Pipedrive vs HubSpot: the CRM match-up to get your sales off the ground

Choosing the right CRM is no small matter when you're managing a sales team and aiming for real growth. Faced with the diversity of available software, two names keep coming up again and again: HubSpot and Pipedrive. Two powerful CRM platforms designed to improve the sales process, automate tasks and streamline lead follow-up... but they don't always meet the same needs.

So, is it better to opt for Hubspot's complete solution, designed to centralize marketing, sales and customer service ? Or on Pipedrive's formidably effective simplicity, focused on the sales pipeline and field efficiency ?

👉 In this comparison, we sift through their features, plans, interfaces, integrations... to help you choose the tool best suited to your company, your sales teams and your objectives.

What is Pipedrive?

Pipedrive overview

Pipedrive is the CRM designed for ambitious small businesses who want to turntheir pipeline into a growth engine. Designed for teams of 10 to 100 people, it stands out for its clear promise: to make sales simple, visual and action-oriented.

Where many CRMs multiply menus and complexities, Pipedrive focuses on the essentials: a visual sales pipeline, clear tasks and concrete tools to never miss a follow-up. The software is based on a method called activity-based selling, in other words, every opportunity must always have a planned next action.

🎯 That's what makes it such a formidable tool for B2B SMEs, start-ups in sales structuring or field sales teams. Its Kanban board, integrated task management, intelligent automations and full email integration make it a true co-pilot of sales performance.

But Pipedrive is not designed for micro-structures or large multinational groups. If your company employs fewer than 10 people, or requires complex cross-team orchestration, other CRMs may be more appropriate.

Pipedrive's key features

Pipedrive focuses on the essentials of the sales business: follow up, follow up, close. Key features include

• visual sales pipeline, with deals organized in columns (kanban), with drag & drop and customization of stages by team, market or product;
• activity and task management with scheduling of calls, appointments, emails or tasks for each contact or deal, and calendar synchronization;
• sales automations: creation of simple workflows (e.g. "If a deal goes to negotiation → send an automatic email"), intelligent reminders, post-closing tasks ;
• integrated email with synchronization with Gmail, Outlook, open/click tracking, email templates;
• Smart Contact Data for automatic enrichment of contact records with public data (websites, social networks, etc.);
• customized reports for tracking KPIs, forecasts, sales velocity, analysis by salesperson or pipeline;
• team collaboration with notes, task sharing and activities visible to the whole sales team;
• mobile application for access to your entire pipeline and contacts from your smartphone.

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Advantages and disadvantages of Pipedrive

Before committing yourself, it's important to know the strengths and limitations of the tool. Here's a clear and honest overview, based on user feedback and field usage.

✅ Pipedrive appeals to sales teams who want to get things done quickly and well. The tool does what it promises, and does it well, thanks to :

• a streamlined interface that's quick to learn;
• a 100% customizable pipeline, clear and visual ;
• ultra-fluid task management (activities + reminders) ;
• simple but effective automation;
• easy collaboration between sales reps;
• a robust mobile application;
• reasonable pricing plans.

❌ But the tool isn't without its limitations, especially if you're looking for a more "corporate" or marketing-focused CRM:

• no free CRM (14-day trial) ;
• little or no native marketing functionality ;
• less suitable for teams of over 100 people or highly structured teams;
• some advanced functionalities (chat, lead generation) available at extra cost;
• advanced reporting only in higher plans.

What is HubSpot?

HubSpot overview

HubSpot is much more than just CRM software. It's a complete platform designed to align sales, marketing, customer service and even content management. Born in 2006 with a clear vision of inbound marketing, HubSpot today offers a modular solution, ideal for companies that want to centralize everything in a single ecosystem.

🎯 HubSpot attracts both start-ups and large companies looking for structured growth. The big advantage? An ultra-complete free CRM to get you started, and modules (Sales, Marketing, Service...) that can be activated à la carte according to your needs.

Clearly, if you're looking for a scalable CRM solution that can keep pace with the growth of your sales team while aligning your marketing campaigns and customer service, HubSpot is clearly worth considering.

