Pipedrive vs. HubSpot: 2024 Comparison of Features, Pricing & Integrations

A CRM software solution is one of the most basic investments businesses can make to achieve customer loyalty and increase revenue. With a CRM software system, businesses will be able to manage the process of moving leads through the sales funnel and converting them into paying customers. Not only will they be more efficient in terms of sales, but they will also gain valuable insights into customer behavior, learn about their needs and pain points, and be empowered to create marketing and service strategies that improve customer satisfaction.

In this article, we’ll discuss two of the most popular CRM software options for businesses today. We’ll examine Pipedrive vs. HubSpot and dive deep into their various functionalities and benefits. We will also scrutinize the two in terms of integrations, pricing, ease of use, and use cases to help you make an informed decision. Toward the end of this HubSpot-Pipedrive comparison, you’ll learn which one is better suited to your company.

The global CRM software market industry is on the rise and projected to be valued at $100.63 billion by 2028, from $44.57 billion in 2021. Alongside its rapid growth, CRM vendors like Pipedrive and HubSpot will face stronger competition and will have to develop their products to continue to satisfy their users and attract new clients at the same time. One strategy they can implement in order to outperform each other and other competitors is to look closely at CRM software statistics and trends. From there, they can learn what’s missing for CRM users and step in to fill the gaps.

Both software that we’ll review in the next sections have a long-established reputation in the industry. Either one is already a strong choice, to begin with. Still, as we compare Pipedrive and HubSpot, one is bound to be the better option for your business.

Overview of Pipedrive and HubSpot

Pipedrive

Pipedrive is a sales CRM and pipeline management software designed by sales experts to help sales professionals manage their pipeline more easily and close more deals faster.

From spotting to nurturing to qualifying leads, Pipedrive has got you covered. It has features for contact management, task management, customization, automation, insights and reports, invoice and billing, and more.

With Pipedrive, you can easily visualize where you are in the sales journey with each contact. Its intuitive, drag-and-drop interface allows you to structure your sales pipeline into stages and categorize your leads. You can also take advantage of the platform’s LeadBooster add-ons to make lead generation even easier.

Pipedrive

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HubSpot

HubSpot CRM comes complete with features for marketing, sales, customer service, content management, and operations. It is comprehensive, free, and user-friendly—making it one of the best options for companies trying out CRM for the first time.

This software can help you stay organized while acquiring more prospects and deepening relationships with clients. It allows you to manage opportunities, engagements, performance, and analytics from a single, customizable dashboard.

Using HubSpot, you can move along your sales pipeline smoothly and convert your leads into closed deals. Moreover, you will be equipped with tools for creating an SEO-optimized website, providing top-of-the-line customer service, and automating workflows and sequences.

HubSpot Smart CRM

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Comparison of Pipedrive vs. HubSpot

Core Features

Campaign Management

Software technology is a key aspect of campaign management, without which it will be harder to stay on top of every aspect of a campaign and implement it successfully. If you are a company running multiple campaigns, this feature should be a priority for you. Centralizing your processes around robust software with campaign management tools will make it easier for you to execute your marketing strategies and achieve sales and marketing alignment.

Marketers should definitely be on the lookout for Campaigns by Pipedrive, which is a software solution yet to be launched. This software is focused on email campaign management and includes features such as a unified contact list, customizable email templates, contact filtering, and campaign management reports.

If you are looking to leverage existing assets other than email for your campaigns, it would be best to go with HubSpot. With HubSpot, you can create campaigns using your blog posts, social posts, CTAs, emails, landing pages, static lists, website pages, workflows, and ads. You can also manage campaign-related tasks and gain valuable insights from campaign reports.

Contact Management

A contact management system is at the core of most business functions, especially marketing, sales, and service. It is ideal to have one in place so that all employees can access a single version of the customer database, complete with updated contact details and relevant notes.

All the basic capabilities for contact management can be found in both Pipedrive and HubSpot. You can use either of these tools to import contact details from various channels, start conversations with contacts via email, and track contact interaction history. Both also boast an email tracking service so you are notified when your contact receives and opens your email or clicks a link.

Apart from the basics, Pipedrive also has a Smart Contact Data feature that allows you to pre-qualify contacts using their email addresses and public data. With just one click, you will be able to determine which contacts are worth engaging and which are not. Moreover, the software’s automation features will allow you to communicate swiftly with your prospects via email and SMS after qualifying.

Meanwhile, HubSpot allows you to add and manage up to 1,000,000 contacts. The software will also automatically leverage its database of 20,000 million businesses to populate all your records with useful details.

