Pipedrive vs HubSpot: the CRM battle to get your sales off the ground

Choosing the right CRM is no mean feat when you're managing a sales team and aiming for real growth. Given the diversity of software available, two names keep coming up: HubSpot and Pipedrive. These are 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 centralise marketing, sales and customer service ? Or Pipedrive's formidably effective simplicity, focused on the sales pipeline and efficiency on the ground ?

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

What is Pipedrive?

Pipedrive overview

Pipedrive is the CRM designed for ambitious small businesses that want to turntheir pipeline into an engine for growth. Designed for teams of 10 to 100 people, it stands out for its clear promise: to make selling 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 ensure you 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.

🎯 This makes it a formidable tool for B2B SMEs, start-ups in the process of structuring their sales or sales teams in the field. Its Kanban board, integrated task management, intelligent automation and full email integration make it a real co-pilot of sales performance.

However, Pipedrive is not designed for micro-structures or large multinational groups. If your business employs fewer than 10 people or requires complex cross-team orchestration, other CRMs will be better suited.

Pipedrive's main features

Pipedrive focuses on the essentials of the sales business: follow up, follow through and close. Its key features include

• visual sales pipeline with deals organised in columns (kanban), with drag-and-drop and customisation 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 synchronisation;
• sales automation: creation of simple workflows (e.g. "If a deal goes to negotiation → send an automatic email"), intelligent reminders, post-closing tasks, etc;
• integrated email with synchronisation with Gmail, Outlook, tracking of opens/clicks, email templates;
• Smart Contact Data, a feature that automatically enriches contact records with public data (websites, social networks, etc.);
• customised reports for tracking KPIs, forecasts, sales velocity, analysis by sales rep or by pipeline;
• team collaboration with notes, task sharing and activities visible to the whole sales team;
• mobile application for access to the 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 use in the field.

✅ 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 pipeline that's 100% customisable, 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 features (chat, lead generation) available at extra cost;
• advanced reporting only in higher plans.

What is HubSpot?

Overview of HubSpot

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 businesses that want to centralise 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 range of CRM features. Here are the pillars of the HubSpot experience:

• free CRM with a centralised database and full history of interactions (emails, calls, meetings, etc.) ;
• marketing and sales automation with workflows, intelligent follow-up, lead nurturing, scoring, email campaigns, etc;
• emailing and landing pages with integrated editors for easy creation of high-performance campaigns;
• performance monitoring: personalised dashboards, detailed reports on the entire sales process;
• customer support tools such as tickets, a knowledge base, live chat and customer feedback;
• lead management with forms, pop-ups, behavioural 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 wealth of features can also be a hindrance to smaller or less technical organisations.

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

• A very generous free version to get you started;
• CRM + marketing + support integrated into a single tool;
• advanced automation (multi-step workflows);
• modern, attractive, customisable interface
• rich marketplace for a wide range of 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 (particularly the Marketing Hub) ;
• less fluid for purely field-oriented sales people;
• too many functions that are useless if you don't activate them strategically;
• less customisable in depth than some competing solutions.

Pipedrive vs HubSpot: compare features

Behind the word CRM, needs vary enormously depending on the company: sales pipeline management, sales automation, data analysis, centralised 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 visualisation. Each opportunity is displayed as a card in a Kanban board, easy to move from one stage to the next. Ideal for sales teams looking to close quickly.

HubSpot, on the other hand, offers a customisable but more formal pipeline, integrated into a wider 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 the automation of commercial tasks

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

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

💡 The verdict: HubSpot is more powerful. Pipedrive is quicker to set up.

Focus on reporting and forecasting tools

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

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

💡 Verdict: HubSpot is richer in data. Pipedrive is still sufficient for managing 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 allows 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 customisation and scalability

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

HubSpot offers deeper customisation: user roles, filtered views, advanced segmentation, custom objects (in the upper planes)... and above all, scalability to keep up with the company's growth.

