Pipedrive vs HubSpot CRM | 2023 Comparison

Compare Pipedrive and HubSpot CRM to find out which CRM is best for your business in 2023. Learn about features, pricing, and more.

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Pipedrive and HubSpot CRM are two of the most user-friendly platforms on the market. Though they're both easy to use, these industry leaders diverge when it comes to functionality and cost. HubSpot CRM offers a wealth of free sales and marketing tools, with premium (but costly) upgrades. Pipedrive features a range of affordable plans but is laser-focused on sales features. Comparing the two will help you discover if either is right for your business.

Here are the situations when you want to use either HubSpot CRM or Pipedrive:

  • HubSpot CRM: Best for businesses seeking a user-friendly, all-in-one CRM solution for their sales and marketing teams (free to $1,200+ per month for 10+ users)
  • Pipedrive: Best for businesses needing a strictly sales-focused CRM that’s affordable and easy to implement ($14 to $99 per user, per month)

If you’re interested in comparing other user-friendly CRMs, check out our articles on the best overall CRMs or the best industry-specific CRMs for more detail. Otherwise, see our at-a-glance information between the two CRM platforms.

Pipedrive vs HubSpot at a Glance

hubspot logoPipedrive Logo
Price Range (Annual)Free to $1,200+ per month for 10+ users$14 to $99 per user, per month
Core FeaturesA balance of sales and marketing toolsTools are largely sales-focused
Ease of UseWell-organized UI that’s accessible to mostVisual UI that’s simple to learn and navigate
Customer Service24/7 email and chat support for all plans; phone support starts at Professional plan24/7 email and chat support for all plans; phone support starts at Power plan
ReportingOver 150 templates; custom reports at higher tierA dozen templates; custom reports at higher tiers
Workflow AutomationUp to 1,000 sales and marketing workflow rulesUp to 180 sales workflow rules
Mobile AppIntegrates with iMessage, WhatsApp, and SlackIntegrates with WhatsApp, Gmail, and Outlook
App IntegrationsOver 1,000 apps
via HubSpot App Marketplace
Over 400 apps
via Pipedrive Marketplace
Visit HubSpotVisit Pipedrive

HubSpot CRM and Pipedrive are both renowned for their easy-to-learn user interfaces. Beyond that, each offers something different when it comes to core functionality. Continue reading to learn more about their differences, as well as their performance on core CRM features (reporting, automation, and mobile app), or jump down to see how we scored each CRM.

Best for Pricing: Pipedrive

hubspot logoPipedrive Logo
Free-for-Life OptionYes, with unlimited usersNo
Free TrialNo14 days
Starting Price (Annual)$18 per month for 2 users$14 per user, per month
Enterprise Price (Annual)$1,200 per month for 10 users; then $120 per user, per month$99 per user, per month
Add-OnsFrom $25 per monthFrom $6.70 per user, per month
Monthly BillingYes (except Enterprise)Yes (all plans)
Visit HubSpotVisit Pipedrive

Winner: Pipedrive’s paid plans are more affordable overall (especially at the enterprise level), despite HubSpot's free CRM. All Pipedrive subscriptions include a 14-day free trial.

HubSpot CRM does not offer a free trial for its Sales Hub, but instead has a free-for-life platform that boasts an array of sales and marketing tools. Plus, HubSpot’s free CRM has no seat limits, so it can scale with companies until they’re ready to pay for an upgrade. Speaking of upgrades, it’s easy to level up to one of HubSpot’s premium Sales Hub tiers from within its free CRM – but that can quickly become very expensive, especially for businesses with smaller budgets.