Pipedrive’s Smart Contact Data feature allows you to pre-qualify leads.

Workflow Automation

Workflow automation is one of the most sought-after features of CRM software today. By automating your workflow, you are getting rid of repetitive tasks and using your employee’s time more productively in other revenue-generating endeavors. You are also eliminating the risk that comes with human errors in your key processes.

Pipedrive and HubSpot have both got the basics covered when it comes to workflow automation. Both allow you to automate your email campaigns, for instance. The main difference between the two is their target users. Pipedrive is primarily designed for salespeople, while HubSpot can be used by professionals in sales, marketing, and service.

With Pipedrive, you can choose among templated workflows or create your own using its intuitive workflow builder. Each workflow template comes with a label of how much time you are going to save by using it, allowing you to get a pretty good grasp of the time-saving benefits of workflow automation from the start.

Meanwhile, HubSpot allows you to create integrated workflows so your teams are able to coordinate and collaborate with each other with ease. Because you are automating tasks across departments, you are also improving operational efficiency. Further, you can extend HubSpot’s workflow automation capabilities to 54 other software solutions.

If your main goal is to streamline your sales processes, Pipedrive is definitely a good choice. On the other hand, if you want to push for automation in marketing and service, too, HubSpot is ideal.

Lead Management

It takes an effective lead management system to successfully convert your leads into paying customers. A software solution with a lead management feature is essential for centralizing lead records and making it easier for your sales team to acquire, score, track, and nurture leads.

Pipedrive and HubSpot are two of your best options when it comes to lead management. The former’s LeadBooster add-ons make lead generation easier for your sales team. For instance, its Prospector add-on allows you to find leads in a database of 400 million profiles. You can also engage your website visitors with the software’s Chatbot and Live Chat add-ons. Moreover, you can use its Web forms add-on to capture and store leads. Other than these add-ons, Pipedrive also boasts features like Pipeline Management and Leads Inbox.

HubSpot has its own version of website forms, live chat and bots, pipeline management, and conversations inbox. Plus, it allows you to perform lead segmentation and send hyper-personalized messages to your leads.

In addition to basic lead management features, HubSpot also allows users to segment leads.

Reporting and Analytics

You can improve virtually every aspect of your business with data you already own. But to do this, you will need a software solution with a reporting and analytics feature. By using one, you will be equipped with valuable insights and assisted to make smarter business decisions.

In this respect, both Pipedrive and HubSpot are great picks. Depending on your focus, you can use either of these tools to start leveraging analytics and reports, create data-driven strategies, and gain a competitive advantage.

Pipedrive can give you deeper insights into your sales pipeline than HubSpot. It offers technology to monitor different sales pipeline metrics such as sales cycle length, close-ratio, and sales velocity. It also allows you to measure the performance of individual sales representatives.

Meanwhile, HubSpot has a greater analytics coverage than Pipedrive. It has a Dashboard Library that allows you to visualize key metrics across different business functions with ease. You can also find out the sources of your website’s traffic and monitor the activities of your visitors with this software.

Integrations

Integrations are an important consideration when choosing a CRM, or any type of software for that matter. You would want a product that you can easily integrate with your existing workflow, one that already connects with other software solutions you are using.

At first glance, HubSpot is the clear winner between the two as it has over 1,000 integrations, whereas Pipedrive has only more than 300. Note, however, that both software has an API, which means you can add custom applications and systems.

Pipedrive Marketplace boosts your connectivity by integrating with tools for accounting and invoicing, bots and messaging, email marketing, proposals and contracts, resource management, task management, and more. Some of its popular integrations are those with Zapier, Google Meet, Slack, Zoom, Asana, Trello, and QuickBooks.

HubSpot App Marketplace, on the other hand, extends its capabilities to other software products for marketing, sales, customer service, productivity, and finance. Gmail, Google Calendar, Microsoft Outlook, Google Ads, LinkedIn, and Mailchimp are among its popular integrations. HubSpot also integrates with Pipedrive and vice versa.

HubSpot has over 1,000 applications in its Marketplace.

Pricing

Pipedrive has pretty straightforward pricing plans that start at $12.50 per user per month, billed annually. If you need more features for more complex tasks, you can choose among Pipedrive’s Advanced, Professional, and Enterprise plans, which range from $24.90 to $99.00 per user per month, also billed annually. Among its four plans, Pipedrive recommends Professional, which amounts to $49.50 per user per month and includes features for call tracking, document management, forecasting, and more. The vendor also offers four add-ons—LeadBooster add-on, Web Visitors add-on, and Campaigns add-on, Smart Docs add-on—which are all billed per company per month and range from $32.50 to $41.00.

