Read our comparison of Pipedrive vs Salesforce to decide which CRM is right for your business based on their price, usability, features, and more.
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:
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, continue below for our complete breakdown of HubSpot vs Pipedrive.
|Price Range (Annual)||Free to $1,200 per month (2 to 10 users)||$12.50 to $99 per user, per month|
|Core Features||A balance of sales and marketing tools||Tools are largely sales-focused|
|Ease of Use||Well-organized UI that’s accessible to most||Visual UI that’s simple to learn and navigate|
|Reporting||Over 150 templates; custom reports at higher tiers||A dozen templates; custom reports at higher tiers|
|Sales Automation||Up to 1,000 sales and marketing workflow rules||Up to 100 sales workflow rules|
|Mobile App||Integrates with iMessage, WhatsApp, and Slack||Integrates with WhatsApp, Gmail, and Outlook|
|App Integrations||Over 500 apps||Nearly 300 apps|
|Customer Service||24/7 support plus knowledge base & user forums||24/7 support plus knowledge base & user forums|
|Visit HubSpot CRM||Visit 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 – HubSpot CRM splits its focus between sales and marketing, and Pipedrive concentrates largely on sales. We compared HubSpot vs Pipedrive based on the five categories businesses emphasize most when choosing a CRM: cost, features, ease of use, customizability and apps, and user support.
Meanwhile, we’ve also placed an emphasis on the following three core CRM features: reporting, sales automation, and mobile app. (HubSpot CRM claimed the top spot in all three of those categories.) Most business owners look closely at how well a CRM can optimize workflow (both in and out of the office) and want CRM software that’ll make it easier for them to make the right decisions to benefit their bottom line.
|Free-for-Life Option||Yes, with unlimited users||No|
|Free Trial||No||14 days|
|Starting Price (Annual)||$45 per month for two users; then $23 per user, per month||$12.50 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-Ons||From $200 per month||From $49 per month|
|Monthly Billing||Yes (except Enterprise)||Yes (all plans)|
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.
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 nearly 300 app integrations, 24/7 customer support, and the option to pay annually or monthly.
|Contact Management||1MM contacts; activity tracking||Unlimited contact records; smart contact data|
|Pipeline Management||Up to 100 pipelines per account||Unlimited visual pipelines|
|Lead Management||Email reply tracking; lead conversation routing||Color-coded custom labels; integration with chatbots|
|Advanced Features||Recurring revenue tracking; predictive lead scoring||Security dashboard; team management tools|
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. It offers a variety of tools related to inbound lead generation, contact management, and email marketing. All HubSpot CRM tiers include up to one million contact records, email templates, shared inboxes, and chat widgets. Premium Sales Hub upgrades will yield access to A/B testing, predictive lead scoring, and recurring revenue tracking.
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.
|User Interface||Structured and straightforward||Simple and highly visual|
|Common Positive Reviews||Free platform is excellent; easy to set up and use||Very user friendly; superb pipeline management|
|Common Negative Reviews||Some free tools are limited; upgrades are expensive||Not advanced enough; could be more customizable|
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, active user community, and excellent customer support to guide users along. 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.
Pipedrive has a slight advantage over HubSpot CRM since it offers an even cleaner interface that most sales reps should be able to pick up right away. Users can organize Pipedrive’s visual kanban-style pipelines, interactive dashboards, and shared inboxes through drag-and-drop functionality. This simplistic approach will suit businesses that don’t have the bandwidth for extensive CRM training, but it may turn off organizations that need a beefier platform.
|Standard Report Types||Sales- and marketing-based (lead sources, ad clicks)||Sales performance-based (deals, emails, activities)|
|Custom Reporting||Professional and Enterprise||Professional and Enterprise|
|Advanced Reporting||Professional and Enterprise||Professional and Enterprise|
|Number of Dashboards||Free: Up to 3|
Starter: Up to 10
Professional: Up to 25
Enterprise: Up to 50
|Reports per Dashboard||Up to 20 reports per dashboard||Up to 25 reports per dashboard|
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.
Pipedrive refers to its reporting as Insights. It 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.
|Workflow Editor Interface||Visual point-and-click||Visual point-and-click|
|Workflow Types||Contact management, lead routing, task creation||Deal stage, email sends, teamwide notifications|
|Workflow Rule Limits||Up to 1,000 rules with all paid Sales Hub plans; no automation with free CRM||Up to 100 rules with Advanced and above; no automation with Essential|
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 email campaigns, lead routing, contact data enrollment, internal team notifications, and many other tasks. 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.
Pipedrive has a similar approach to HubSpot CRM, with a visual point-and-click interface plus the option to start workflows from a template or from scratch. While it may not offer as many rules or tasks as HubSpot CRM, Pipedrive is arguably more user-friendly in its approach. One nifty feature is Pipedrive’s estimation of how much time users can save when automating mundane tasks like adding lead data and pinging reps on Slack when a deal progresses.
|Mobile App Cost||Free||Free|
|Mobile App Platforms||iOS and Android||iOS and Android|
|Mobile Sync With CRM||✔||✔|
|Offline Mode||Contacts, notes, deals||Contacts, sales data|
|Other Apps It Syncs With||WhatsApp, iMessage, Slack, LinkedIn, Facebook||Google Maps, Gmail, WhatsApp, Outlook|
|Average User Rating||4.7/5 stars (Apple App Store)|
4.5/5 stars (Google Play)
|3.9/5 stars (Apple App Store)|
3.6/5 stars (Google Play)
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.
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.
|App Marketplace||HubSpot App Marketplace||Pipedrive Marketplace|
|Number of Total Apps||Over 500||Nearly 300|
|Number of Free Apps||Over 250||Over 60|
|Notable App Integrations||Zoom, MailChimp, Calendly, Stripe, Google Ads||Trello, Asana, Leadfeeder, Microsoft Teams|
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 500 app integrations and counting. Categories span sales, marketing, productivity, finance, and customer service. Better yet, nearly half of apps featured on the App Marketplace are available at no cost; some of those free integrations include Zoom, MailChimp, and Calendly. The HubSpot App Marketplace is accessible across all HubSpot CRM tiers, including HubSpot’s free CRM.
Pipedrive users can scour the Pipedrive Marketplace for third-party integrations. It currently hosts 300 apps ranging in categories from email marketing and analytics to lead generation and messaging. About one-fifth 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.
|Standard Business Hours||24/7||24/7|
|Support Channels||Live chat, email, phone||Live chat, email, phone|
|Certification Programs||HubSpot Academy||Pipedrive Academy|
Winner: HubSpot CRM takes this category based on the strength of its user support team, which has overwhelmingly positive reviews.
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 knowledge base and active community forums.
Pipedrive also has 24/7 live chat and email support available to all of its users. (Phone support is available, too, but only with the Enterprise plan.) To supplement those support channels is a vast knowledge base, a buzzing community forum, and Pipedrive Academy — which features quick courses and in-depth tutorials. Pipedrive’s quality of customer help is viewed favorably overall, although several users lament a lack of timeliness in sufficiently answering queries.
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 HubSpot CRM or Pipedrive, 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.
HubSpot CRM may not be the right fit for the following situations:
Of course, you shouldn’t immediately gravitate toward Pipedrive if you identify with one or more of the points above. Keep reading to see who shouldn’t use Pipedrive.
Pipedrive may not be well-suited for the following businesses:
If you relate to any of the cons associated with HubSpot CRM or Pipedrive, there are alternatives to consider that may align more closely with your goals and budget.
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:
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.
HubSpot CRM is the better choice for features, user support, 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 to determine if either one of these top-rated CRMs is right for your business.