HubSpot pricing - Pipedrive vs HubSpot

Pipedrive doesn’t have a free-for-life CRM, but it does offer a 14-day trial with every paid plan. Barring HubSpot’s free CRM, Pipedrive is a more economical choice than HubSpot Sales Hub – especially at the enterprise level, as it’s roughly $20 less per user, per month for Pipedrive Enterprise than HubSpot CRM’s equivalent. All Pipedrive subscriptions include access to over 400 app integrations, 24/7 customer support, and the option to pay annually or monthly.

pipedrive pricing pipedrive vs hubspot

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Best for Core Features: HubSpot CRM

hubspot logoPipedrive Logo
Contact ManagementContact list segmentation; activity trackingUnlimited contact labels; smart contact data
Pipeline ManagementUp to 100 pipelines per accountUnlimited visual pipelines
Lead ManagementEmail reply tracking; lead conversation routing; meeting schedulingColor-coded custom labels; integration with chatbots; LeadBooster add-on
Advanced FeaturesRecurring revenue tracking; predictive lead scoringSecurity dashboard; team management tools
Visit HubSpotVisit Pipedrive

Winner: HubSpot CRM has a more versatile range of features for sales and marketing, eliminating the need for businesses to rely on separate platforms for each.

HubSpot CRM is an ideal solution for companies seeking to boost their sales and marketing efforts with free tools and the ability to upgrade as they scale. Its free forever plan offers website activity tracking, list segmentation, lead generation tools, and task management features. Subscribe to its paid tiers for advanced sales features like predictive lead scoring and recurring revenue tracking, as well as marketing capabilities such as A/B testing and email campaigns.

HubSpot CRM email marketing

Pipedrive’s feature set is primarily dedicated to the sales process. HubSpot CRM may have more depth thanks to its shared focus on marketing, but Pipedrive has the edge when it comes to offering unlimited contacts and visual pipelines — both of which are standard with every plan. Other core features include deal and activity reporting plus contact mapping via Google Maps. Higher-tier plans come with advanced security functions and team management tools.

Pipedrive activity timeline

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Best for Ease of Use: Pipedrive

hubspot logoPipedrive Logo
Setup TimeMinimalMinimal
User InterfaceStructured and straightforwardSimple and highly visual
Common Positive ReviewsFree platform is excellent; easy to set up and useVery user friendly; superb pipeline management
Common Negative ReviewsSome free tools are limited; upgrades are expensiveNot advanced enough; could be more customizable
Knowledge Base
Community Forums
Certification ProgramsHubSpot AcademyPipedrive Academy
Visit HubSpotVisit Pipedrive

Winner: Pipedrive narrowly takes this category, as its visual interface is almost effortless to learn.

HubSpot CRM is often lauded for its ease of use. A straightforward and intuitive interface makes it possible for even the least tech-savvy person to learn HubSpot CRM in little time. It also helps that HubSpot has an extensive knowledge base, an active user community, and free training and certification courses. HubSpot’s free CRM is regarded as a strong platform in its own right — but some functions are limited, and upgrading to premium plans can be pricey.

hubspot ease of use pipedrive vs hubspot

Pipedrive has a slight advantage over HubSpot CRM since it offers an even cleaner interface and a simplistic approach, which suits businesses that don’t have the bandwidth for extensive CRM training. Sales reps can organize Pipedrive’s visual kanban-style pipelines, interactive dashboards, and shared inboxes through drag-and-drop functionality. You can also access its video tutorials, webinars, and free online courses via Pipedrive Learn and Pipedrive Academy.

pipedrive ease of use pipedrive vs hubspot

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Best for User Support: Pipedrive

hubspot logoPipedrive Logo
Standard Business Hours24/724/7
Support ChannelsLive chat, email, phone (Professional and Enterprise plans only)Phone (Power and Enterprise plans only), email, live chat
Visit HubSpotVisit Pipedrive

Winner: Pipedrive takes this category based on the strength of its user support team, which has glowing reviews on certified sites.