HubSpot's key features

HubSpot stands out for its completeness. Even in its free version, the platform already offers an impressive array of CRM features. Here are the pillars of the HubSpot experience:

• free CRM with centralized database and complete history of interactions (emails, calls, meetings...) ;
• marketing and sales automation with workflows, intelligent follow-ups, lead nurturing, scoring, email campaigns ;
• emailing and landing pages with integrated editors for easy creation of high-performance campaigns;
• performance monitoring: personalized dashboards, detailed reports on the entire sales process;
• customer support tools such as tickets, knowledge base, live chat, customer feedback;
• lead management with forms, pop-ups, behavioral tracking and advanced segmentation;
• integration marketplace with over 1,500 connectable tools, from Salesforce and Stripe to Slack and Zoom.

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Advantages and disadvantages of HubSpot

If HubSpot is one of the leaders in the CRM market, it's because it combines functional power, an intuitive interface and scalability. But beware: this richness can also become a hindrance for smaller or less technical structures.

✅ Here's what makes HubSpot a formidable CRM tool for companies that want to professionalize their sales processes while controlling their customer relationships across the board:

• a generous free version to get you started;
• CRM + marketing + support integrated into a single tool;
• advanced automation (multi-step workflows);
• modern, pleasant and customizable interface;
• rich marketplace to broaden use cases;
• excellent documentation and customer support.

❌ But this richness comes at a price - literally and figuratively. Here are the limitations most often pointed out by users:

• longer learning curve than Pipedrive ;
• rapidly expensive paid plans (notably the Marketing Hub) ;
• less fluid for purely field-oriented sales reps;
• too many useless features if not strategically activated;
• less deeply customizable than some competing solutions.

Pipedrive vs HubSpot: compare functionalities

Behind the word CRM, the needs vary enormously depending on the company: sales pipeline management, sales automation, data analysis, centralized marketing, etc.

Here's an overview to compare the two tools on key functionalities.

Focus on sales pipeline management

Pipedrive has built its reputation on sales pipeline visualization. Each opportunity is displayed like a card in a Kanban board, easy to move from one stage to the next. Ideal for fast-closing sales teams.

HubSpot, on the other hand, offers a customizable but more formal pipeline, integrated into a larger environment. The UX is clean, but less visual than Pipedrive's.

💡 Verdict: Pipedrive gains in intuitiveness and speed of adoption. HubSpot adapts better to complex or multi-team processes.

Focus on sales task automation

With Pipedrive, automation is easy to set up: automatic reminders, tasks assigned after a call, post-appointment emails... Perfect for operational sales processes.

HubSpot goes much further: multi-step workflows, segmentation, integration with marketing campaigns, conditional triggers... A true automation engine for the complete customer cycle.

💡 Verdict: HubSpot is more powerful. Pipedrive is faster to set up.

Focus on reporting and forecasting tools

Pipedrive offers clear reports on deals, sales performance and sales forecasts. But beware: some advanced features are reserved for higher-level plans.

HubSpot, from the first paying levels, offers customizable, multi-team, multi-hub dashboards. The tool is more suited to sales departments or CFOs.

💡 Verdict: HubSpot is richer in data. Pipedrive remains sufficient to pilot a small or medium-sized sales force.

Focus on integrated marketing CRM

HubSpot was designed from the outset as an all-in-one platform. Its Marketing Hub enables you to create landing pages, email campaigns, forms, manage SEO, lead nurturing... everything is natively integrated.

Pipedrive, on the other hand, has no native marketing. You have to go through integrations (Mailchimp, ActiveCampaign...) or subscribe to paid external modules.

💡Verdict: HubSpot wins hands down if marketing is at the heart of your strategy.

Focus on CRM customization and scalability

Pipedrive lets you create multiple pipelines, custom fields, simple automation rules. But its structure remains purely sales-oriented.

HubSpot offers deeper personalization: user roles, filtered views, advanced segmentation, personalized objects (in the upper planes)... and above all, scalability to keep pace with business growth.

