functionality on mobile and are comfortable navigating a feature-rich interface, HubSpot’s app offers a range of capabilities.
Team Fit and Use Cases
Picking between Pipedrive and HubSpot isn’t just a matter of comparing features - it’s about finding the right fit for your team’s size, workflow, and industry demands. Let’s explore how these factors influence the decision-making process.
Team Size and Workflow Needs
For smaller teams with straightforward sales processes, Pipedrive often meets expectations. Its succinct design ensures quick setup and minimal training, making it ideal for teams that need to get up and running without a steep learning curve. Plus, with pricing plans ranging from $14 to $99 per user per month, it’s a budget-friendly choice that doesn’t skimp on core functionality.
Mid-size teams, however, may find their needs evolving. While HubSpot’s free plan can work for very small teams, growing teams often require its more advanced features. HubSpot’s tools for cross-department collaboration and detailed reporting can help mid-size teams scale effectively.
When it comes to large enterprises, the two platforms cater to different priorities. HubSpot’s Marketing Hub has been enhanced to handle complex campaigns and boost collaboration across larger teams. On the other hand, Pipedrive’s enterprise CRM is designed to address the challenges of global operations and diverse markets. For example, fintech company 360 Payments achieved impressive results after adopting Pipedrive, including a 298% increase in net income over a three-year period, a 26% rise in new accounts, and a 40% boost in gross revenue. Lisa Coyle, CEO of 360 Payments, shared her enthusiasm:
"I am obsessed with the activity customization, statistics and dashboards because the salesperson never has to send any reports. They're in real time and the data is beyond accurate."
These examples highlight how team size and workflow demands can shape the effectiveness of each platform.
AI Assistant Integration Benefits
Both Pipedrive and HubSpot integrate with AI assistants, such as Hints Sales AI Assistant, but the experience varies depending on the platform’s design. Pipedrive’s streamlined, sales-focused architecture enables seamless AI integration. With fewer fields and simpler data structures, users can update deal stages, log activities, and manage contacts using quick voice or text commands.
In contrast, HubSpot’s broader platform offers more integration options, but its complexity requires more precise inputs. For teams that rely on communication tools like WhatsApp, Telegram, or SMS, Hints Sales AI Assistant acts as a bridge, turning casual conversations into actionable CRM updates. Both platforms offer value, but the ease of integration depends on your team’s specific needs.
Industry-Specific Examples
Different industries tend to favor different CRM solutions, each tailored to their unique workflows. For example, technology and software companies are a major segment of HubSpot’s user base, with 9% of users in Information Technology and Services and 7% in Computer Software. Meanwhile, service-based businesses and consultancies often prefer Pipedrive for its straightforward approach. With over 100,000 companies across 179 countries using Pipedrive, it’s clear that simplicity resonates with many.
Marketing and advertising agencies often turn to HubSpot, appreciating its ability to manage both client relationships and campaign performance within a single platform. Real-world success stories further illustrate these trends. Nirmal Gyanwali, Managing Director of Nirmal Web Studio, shared:
"Pipedrive is the best tool I've ever found! From email tracking to workflow automations and game-changing integrations, Pipedrive has plenty of features that help us go beyond our sales targets."
Choosing the right CRM often comes down to aligning your industry’s sales process with the platform’s strengths. If your business revolves around content marketing, lead nurturing, and managing complex customer journeys, HubSpot’s comprehensive tools can be a game-changer. But if your focus is on direct sales, relationship building, and pipeline management, Pipedrive’s specialized design often delivers results with less hassle. These examples highlight how team and industry fit play a crucial role in determining the ideal CRM for your specific needs.
Final Decision Guide
Choosing between Pipedrive and HubSpot depends on your team's priorities and how you envision your business evolving. Both platforms have their advantages, so your decision should align with your sales objectives, budget, and long-term strategy.
Choose Pipedrive if your team prioritizes simplicity and a sales-focused approach. As Riyanshi Chaplot, SEO Executive at Salesmate, puts it:
"Pipedrive is a perfect option for sales-focused teams who want a user-friendly, visually oriented CRM for sales pipeline management without the complexity of cross-team access".
With prices starting at $14 per user per month and an easy setup process, Pipedrive is ideal for small to medium-sized businesses that need a quick and straightforward way to manage their sales pipelines.
