Best CRM Software 2021

Pipedrive vs. HubSpot

Are you deciding between Pipedrive and HubSpot? This in-depth, feature-by-feature breakdown will help you select the best CRM tool to help you manage your relationships with potential and existing customers.

Individuals, SMBs, and enterprises use CRMs to manage their prospective and existing customer relationships. In a market filled with many different types of CRMs, it can be difficult to choose the best one for your business.

We’ve written this guide to help you understand the main differences between Pipedrive and HubSpot. Below, we describe how each solution differs in terms of features, pricing, usability, and the customer type each is best suited for.

All of our recommendations are based upon extensive research, discussions with CRM users, and dozens of hours spent hand-testing the leading CRM software platforms. The details of our research process can be found on our CRM category page.

Comparison Summary

Pipedrive and HubSpot are two well-known CRM solutions. We rated Pipedrive 83 out of 100, and HubSpot 91 out of 100, respectively.

HubSpot was rated higher than Pipedrive because its platform is more feature-rich and user-friendly. HubSpot’s features are also more robust. Pipedrive was rated lower because its platform is more basic and offers less features.

This breakdown shows our review criteria and the ratings that Pipedrive and HubSpot received for each category.

CriteriaAnalyst RatingFeaturesUsabilityPricingCustomer Support

When compared to HubSpot, Pipedrive is more affordable. Its most popular plan costs $59 per month, and its most expensive plan costs $99 per month. In contrast, HubSpot’s most expensive plan costs $4,000 per month. However, unlike Pipedrive, HubSpot offers a robust free CRM plan that allows for up to three users.

Pipedrive and HubSpot offer standard and advanced CRM features. This includes tools for lead capture, contact and deal management, workflow automation, and insights reporting. Overall, HubSpot is superior to Pipedrive in each of these categories because its features are more robust, as well as user-friendly.

Overall, Pipedrive is the better option for individuals and entrepreneurs who need a basic CRM. Its platform is very intuitive to use and works well for those who primarily need a tool for visual deal management.

HubSpot on the other hand is ideal for medium to large businesses who prefer an all-in-one CRM to support complex workflows. However, it should be noted that HubSpot is user-friendly enough for those who are newer to CRM software. We also recommend HubSpot to those who need high quality digital marketing tools.

Here’s a few key differences between the solutions to determine which is best for you:

You'll prefer Pipedrive if:

  • You prefer a solution that can better support individuals and entrepreneurs
  • You want a more affordable CRM
  • You primarily need a CRM for visual deal management

Try Pipedrive Today

You'll prefer HubSpot if:

  • You own a medium or large business
  • You prefer a user-friendly, advanced CRM solution
  • You need high-quality digital marketing tools

Try HubSpot Today

Table of Contents

Pipedrive & HubSpot Price Comparison

Overall, Pipedrive is more affordable than HubSpot. Pipedrive’s most expensive plan costs $99 per month. In contrast, HubSpot’s most expensive plan costs $4,000 per month. However, it should be noted that HubSpot offers a robust free CRM plan, and Pipedrive does not.

Pipedrive Pricing Details

Pipedrive’s pricing ranges from $18 to $99 per month. You can also save up to ~31% if you pay annually. Pipedrive also offers a free 14-day trial for each plan.

Here’s an overview of Pipedrive’s plans and pricing:

Pipedrive PlanPricing
Essential$18 per month
Advanced$33 per month
Professional$59 per month
Enterprise$99 per month

HubSpot Pricing Details

HubSpot’s pricing ranges from $50 to $4,000 per month. You can also save up to 10% if you pay for the annual subscription of the Starter or Professional plan upfront. Hubspot also offers a free trial of its individual products and a free CRM plan.

Here’s an overview of HubSpot’s plans and pricing:

HubSpot PlanPricing
Starter$50 per month
Professional$1780 per month
Enterprise$4000 per month

Pipedrive & HubSpot Feature Comparison

Pipedrive and HubSpot offer standard and advanced CRM features. This includes lead capture methods, contact and deal management tools, workflow automations, and insights reporting.

As you can see below, HubSpot is much more feature-rich than Pipedrive. This includes offering social media and email as lead capture tools, social media and direct messaging as communication channels, and lead scoring.

For a full analysis of each solution’s features, read our Pipedrive review and HubSpot review.

Lead Capture Social MediaNoYes
Lead Capture EmailNoYes
Lead ScoringNoYes
Social Media MarketingNoYes
Direct MessagingNoYes
Lead Capture Live ChatYesYes
Phone CallsYesYes
Lead Capture FormsYesYes
Contact ProfilesYesYes
Custom Contact FieldsYesYes
Contact Activity FeedYesYes
Contact List SegmentationYesYes
Contact Tags/ CategoriesYesYes
Email MarketingYesYes
Task RemindersYesYes
Triggered EventsYesYes
Insights ReportingYesYes
Mobile CRMYesYes

Pipedrive & HubSpot Top Feature Comparison

Below, we analyze in-depth the five key CRM feature categories included in Pipedrive and HubSpot – lead capture, contact and deal management, workflow automation, and insights reporting.

Overall, HubSpot’s features for all of these categories are more robust than Pipedrive’s. However, it should be noted that Pipedrive and HubSpot better cater to different audiences – i.e. Pipedrive is better for individuals and small businesses new to CRM software and HubSpot is better for medium to large businesses with complex workflows.