💡 Verdict: HubSpot is better suited to complex or fast-growing organizations. Pipedrive remains highly effective within a well-defined business perimeter.

Pipedrive vs HubSpot: compare prices

Price is often a decisive factor, but you need to read it in the light of the features included and your real needs. Here's a comparison of Pipedrive and HubSpot price plans.

Pipedrive vs HubSpot: which interface is more intuitive?

The user interface can make all the difference between a sales team that embraces CRM... and one that undergoes it. Simplicity, personalization, fluid navigation: here's how Pipedrive and HubSpot stack up in terms of user experience.

🧠 What we think:

• Pipedrive wins the battle for immediate simplicity. It's a tool designed by salespeople, for salespeople. Everything is visible at a glance: pipeline, next actions, deadlines. No need for a technical roadmap.
• HubSpot, on the other hand, relies on a modular and powerful interface, with much greater depth... but which can be confusing at first. Its UX is perfect for organizations seeking to centralize marketing, service and sales in a single tool.

Pipedrive vs HubSpot: compare integrations

The more easily a CRM can be integrated with your business tools, the more it becomes a pivotal part of your information system. For a sales team, an IT manager or an integrator, what counts is the catalog of available integrations, the ease of deployment and the depth of possible automations.

👉 Number of available integrations

Pipedrive: ⭐⭐⭐⭐☆

• more than 400 integrations available via the Pipedrive Marketplace and Zapier: Google Workspace, Slack, Trello, Calendly, Zoom, DocuSign, QuickBooks, Mailchimp... The essentials for an SME or scale-up. A compact but well thought-out ecosystem.

HubSpot: ⭐⭐⭐⭐⭐

• 1,500 integrations via the HubSpot App Marketplace. Native connections with Salesforce, Stripe, Google Ads, Shopify, Aircall, WhatsApp, Jira, and of course Pipedrive. HubSpot is positioned as a central hub for the sales and marketing stack.

👉 Easy configuration

Pipedrive: ⭐⭐⭐⭐☆

• Clear interface, accessible documentation, integrations often plug & play. Workflows via Zapier or Make enable rapid automation of tasks without being dev. Very suitable for small teams without a dedicated IT team.

HubSpot: ⭐⭐⭐☆☆

• Many integrations are simple to activate, but some require a good command of advanced settings, especially as soon as you cross several "Hubs" (Sales + Marketing + Service). The potential is great, but getting up to speed can take longer.

👉 Personalization and automation

Pipedrive: ⭐⭐⭐⭐☆

• Thanks to its simple automations and opening via Zapier, Pipedrive lets you create effective scenarios (notifications, email synchronization, task assignment...). It's still "lean": quick to implement, perfect for iterating.

HubSpot: ⭐⭐⭐⭐⭐

• Genuine automation machine. Create multi-hub workflows, automated lead scoring, behavioral triggers, cross-integration with your marketing tool or ERP. Here, HubSpot stands out as a complete platform for orchestrating your growth.

💡 Conclusion:

• HubSpot takes the lead in terms of ecosystem and automation power, making it a true nerve center for customer relations, from marketing to support.
• Pipedrive, more modest but well thought-out, is an excellent choice for agile teams who want to connect their key tools without getting lost in configuration.

When to choose Pipedrive or HubSpot?

A good CRM isn't one that does everything. It's the one that meets your exact needs, at the right scale, at the right time. Here's when, and why, Pipedrive or HubSpot could be the best solution for your business.

Examples of Pipedrive use cases

Pipedrive is the CRM of choice for growing B2B sales teams who want to get straight to the point. It's perfect if :

• your sales process is based on a clear pipeline with well-defined milestones;
• you need a tool that structures sales activity without complicating it;
  
• your sales force is often on the move, or wants to get started immediately;
• you're looking to automate reminders, tasks and follow-up without setting up a gas factory;
• you use tools like Slack, Gmail, Trello, and want rapid integration without a developer;
  
• your priority is rapid closing, not marketing campaigns.

👤 Typical user examples:

• B2B start-up in scale-up phase,
• consulting or pro services agency,
• SMEs with 2 to 10 mobile sales representatives,
• franchise or network with local sales teams.

