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Pipedrive vs. HubSpot

Ana Maria Stanciuc

Choosing the right customer relationship management (CRM) software is not just a decision; it’s a strategic move towards optimizing sales processes, enhancing customer interactions, and ultimately driving business growth. Among the many options available, Pipedrive and HubSpot stand out. This article will show the capabilities of both platforms, comparing their features, pricing, usability, and more, helping you to make a responsible and informed decision between Pipedrive vs HubSpot.

Pipedrive vs. HubSpot – Overview of both CRM platforms

Let’s begin by understanding the main purpose and design of each CRM platform before discussing its specific elements.

Pipedrive is a platform focused on sales management, equipping sales teams with the tools they need to take charge of their sales processes. Its standout features, such as ease of use and visual sales pipelines, instill confidence in its effectiveness, making it a top choice for many.
On the other hand, HubSpot, which initially started as an inbound marketing platform, has now evolved into a comprehensive suite of business tools. This expansion includes CRM, marketing, sales, and customer service, providing a versatile and robust all-in-one solution for various business needs, thereby reassuring the audience about its comprehensive capabilities.

Pipedrive vs. HubSpot – Features Comparison

When it comes to choosing software for your business, it’s important to take a thorough approach and consider various aspects. The first and foremost element to remember is the software’s features. Before choosing, you should evaluate its features against your business needs and goals. For instance, if your business requires a software solution for managing customer relationships, you should look for features like contact management, sales forecasting, and reporting.

Similarly, if you are in the market for accounting software, you might want to ensure that features like accounts payable and receivable, invoicing, and financial reporting are included. Therefore, before settling on any software, analyze its features and determine whether they align with your business requirements.

HubSpot CRM
Visual Sales Pipeline
Automated Lead Scoring
Comprehensive Marketing Automation
Customizable Reports
Integrated Customer Service Tools
Mobile App Functionality
User-Friendly Interface
Very user-friendly
Advanced Analytics
Email Marketing Tools
Third-Party Integrations
24/7 Customer Support

  • Sales Automation

Automation is one of Pipedrive’s strengths, with a strong emphasis on eliminating repetitive tasks. The platform offers customizable web forms, workflow automation, and even artificial intelligence features that enhance sales activity management and forecasting.

On the other hand, HubSpot provides extensive automation capabilities across marketing, sales, and service hubs. Its automation extends beyond sales activities to include marketing campaigns and customer service processes, facilitated by a powerful workflow engine that integrates with all the platform modules.

  • User interface & Ease of use

Known for its user-friendly interface, Pipedrive offers a straightforward, intuitive experience. Its visual pipeline management tool allows users to easily drag and drop deals between stages, with a minimal learning curve involved.

Still, HubSpot’s user interface is clean and user-friendly, though it can feel more complex due to the breadth of features it offers. However, the platform provides extensive resources and training through HubSpot Academy to help users maximize its capabilities.

  • Customization

Highly customizable, Pipedrive allows users to tailor pipelines, dashboards, and reports to fit their specific needs, making it an excellent choice for teams that need flexibility within a sales-focused CRM.

While, HubSpot offers significant customization options, particularly in its reporting and dashboard features. Users can create custom properties, workflows, and more, although some advanced customizations may require higher-tier plans.

Lead & Contact management

Pipedrive excels in managing leads and contacts with an emphasis on simplicity and efficiency. The platform offers tools that allow sales teams to track the progress of leads through a visual pipeline. Key features include:

  • Customizable pipeline: Users can create multiple stages tailored to their sales process.
  • Lead scoring: Allows prioritization of promising leads based on customizable scoring rules.
  • Smart contact data: Automatically pulls publicly available information about contacts into the CRM.

HubSpot offers a more holistic approach to lead and contact management, integrating these features tightly with its marketing and service hubs. Its main features include:

  • Contact & Company insights: Automatically gathers and organizes information on contacts and companies from online sources.
  • Lead flows: A set of tools designed to capture, track, and nurture leads from various channels.
  • 360-degree contact view: Provides detailed views of contact interactions across marketing, sales, and customer service touchpoints.