HubSpot’s pricing plans is slightly more complex as the vendor gives you an option to get only one of their five hubs, get the complete suite, or create your own bundle. The entire CRM Suite consists of Marketing Hub, Sales Hub, Service Hub, CMS Hub, and Operations Hub. Should you want all five hubs, you can opt to get their Starter plan at $50 per month when billed monthly or $45 per month when billed annually. From there, you can choose to benefit from more features by getting their Professional and Enterprise plans, which are priced at $19,200 and $60,000 per year, consecutively.

Compared to HubSpot, Pipedrive’s pricing plans are more straightforward.

Ease of Use

First-time CRM users will be happy to note that both Pipedrive and HubSpot are very easy to use. Both products come with a neatly organized layout that allows users to navigate their many features. Complex tasks can also be done quickly using these products’ automation tools. What’s more, in Pipedrive, automation is also templated for convenience.

Pipedrive allows users to view deals in Kanban-style or list form. Its drag-and-drop interface makes it a breeze to move leads from “qualified” to “contact made” all the way to “negotiation started.” It takes only three clicks to complete the process of adding a deal, lead, activity, person, organization, note, or product with Pipedrive.

With HubSpot, the advantage is in the dashboards. HubSpot’s template dashboards make it easy for you to visualize specific aspects of your business, including marketing channel performance, sales opportunity review, service team performance, website analytics, and more. You can also create your custom dashboard by simply selecting which reports to include.

Getting Started

It is easy to get started with both Pipedrive and HubSpot because using them does not necessarily entail any budgetary constraints. This is because both vendors offer free versions of the basic features of their products. From there, you can simply decide if you need more advanced features. Both also offer a free trial for their paid versions. This allows you to test out features first and see if they would work well with your existing system.

Other than the free trial versions, what makes HubSpot and Pipedrive easy to get up and running is the amount of available resources to guide first-time users. These include blogs, videos, and other documentation that each vendor has made available on their websites and platforms. There is also a Pipedrive Academy and a HubSpot Academy if you want to really deep dive into the benefits and uses of their products. Lastly, over their years in the business, both Pipedrive and HubSpot were able to grow a community of users that help and give advice to each other.

Both HubSpot and Pipedrive have an academy platform that clients can use as a resource.

Use Cases

Pipedrive and HubSpot have very different use cases. The former can be used by companies of varying sizes as long as they are primarily focused on sales. The latter, on the other hand, fits the needs of small and medium-sized businesses that need to leverage a software solution across different functions.

Because Pipedrive is designed for salespeople, its main features are geared primarily toward serving only the needs of sales teams. If you don’t need any additional features for your marketing and service teams, this is a great option. It is also designed with salespeople so you can be sure it does exactly what needs to be done in sales and has complete tools.

HubSpot, on the other hand, is designed to serve the needs of marketing teams, sales teams, and service teams. As it has a free version, it is one of the go-to software solutions for small businesses leveraging CRM for the first time. Fast-growing companies need not worry about limited capabilities as HubSpot ensures they are supported with more advanced features as they scale and grow.

Pipedrive vs. HubSpot Comparison Table

Pipedrive vs. HubSpot — Which Is Better?

When comparing Pipedrive vs. HubSpot, one has to look at the use cases more than anything else. Both platforms are superb in terms of the five core features tackled in this article. Both are also user-friendly and cost-effective. Although HubSpot has more integrations, Pipedrive boasts an API to match it. When it comes to their use cases, however, Pipedrive and HubSpot are very different, and it is not that one is better than the other, but that one is really bound to be a better match for your business.

Pipedrive is best for businesses that want a CRM focused on sales. It will yield more comprehensive reports in this respect compared to HubSpot and will also support your sales team better. HubSpot, on the other hand, is the jack of all trades in the CRM industry. It is good for businesses that are exploring CRM software solutions for the first time and are not at the stage where they want to focus on specific business functions.

Still can’t decide between the two? You may want to explore Pipedrive alternatives and HubSpot alternatives before you settle on a CRM solution.

By Jenny Chang

Jenny Chang is a senior writer specializing in SaaS and B2B software solutions. Her decision to focus on these two industries was spurred by their explosive growth in the last decade, much of it she attributes to the emergence of disruptive technologies and the quick adoption by businesses that were quick to recognize their values to their organizations. She has covered all the major developments in SaaS and B2B software solutions, from the introduction of massive ERPs to small business platforms to help startups on their way to success.