Lead Capture

Pipedrive and HubSpot both offer forms and live chat as lead capture methods. However, HubSpot is superior for lead capture because it also offers social media and email as lead capture methods.

Email Lead Capture

HubSpot offers a chrome extension that automatically captures information from anyone you’ve been emailing. The type of information that can be captured includes emails, names, phone numbers, company names, and even industries.

HubSpot lead email

As demonstrated above, you can choose to add someone as a lead to HubSpot, and further edit their details all within Gmail. You can also include related deals and tasks to a lead’s profile.

Lead Capture through Social Media

HubSpot offers an integration with Facebook and LinkedIn that lets you create ads and attach forms that can capture someone’s information. An advantage of this feature is that you do not need to use Zapier or another third party integration app.

After you create your ad and form, you can set up an automation that forms a contact list of those who submit your form. HubSpot also lets you send your email notifications whenever someone is captured as a lead from your ads and forms.

Contact Management

Pipedrive and HubSpot offer a variety of contact management tools that let you create detailed contact profiles, and organize your contacts efficiently. Overall, HubSpot can manage over 50 contacts at once, whereas Pipedrive is best at managing less than 50 contacts at once.

HubSpot is also lets you create more robust contact profiles, and offers an automatic contact activity feed feature, whereas Pipedrive does not.

Contact Profiles

Both Pipedrive and HubSpot let you include standard contact information like emails, phone numbers, associated deals, and files. Overall, HubSpot’s contact profile feature is more robust because you can add additional information not available in Pipedrive.

HubSpot contact profile

As shown above, HubSpot’s contact profile feature lets you capture someone’s website activity and lead source. This type of information can help you better understand which marketing methods are more effective at recruiting new contacts.

Pipedrive contact profile

Contact Activity Feed

Unlike Pipedrive, HubSpot can automatically track various activities related to a contact. Tracking a contact’s activity lets you know where someone is in your sales process, and informs you of which steps are best to take next in making sure someone continues through your sales funnel.

HubSpot contact activity

HubSpot lets you view contact activity related to various communication channels, your team, and actions like page views and form submissions. You can also choose which types of contact activity you want to view.

Deal Management

Managing deals within a CRM involves managing pipelines, tasks, and lead scoring. Overall, HubSpot can be used to manage over 50 deals and tasks at once, whereas Pipedrive is better for managing less than 50 deals and tasks at once.

The solutions primarily differ in terms of task management and lead scoring, both of which HubSpot is superior for.

Task Management

Tasks in a CRM are actions that need to be taken to bring a deal to completion. Overall, HubSpot’s task management feature is more robust than Pipedrive’s.

HubSpot task management

Both solutions let you organize your tasks through a variety of filters – including those related to deals, contacts, and task due dates. They also let you write descriptions, and attach related deals to your tasks.

However, an advantage of HubSpot’s task management feature is that you can set reminders based on minutes, weeks, or on a custom date and time. Reminders are important because they reduce the chance of losing a potential deal.

Pipedrive task management

Lead Scoring

Unlike Pipedrive, HubSpot lets you assign numerical values to a lead. This number reflects the likelihood of a lead becoming a paying customer and helps your sales representatives prioritize their time.

HubSpot’s lead scoring feature is robust because you can create positive and negative score criteria based on a wide range of factors. This includes contacts, deals, form submissions, email behavior, and ad interactions.

Workflow Automation

Pipedrive and Hubspot offer tools, apps, and technology that automate common tasks. Overall, HubSpot is superior for workflow automation because, unlike Pipedrive, HubSpot lets you create complex workflows.

HubSpot workflow

Both platforms offer triggered events that let you perform actions related to deals, leads, and tasks. However, HubSpot also lets you set up automations related to our ad, and list management.

Pipedrive task management

Shown below is HubSpot’s other workflow automation tool – sequences. Sequences let you send personalized drip marketing campaigns that contain highly targeted content to potential leads.

HubSpot sequences

Insights Reporting

Pipedrive and HubSpot offer insights reporting for these KPIs – deals won and lost, pipeline progression, sales forecasting, and sales funnel performance. Overall, HubSpot’s reporting feature is more advanced because HubSpot reports are more detailed and HubSpot lets you create very customizable dashboards.

HubSpot Reporting

As shown above, HubSpot lets you drag & drop, and resize reports in a dashboard. Dashboards and being able to customize them in these manners lets you emphasize metrics that are best at representing your business performance.

Pipedrive reporting

Bottom Line

Overall, Pipedrive is better for individuals and SMBs who prefer a basic CRM platform and are new to CRMs in general. The platform is very user-friendly and we recommend it to those who need a CRM for visual deal management.

In contrast, HubSpot is an advanced, all-in-one solution that can support medium and large businesses. Its features are very robust, especially its digital marketing tools.

If you’re interested, visit Pipedrive or HubSpot today to get started.

Amy Yang

Amy Yang is a Junior Research Analyst at SoftwarePundit, where she conducts in-depth analyses on software markets and products. Amy has expertise in content production and managing digital and social platforms. She has a Bachelor of Science in Communication & Media, and a Minor in Web Programming and Applications from NYU. You can connect with Amy on LinkedIn.

Amy is an expert in several software categories including:

  • Course creation software
  • Electronic signature software
  • Social media software
  • Website builder software

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