💡 Verdict: HubSpot is better suited to complex or fast-growing organisations. Pipedrive remains highly effective within a well-defined commercial 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 pricing plans at Pipedrive and HubSpot.

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, customisation, fluid navigation: here's how Pipedrive and HubSpot stack up in terms of user experience.

🧠 O ur opinion:

• 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. There's no need for a technical roadmap.
• HubSpot, on the other hand, relies on a modular and powerful interface, with much more depth... but which can be confusing at first. Its UX is perfect for organisations looking to centralise 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 catalogue of available integrations, the ease of deployment and the depth of possible automation.

👉 Number of available integrations

Pipedrive: ⭐⭐⭐⭐☆

• 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. It's still 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 to configure

Pipedrive: ⭐⭐⭐⭐☆

• Clear interface, accessible documentation, integrations often plug & play. Workflows via Zapier or Make enable tasks to be automated quickly without having to be 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 when you cross several "Hubs" (Sales + Marketing + Service). The potential is great, but it may take a little longer to get the hang of it.

👉 Personalisation and automation

Pipedrive: ⭐⭐⭐⭐☆

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

HubSpot: ⭐⭐⭐⭐⭐

• A true automation machine. You can create multi-hub workflows, automated lead scoring, behavioural triggers and cross-integration with your marketing tool or ERP. HubSpot stands out here 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 centre 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 the configuration.

When should you choose Pipedrive or HubSpot?

The right CRM is not the one that does everything. It's the one that meets your needs exactly, 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 emerging as the go-to CRM 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 stages ;
• you need a tool that structures your sales activity without making it too complex;
  
• your sales staff are often on the move or want to get to grips with the system straight away;
• you're looking to automate reminders, tasks and follow-up without setting up a gas factory;
• you use tools such as Slack, Gmail and Trello, and want rapid integration without a developer;
  
• your priority is to close quickly, not marketing campaigns.

👤 Examples of typical users:

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

🗣️ Customer testimonial:

For me, what tipped the balance in favour of Pipedrive, apart from the price, was the customer service: real people on 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 centralise customer relations, from marketing to sales and support. It is ideal if :

• you need a 360° view of the customer (history, scoring, behaviour, etc.) ;
• your teams need to work together across marketing, sales and support departments;
  
• you manage several acquisition channels (SEO, email, ads, etc.) and want to bring everything together;
• you want to set up complex automated workflows;
  
• you have a structured marketing team, or a strong lead nurturing ambition ;
  
• you're looking to achieve scalability and upgrade your tools.
  

👤 Examples of typical users:

• Growing SME with several business lines,
• SaaS publisher with hybrid sales cycle,
• e-commerce with a need for an integrated marketing CRM,
• international team with distinct user roles.

🗣️ Customer testimonial:

We have increased our contact with prospective customers, while improving the quality of our CRM database, enabling us to segment our audiences and target our actions more effectively.

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 is not between two competing CRMs... but between 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 effectiveness, without unnecessary complexity, it's a safe choice for your field team.

☝️ HubSpot goes further:

• It centralises sales, marketing and customer service in a single, comprehensive CRM platform,
• with infinite possibilities for customisation and scalability.

A major advantage for growing businesses that want to structure their entire customer cycle.

So :

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

FAQ - Pipedrive vs HubSpot

Does Pipedrive offer free CRM?

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

What is the difference between HubSpot CRM and HubSpot Sales?

HubSpot CRM is free and centralises customer data (contacts, deals, tasks). The Sales Hub, on the other hand, adds advanced functionalities: email sequences, scoring, forecasts and sales automation. There is a charge for this, depending on the plan chosen.

Is Pipedrive suitable for marketing?

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

Can HubSpot be connected to Gmail or Outlook?

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

Which tool is easier to learn?

Pipedrive is more intuitive for a sales team that wants a simple, effective CRM tool. HubSpot, which is richer, requires a bit of configuration but offers a complete interface once you've mastered it.

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 should you choose for a growing SME?

It all depends on your priorities:

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