🗣️ Customer testimonial :

For me, what tipped the balance in favor of Pipedrive, apart from the price, was the customer service: real people at the end of the phone! After a month or so, I had a lot more questions that I hadn't thought of before, but Pipedrive arranged a meeting with me, and I loved the fact that they didn't try to bamboozle me.

Hunter Shelburne - Directeur des partenariats chez Air Tutors

Examples of HubSpot use cases

HubSpot comes into its own when you're looking to centralize customer relations, from marketing to sales and support. It's ideal if :

• you need a 360° view of the customer (history, scoring, behavior...) ;
• your teams need to collaborate between marketing, sales and support departments;
  
• you manage several acquisition channels (SEO, email, ads...) and want to bring everything together;
• you want to set up complex automated workflows;
  
• you have a structured marketing team, or strong lead nurturing ambitions ;
  
• you're focused on scalability and upgrading your tools.
  

👤 Examples of typical users:

• growing SME with several business divisions,
• SaaS publisher with hybrid sales cycle,
• e-commerce with integrated CRM marketing needs,
• international team with distinct user roles.

🗣️ Customer story :

We've increased our contact with prospects, while improving the quality of our CRM database, enabling us to segment our audiences and better target our actions.

Marion Lopez - Directrice Communication et Marketing (Senior Partner) chez mc2i

So, Pipedrive or HubSpot? Make the choice that will boost your sales

In the final analysis, the Pipedrive vs HubSpot match-up doesn't pit two competing CRMs against each other... but two complementary visions of customer relations.

☝️ Pipedrive excels at what it does best:

• a clear sales pipeline,
• concrete actions,
• simple, effective automation.

If your priority is immediate sales efficiency, without unnecessary complexity, it's a safe choice for your field team.

☝️ HubSpot goes one step further:

• it centralizes sales, marketing and customer service in a single, comprehensive CRM platform,
• with infinite possibilities for personalization and scalability.

A major asset for growing companies that want to structure their entire customer cycle.

So :

• choose Pipedrive if you want a simple, fast-to-deploy, closing-oriented tool;
• choose HubSpot if you're looking for a scalable CRM solution capable of aligning all your teams around a single objective: growth.

FAQ - Pipedrive vs HubSpot

Does Pipedrive offer free CRM?

No, Pipedrive doesn't offer a free CRM. However, it does offer a 14-day free trial of all its features, with no credit card required. This is ideal for testing the sales pipeline, automations and interface.

What's the difference between HubSpot CRM and HubSpot Sales?

HubSpot CRM is free and centralizes customer data (contacts, deals, tasks). The Sales Hub, on the other hand, adds advanced functionalities: email sequences, scoring, forecasting and sales automation. It is subject to a fee, depending on the plan chosen.

Is Pipedrive suitable for marketing?

Not really, no. Pipedrive is a 100% sales-oriented CRM, with no native marketing functionalities. It offers integrations with Mailchimp, ActiveCampaign or LeadBooster, but is no substitute for a marketing tool like HubSpot Marketing Hub.

Can I connect HubSpot to Gmail or Outlook?

Yes, HubSpot integrates natively with Gmail and Outlook. You can track e-mails, schedule mailings, create templates, and automatically record exchanges in the contact record.

Which tool is easier to learn?

Pipedrive is more intuitive for sales teams looking for a simple, effective CRM tool. HubSpot, on the other hand, requires a little configuration, but offers a complete interface once mastered.

Pipedrive or HubSpot: which integrates better with other software?

HubSpot offers over 1,500 integrations and a rich marketplace covering sales, marketing, support and finance. Pipedrive remains solid with 400+ integrations, mainly via Zapier, but is aimed at more targeted needs.

Which CRM is right for a growing SME?

It all depends on your priorities:

• if you're looking for a simple, quick-to-deploy sales solution, choose Pipedrive;
• if you want to centralize sales, marketing and customer service, HubSpot will be more suitable, provided you have the budget to exploit its full potential.