Pipedrive has 24/7 live chat and email support available to all of its users, as well as phone support included in its Power and Enterprise plans. To supplement those support channels, in-depth CRM implementation tutorials, troubleshooting guides, and integration information are included in its knowledge base. Pipedrive’s quality of customer help is viewed favorably overall, although several users lament a lack of timeliness in sufficiently answering queries.

pipedrive user support pipedrive vs hubspot

HubSpot CRM offers free 24/7 live chat and email support to all of its paid Sales Hub subscribers. (Anyone with a Professional or Enterprise plan can also avail of phone support.) As if around-the-clock support weren’t enough, HubSpot’s customer service team is regarded as among the best in the industry. HubSpot’s free CRM does not include any live support options, but users can still access HubSpot’s extensive help center and active local community forums.

HubSpot user support - Pipedrive vs HubSpot


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Best for Reporting: HubSpot CRM

hubspot logoPipedrive Logo
Standard Report TypesSales- and marketing-based (lead sources, ad clicks)Sales performance-based (deals, emails, activities)
Custom ReportingProfessional and EnterpriseProfessional and Enterprise
Advanced ReportingProfessional and EnterpriseProfessional and Enterprise
Number of DashboardsFree: Up to 3
Starter: Up to 10
Professional: Up to 25
Enterprise: Up to 50
Essential: 1
Advanced: 1
Professional: Unlimited
Enterprise: Unlimited
Reports per DashboardUp to 30 reports per dashboardUp to 25 reports per dashboard
Visit HubSpotVisit Pipedrive

Winner: HubSpot CRM offers more variety in reporting out of the box with over 150 ready-made templates for tracking sales and marketing metrics.

HubSpot CRM includes over 150 report templates as standard with every plan. These range from sales-focused CRM metrics (such as deals created and monthly revenue) to marketing-centric data (like website traffic and interactions by social network). Upgrading to either Sales Hub Professional or Enterprise will unlock access to custom reports and advanced analytics, as well as increase the total number of CRM dashboards users can create.

HubSpot CRM dashboard

Pipedrive refers to its reporting as Insights and only comes with roughly a dozen default report types that are largely concentrated on deal performance, activities, and emails. However, unlike HubSpot CRM, Pipedrive’s higher-tier plans come with unlimited visual dashboards that can support up to 25 CRM reports each, as well as the ability to generate custom Insights. You can also apply custom filters to any Insights, so you can share revenue-driving data with your team.

Pipedrive reporting

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Best for Automation: HubSpot CRM

hubspot logoPipedrive Logo
Workflow Editor InterfaceVisual point-and-clickVisual drag-and-drop
Workflow TypesContact management, lead routing, task creationDeal stage, email sends, teamwide notifications
Workflow Rule LimitsUp to 1,000 rules with all paid Sales Hub plans; no automation with free CRMUp to 180 rules with Enterprise plan; no automation with Essential
Workflow Templates
Custom Workflows
Visit HubSpotVisit Pipedrive

Winner: HubSpot CRM has more to offer when it comes to workflow automation — namely the amount of rules allowed and the types of tasks available in its paid plans.

HubSpot CRM includes automation with every paid Sales Hub plan. Users can set up as many as 1,000 workflow rules for sales activities such as deal creation, lead routing, and marketing processes like email campaigns and tracking marketing events. Workflows can be created in HubSpot CRM from scratch using its visual point-and-click interface; however, there are workflow templates available to make automating sales and marketing processes even easier.

HubSpot CRM workflow automation

Pipedrive, on the other hand, has a visual drag-and-drop feature that allows you to move deals, with the option to start workflows from a template or from scratch. Its interface is arguably more intuitive in its approach, and users can easily automate mundane tasks like adding lead data and pinging reps on Slack when a deal progresses. However, it doesn’t offer as many rules as HubSpot CRM, and you need add-ons like Campaigns for marketing automations.