Marketing Automation

Pipedrive, while primarily a sales CRM, Pipedrive includes some marketing features such as:

  • Simple email campaigns: Basic tools for sending email campaigns directly from within the CRM.
  • Web forms: Customizable forms that can be integrated into websites to capture leads directly into the sales pipeline.

Marketing automation is one of HubSpot’s core strengths, with a comprehensive suite of tools designed to automate and optimize marketing efforts:

  • Email marketing: Advanced tools for creating, personalizing, and optimizing email campaigns.
  • Marketing workflows: Automated workflows that can be triggered based on user behaviors, such as website visits, email interactions, or form submissions.
  • SEO & Content strategy: Tools to help optimize content for search engines and manage content strategy effectively.

Sales automation & Reporting

Pipedrive provides robust tools designed to streamline sales processes and improve productivity:

  • Activity reminders: Automatic reminders help sales reps follow up on leads at optimal times.
  • Goals tracking: Salespeople can set and track their performance against goals.
  • Reporting dashboard: Visual dashboards display sales performance metrics that can be customized to show data relevant to specific roles or goals.

HubSpot’s sales features are designed to work closely with its marketing tools, providing a seamless transition from lead generation to closing:

  • Sales sequences: Automated email sequences that can be personalized and timed to maximize engagement.
  • Pipeline management: Detailed pipeline views that integrate with other HubSpot features, such as marketing and service data.
  • Advanced analytics: Comprehensive analytics and reporting tools that provide insights not only into sales performance but also marketing ROI and customer service effectiveness.

Customer Support

Pipedrive includes some basic customer support features but primarily focuses on sales. It offers:

  • Support ticketing: Basic ticketing system to manage customer inquiries.
  • Integration with support tools: Ability to integrate with popular customer support platforms via third-party apps.

While, as an all-in-one platform, HubSpot excels in providing an integrated customer support system:

  • Customer Service Hub: Offers tools like ticketing systems, automated customer feedback surveys, and knowledge base management tools.
  • Live Chat & Conversational Bots: Tools to engage with customers in real-time on the website, with AI capabilities to route inquiries appropriately.

Integrations & Extensibility

Pipedrive’s API allows for integration with a variety of tools, although its native integration ecosystem is not as extensive as HubSpot’s. Key integrations include:

  • Email integrations: Seamless integration with popular email platforms like Gmail and Outlook.
  • Zapier: Connects Pipedrive with hundreds of other apps for customized workflows.

HubSpot’s integration marketplace is vast, offering native integrations with most leading software in various categories:

  • Data Sync: Real-time synchronization with tools like Salesforce, Microsoft Dynamics, and more.
  • App Ecosystem: A rich marketplace of third-party apps covering everything from finance and project management to customer support.

User Experience & Accessibility

With its minimalist and intuitive interface, Pipedrive is designed for quick adoption by sales teams. Its mobile apps are highly rated, providing sales professionals with the tools they need on the go, which is particularly beneficial for updating deals and contacts directly from the field.

HubSpot also focuses on creating a seamless user experience, but due to the depth and breadth of features, it can seem overwhelming. The learning curve is steeper, but HubSpot addresses this with extensive educational resources and a well-designed onboarding process. Its mobile apps provide good functionality, though some users report they can be less intuitive than the desktop experience.

Pipedrive vs. HubSpot – Pricing comparison

The second element that you should take into account when choosing the software for your business is the pricing, which may sometimes play an important part.  Let’s see Pipedrive and HubSpot’s pricing structures in more detail to understand how each platform scales its services and costs to meet different business needs.

Pipedrive pricing

Pipedrive offers a tiered pricing structure based on the level of features and capabilities each tier provides. Each plan includes an increasing range of functionalities suitable for different stages of business growth.