Opt for HubSpot if you're looking to build a comprehensive platform that unifies sales, marketing, and customer service. Chaplot also notes:
"HubSpot is an all-in-one CRM with multiple tools for sales, marketing, and customer service, making it an amazing fit for growing businesses willing to invest in a fully featured platform".
HubSpot's Professional plan starts at $1,170 per month for five users, providing robust scalability and cross-functional capabilities that are suitable for enterprise-level needs.
When it comes to integrations, HubSpot's broader ecosystem supports more complex data management, while Pipedrive focuses on simplicity with enough integration options to meet most sales needs. Both platforms also support AI tools, such as Hints Sales AI Assistant, to enhance productivity.
Budget is another key factor. HubSpot attracts startups with its free plan, but its advanced features and onboarding costs can add up quickly. On the other hand, Pipedrive offers predictable pricing, with professional AI features available at $64 per user per month, making it a practical choice for sales-focused teams.
For data handling, HubSpot excels with larger datasets and custom objects, while Pipedrive is better suited for small to mid-sized data volumes.
Mark Fairlie, Senior Analyst, provides additional clarity:
"HubSpot is ideal for companies with more straightforward sales cycles and want their sales and marketing teams to work together", while "Pipedrive provides central organization for complex sales processes that feature multiple decision-makers and other obstacles to overcome".
Your industry also plays a role. Tech companies and marketing agencies often lean toward HubSpot for its advanced marketing automation, while service-based businesses and consultancies appreciate Pipedrive's direct, sales-oriented functionality.
To make the best choice, consider your team's sales workflows, budget, and integration needs. If you need a simple, effective tool for managing sales pipelines, Pipedrive is a strong contender. But if you're building a scalable, multi-department platform, HubSpot's all-in-one capabilities could be worth the investment.
FAQs
How do I decide between Pipedrive and HubSpot for my small to medium-sized sales team?
Pipedrive vs. HubSpot: What to Consider
When deciding between Pipedrive and HubSpot for your sales team, it's essential to weigh three main factors: ease of use, features, and cost.
Pipedrive shines with its simple interface and quick setup. It’s an excellent choice for teams seeking a tool that’s easy to learn and implement with minimal hassle. If your team values straightforward functionality and a no-fuss approach, Pipedrive might be the way to go.
HubSpot, on the other hand, offers a more feature-packed experience. With tools like marketing automation and a wide range of integrations, it’s designed for growing teams that require a more robust and versatile platform.
Then there’s cost. Pipedrive tends to be more budget-friendly, making it appealing for teams watching their expenses. HubSpot, while offering a free plan, also provides scalable premium options, which can be ideal for businesses planning to expand.
Ultimately, your choice comes down to what your team needs most: simplicity and affordability or advanced tools with room to grow.
What are the key differences in automation and workflow features between HubSpot and Pipedrive, and which is better for complex sales processes?
HubSpot offers powerful automation tools tailored to manage complex workflows across sales, marketing, and customer service. With its flexible customization options, it’s a great fit for businesses with detailed processes that require smooth collaboration between teams.
Pipedrive, in contrast, emphasizes simplicity and user-friendliness, providing basic automation features that work well for smaller teams or uncomplicated sales pipelines. While Pipedrive is an excellent option for those who value affordability and straightforward functionality, HubSpot tends to be the better choice for organizations that need advanced automation to handle more intricate sales operations.
What are the long-term cost differences between HubSpot and Pipedrive as your business grows?
Comparing Long-Term Costs: HubSpot vs. Pipedrive
When it comes to long-term costs, HubSpot and Pipedrive can vary significantly, especially as your business grows. HubSpot’s tiered pricing model often leads to higher expenses over time. Adding more users or contacts can quickly increase costs, and advanced features often come with additional fees. For enterprise-level plans, costs can climb into the thousands of dollars per month.
Pipedrive, by contrast, offers a more straightforward and manageable pricing structure. Starting at $14.90 per user per month, its pricing increases are gradual and easier to handle as your team expands. This makes Pipedrive an appealing option for businesses that prioritize keeping costs under control while scaling, offering a more budget-friendly alternative to HubSpot's rising expenses.