Pipedrive workflow automation

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Best Mobile App: HubSpot CRM

hubspot logoPipedrive Logo
Mobile App CostFreeFree
Mobile App PlatformsiOS and AndroidiOS and Android
Mobile Sync With CRM
Offline ModeContacts, notes, dealsContacts, sales data
Other Apps It Syncs WithWhatsApp, iMessage, Slack, LinkedIn, FacebookGoogle Maps, Gmail, WhatsApp, Outlook
Average User Rating4.7/5 stars (Apple App Store)
4.2/5 stars (Google Play)
3.8/5 stars (Apple App Store)
3.9/5 stars (Google Play)
Visit HubSpotVisit Pipedrive

Winner: HubSpot CRM’s mobile app is victorious thanks to its integration with several popular third-party apps plus recent updates that allow for broader offline data access.

HubSpot CRM’s mobile app is an extension of its desktop platform but with several extras baked in. HubSpot CRM mobile app features include a business card scanner, caller ID, and access to customer records from anywhere (online or offline). However, the most noteworthy function here is the HubSpot Keyboard, which syncs with a variety of third-party messaging and productivity apps to insert key contact and sales snippets straight from the CRM.

HubSpot CRM mobile app

Pipedrive’s mobile app follows the lead of its full-fledged CRM counterpart with a streamlined visual interface that’s easy to navigate. One notable app-exclusive feature is Focus, which provides a general overview of daily schedules and important tasks. The Pipedrive mobile app also integrates with third-party messaging and productivity apps for a more cohesive mobile experience — and it even syncs mobile data to the desktop CRM, both offline and online.

Pipedrive mobile app

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Best for App Integrations: HubSpot CRM

hubspot logoPipedrive Logo
App MarketplaceHubSpot App MarketplacePipedrive Marketplace
Number of Total AppsOver 1,000Over 400
Number of Free Apps45Over 100
Notable App IntegrationsZoom, Mailchimp, Calendly, Stripe, Google AdsTrello, Asana, Leadfeeder, Microsoft Teams
Visit HubSpotVisit Pipedrive

Winner: HubSpot CRM offers double the app integrations in its HubSpot App Marketplace, and nearly half of them are available at no cost.

HubSpot CRM is linked to the HubSpot App Marketplace, which is home to over 1,000 app integrations and counting. Categories span sales, marketing, productivity, finance, and customer service. Nearly 50 apps featured on the App Marketplace are available at no cost, including integrations like Zoom, Mailchimp, Slack, and WordPress. The HubSpot App Marketplace is accessible across all HubSpot CRM tiers, including HubSpot’s free CRM.

HubSpot app integrations - Pipedrive vs HubSpot

Pipedrive users can scour the Pipedrive Marketplace for third-party integrations. It currently hosts over 400 apps, ranging in categories from email marketing and analytics to lead generation and messaging. About one-fourth of those apps are free to download; those include Trello, Asana, Leadfeeder, and Microsoft Teams, among others. There’s even an integration for HubSpot for users who want to imbue Pipedrive with additional marketing automation features.

Pipedrive app integrations - Pipedrive vs HubSpot

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Who Shouldn’t Use HubSpot CRM & Pipedrive?

HubSpot CRM and Pipedrive are two excellent sales tools, but neither is a one-size-fits-all solution. It’s just as important to consider why businesses may want to look at options other than these two platforms, which we’ll cover more in-depth in the following section. Below are a few scenarios in which HubSpot CRM and Pipedrive might not be the ideal choice for a sales team or organization.

Who Shouldn’t Use HubSpot CRM

HubSpot CRM may not be the right fit for the following situations:

  • Companies Seeking an Affordable Premium CRM: Most growing organizations will need capabilities beyond HubSpot’s free CRM, but Sales Hub can be rather costly.
  • Sales Teams That Only Need Sales Tools: HubSpot CRM may be too overwhelming for teams that only need access to a handful of quality sales tools.
  • Data-Driven Organizations: HubSpot’s reporting functionality is by no means bad, but it’ll be too shallow for companies that rely on a vast range of data points.