  • Essential Plan: Starting at $15 per user per month when billed annually, this plan covers the basics of CRM functionalities, including pipeline management and custom fields. It’s designed for small teams needing fundamental CRM tools.
  • Advanced Plan: Priced at $29 per user per month when billed annually, this plan includes more advanced features such as automation, integration capabilities, and email synchronization. It’s suitable for growing businesses looking to automate more of their processes.
  • Professional Plan: At $49 per user per month when billed annually, this plan offers full CRM capabilities with more sophisticated features like one-click calling, call tracking, and advanced reporting options. This plan is aimed at sales teams needing comprehensive tools to scale their operations.
  • Enterprise Plan: This plan costs $99 per user per month when billed annually and provides full support for larger organizations, including enhanced security features, additional customization options, and dedicated account management.

Discover Pipedrive with an amazing 14-day free trial!

HubSpot pricing

HubSpot uses a freemium model for its CRM but offers extensive premium modules via its different “hubs” that cater to marketing, sales, customer service, and operations needs.

  • CRM: The core CRM functionality is free and includes contact management, deal pipeline, and task assignments which support unlimited users.
  • Starter Hub: Starting at $50 per month for 2 users (additional users cost extra), this includes basic versions of marketing, sales, service, and CMS hubs. It’s suitable for very small businesses looking to start automating and streamlining operations.
  • Professional Hub: This more robust plan, priced at $1200 per month (starting with 5 users), offers deeper marketing automation, sales automation, customer service automation, and better reporting tools. It’s aimed at medium-sized businesses.

Pricing Tier
Free Version
Yes, CRM only.
Free Trial
Yes, 14-days trial.
Yes, 14-days trial.
$50/month (2 users)
$450/month (5 users)
$1,200/month (10 users)

Pipedrive vs. HubSpot CRM – Reporting features

For businesses focused solely on sales, Pipedrive offers straightforward, easy-to-understand reporting that might suffice. However, for organizations that require depth, breadth, and integration across various departments, HubSpot’s advanced reporting and analytics provide a more powerful, data-driven approach to managing business performance. This makes HubSpot particularly valuable for medium to large businesses or those that heavily invest in cross-departmental alignment and detailed performance tracking.

Reporting capabilities are critical for businesses to measure the effectiveness of their sales processes and marketing efforts. Let’s compare the reporting features of Pipedrive and HubSpot to understand how each can serve different analytical needs.

Pipedrive Reporting

Pipedrive focuses on sales-centric reporting, emphasizing simplicity and clarity. It caters to sales teams that need immediate insights without deep technical involvement.

  • Customizable dashboards: Users can customize dashboards to display key sales metrics, including deal progress, activities overview, and individual performance metrics.
  • Revenue forecasting: Pipedrive includes revenue forecasting tools that allow sales managers to project future sales based on current pipeline data, helping with planning and resource allocation.
  • Goals tracking: Sales teams can set and track goals directly within Pipedrive, such as reaching revenue targets or achieving a certain number of sales calls or meetings.
  • Reports export: For external analysis or presentations, users can export data in various formats, such as Excel and PDF.

Despite its useful features, Pipedrive’s reporting is generally more basic than HubSpot, focusing primarily on sales metrics without deeper segmentation or complex analytical capabilities.

HubSpot Reporting

HubSpot offers a broader range of reporting features that integrate across its entire suite of tools, from marketing and sales to customer service, making it a more versatile choice for comprehensive business analysis.

  • Advanced custom reports: HubSpot allows users to create highly detailed custom reports that can pull data from various functions—sales, marketing, and service—and provide a holistic view of business performance.
  • Dashboard customization: Multiple dashboards can be customized and configured to suit different team needs, displaying everything from website analytics to sales activity and customer support metrics.
  • Predictive analytics: With machine learning and AI capabilities, HubSpot provides predictive analytics to forecast sales trends and identify patterns in customer behavior, offering more proactive business insights.
  • Attribution reporting: A standout feature in HubSpot is its attribution reporting, which tracks which marketing and sales activities generate revenue, helping optimize ROI across channels.

AI features – Pipedrive vs. HubSpot

Nowadays, we all talk about AI integrated into every business. Thus, even Pipedrive and HubSpot CRM offer AI features. However, it will be up to your business needs which tool you choose.

Both Pipedrive and HubSpot incorporate AI features to enhance their platforms and provide more value to users through automation and data insights. Here’s a look at how each platform utilizes AI:

Pipedrive AI Features

Pipedrive leverages AI to streamline and improve sales processes, particularly focusing on automation and predictive analytics:

  • LeadBooster: This AI-powered chatbot engages visitors on your website, qualifies leads, and directly feeds them into your sales pipeline. It helps in capturing more leads without manual effort.
  • Smart Contact Data: This feature automatically fetches publicly available information about contacts and companies, filling in data gaps and saving time on manual data entry.
  • AI Sales Assistant: Pipedrive’s AI assistant provides personalized tips and insights to users. It analyzes past performance to suggest actions that could improve sales outcomes, such as optimal times for contacting leads or which deals to focus on to hit targets.

HubSpot AI Features

HubSpot uses AI across its platform to offer a more integrated experience from marketing to sales and customer service:

  • Predictive Lead Scoring: HubSpot’s AI analyzes past interactions and engagement to score leads based on their likelihood to convert, helping sales teams prioritize their efforts more effectively.
  • Content Strategy Tool: This tool utilizes machine learning to identify topics that align with core business themes and are likely to perform well in search engines, thus guiding content creation strategies.
  • Chatbots and Automation: HubSpot’s AI-powered chatbots can handle basic customer queries, book meetings, and provide support 24/7, ensuring that user engagement is maintained without constant human oversight.
  • Email Marketing Optimization: AI optimizes email marketing campaigns by suggesting the best send times, crafting subject lines based on past performance, and segmenting audiences for personalized communications.

Both Pipedrive and HubSpot integrate AI features to various extents, with Pipedrive focusing more on enhancing direct sales activities and HubSpot providing broader applications across marketing, sales, and service.

HubSpot’s AI features are particularly comprehensive, touching on almost every aspect of the customer lifecycle, which can be highly beneficial for businesses looking to automate and optimize a wide range of processes. Pipedrive, while more narrowly focused, still offers significant benefits for sales teams, particularly through automation and lead management.

Final thoughts on Pipedrive vs. HubSpot

When choosing between Pipedrive vs. HubSpot, businesses should carefully consider their specific needs, budget constraints, and the scale at which they operate. Both platforms offer robust features that can significantly enhance sales and marketing efforts, but they cater to somewhat different user bases.

Pipedrive is a sales-centric CRM that is renowned for its ease of use and effectiveness in managing sales pipelines and processes. It is ideal for sales teams that need a straightforward, visually intuitive, and cost-effective tool focused on boosting sales productivity.

HubSpot, in contrast, provides a comprehensive, all-in-one suite that not only includes CRM capabilities but also extends to marketing, sales, customer service, and content management. It’s a scalable solution that fits well with businesses looking to integrate and automate their operations across multiple departments.

You should choose Pipedrive if:

  • You want a straightforward, easy-to-use sales-focused CRM.
  • Need an affordable solution with flexible pricing.
  • The priority is the efficient management of sales pipelines.
  • You require robust mobile functionality for on-the-go access.

You should choose HubSpot CRM if:

  • Need an all-in-one platform for CRM, marketing, sales, & customer service.
  • You require advanced analytics and comprehensive reporting.
  •  Prefer extensive customization and a wide range of integrations.
  • The business demands scalable solutions with advanced AI features.

When deciding between Pipedrive vs HubSpot, it’s important to think about what you need right now and in the future. Pipedrive is great if you need a tool that’s specifically designed for sales, while HubSpot is a more versatile suite that can help you manage all parts of a customer’s life. Both platforms can help you run your business better, but it all depends on what your needs are.


Ana Maria Stanciuc


Ana Maria Stanciuc

Head of Content & Editor-in-Chief @ Tekpon

Creative Content Chief

Ana Maria Stanciuc is a highly skilled writer and content strategist with 10+ years of experience. She has experience in technical and creative writing across a variety of industries. She also has a background in journalism.

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