Of course, you shouldn’t immediately gravitate toward Pipedrive if you identify with one of the points above. For a complete rundown of what businesses should and shouldn't use HubSpot, check out our independent HubSpot CRM review. Otherwise, keep reading to see who shouldn’t use Pipedrive.

Who Shouldn’t Use Pipedrive

Pipedrive may not be well-suited for the following businesses:

  • Companies Needing Sales and Marketing Tools: Pipedrive is virtually absent of native marketing tools; its core functionality is concentrated on sales.
  • Businesses Wanting Advanced Features: Overall, Pipedrive may be too lean for larger businesses that need AI, deeper reporting, and robust sales automation.
  • Startups and Solo Workers Seeking a Free CRM: Outside of a 14-day trial, Pipedrive does not offer a free-for-life platform.

Before deciding that Pipedrive isn't right for you, check out our full Pipedrive review. There, you'll find an editorially-independent analysis as well as a roundup of user reviews. If neither Pipedrive or HubSpot sound right for you, however, check out the alternatives below:

3 Best Alternatives to HubSpot CRM & Pipedrive

HubSpot CRM and Pipedrive are both very capable CRMs, but they may not be what you or your company need to succeed in your overall sales strategy. If your aim is to implement an easy-to-use CRM but you need something more affordable or customizable, here are three options we believe to be the best alternatives to HubSpot CRM and Pipedrive:


Zoho CRM

Salesforce Sales Cloud

Freshsales is a winning CRM for salespeople and teams, offering more sales features than both Pipedrive and HubSpot for a reasonable price. Its free plan, available for up to three users, provides contact management, sales sequences, and a built-in telephone. Take advantage of its user-friendly interface, as well as multiple pipelines, deal insights, and customizations in its higher tiers. However, if you also need advanced marketing tools, try Zoho CRM.

freshsales crm example

Zoho CRM is a robust and affordable sales and marketing platform offering social media and Google Ads management as well as sales tools like price quotes and product catalogues. Leverage its free-for-life version that comes with a visual pipeline, task management tools, and basic automations. While Zoho has cost-effective tiers and a mix of sales and marketing tools, its free plan can be barebones. For a stronger free CRM, see Freshsales.

Zoho CRM Sales Pipeline Software

Salesforce Sales Cloud is highly customizable software with visual pipelines, sales features, and team collaboration tools essential for longer or more complex sales cycles. While both Pipedrive and HubSpot are geared more toward straightforward sales processes, Salesforce offers more robust pipeline tools, Einstein GPT, and native communication tools. However, it doesn’t offer a free version. For a sales-centric CRM with a free plan, look into Freshsales.

Salesforce essentials dashboard example

You can also head over to our lists for the best HubSpot CRM alternatives and the best Pipedrive alternatives to learn more about how their competitors fare when it comes to pricing, functionality, and usability.

How We Evaluated Pipedrive vs HubSpot

In comparing the two platforms, we started by determining six main categories essential for sales teams and small-to-medium-sized businesses considering Pipedrive and HubSpot CRM. From there, we identified weighted subcriteria per category and assigned an overall score out of five to assess the winner for each criteria.

Evaluation Criteria

We prioritized scoring Pipedrive and HubSpot CRM based on their pricing and core features since we deem these factors the most important for businesses needing reasonably priced sales-centric software. Next, we looked at the CRM platforms' ease of use and customization capabilities, followed by their customer support solutions and third-party app integrations.

Ease of Use:
User Support:

Bottom Line: Pipedrive vs HubSpot CRM

HubSpot CRM is the better choice for features, customization, and working on the go. However, if you’re keen to pay for premium functions, Pipedrive is the more affordable option. Of course, both of these CRMs are quite user-friendly — HubSpot CRM succeeds in being structured and straightforward, while Pipedrive stands out for its simple visual-heavy UI. Carefully consider your needs or learn more about how CRM software works to find the right one for you.

This article was written by Alison Barretta and updated by Kezia Jungco.

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