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CRM Platforms — Small Teams

Pipedrive vs HubSpot: Which CRM Fits Your Sales Team in 2026?

A simple, visual sales-only pipeline vs. a broader marketing-plus-sales suite. Here is what each costs as your team grows.

Bill BelcaminoBy Bill Belcamino · Last updated September 12, 2026 · Our methodologyResearched and fact-checked by the HelpCompare team
Pipedrive logoFrom $14/seat/mo

Pipedrive

VS
HubSpot logoFree tier, from $20/seat/mo

HubSpot

Run the cost calculator Compare pricing tiers
Pipedrive vs HubSpotVerified Sep 12, 2026
Bill Belcamino
Bottom line up frontby Bill Belcamino, founder of HelpCompare
Editorial assessment

Bottom line up front: Should a small sales team choose Pipedrive or HubSpot?

Pipedrive fits a sales-only team that wants a clean pipeline, and HubSpot fits once marketing email, landing pages or a help desk need to sit on the same customer record.

Pipedrive is $14, $39, $59 or $79 per seat a month with no onboarding fee, while HubSpot goes from $20/seat/mo on Starter (standard price) to $90/seat on Professional plus a mandatory $1,500 onboarding fee. The Pipedrive price hides a second bill, because it has no native marketing automation, so newsletters mean an add-on or a separate email tool. Two contact databases drift apart: unsubscribes, lead source and job changes get updated in one and not the other, and your attribution stops adding up. If you go Pipedrive, decide before launch which system owns each shared field, starting with unsubscribes and lead source, and sync from the owner only.

My read of the verified data on this page, checked against vendor sources on September 12, 2026. Disagree or spot an error? Tell Bill

Verified data

Pipedrive vs HubSpot: quick facts

At a glancePipedriveHubSpot
CategoryCRM Platforms — Small Teams
Entry priceFrom $14/seat/moFree tier, from $20/seat/mo

Is Pipedrive cheaper than HubSpot?

Pipedrive is priced at From $14/seat/mo and HubSpot at Free tier, from $20/seat/mo. See the full breakdown below for what is included at each tier.

Verified data

Pipedrive vs HubSpot at a glance

CategoryPipedriveHubSpot
Free planNoYes, up to 2 users
Entry price$14/seat/mo (Lite, billed annually)$20/seat/mo (Starter, standard price)
Mid tier$39/seat/mo (Growth, billed annually)$90/seat/mo (Professional, billed annually) + $1,500 onboarding
Top tier$79/seat/mo (Ultimate, billed annually)$150/seat/mo (Enterprise, billed annually) + $3,500 onboarding
Native marketing automationNot native (add-on/integration)Built-in at every paid tier
AI featuresAI report/email drafting (Premium+)Breeze AI agents (credit-based)
Ease of setupFast, minimal admin neededFast at Free/Starter, heavier at Pro+
Integration ecosystem500+ integrations1,500+ app marketplace
G2 rating4.3/5 (~3,100 reviews)4.4/5 (~14,284 reviews)

Verified September 12, 2026Prices recorded from each vendor’s own pricing page. See sources

Editorial assessment

How they actually differ

Pipedrive is built for one job: running a visual, sales-only pipeline as simply as possible. Its four tiers (Lite, Growth, Premium, Ultimate) scale in a straight line from $14 to $79 per seat, with automation, AI features, and revenue forecasting gated behind the Growth and Premium tiers. HubSpot’s CRM is free to start, but its pricing jumps sharply at Professional ($90/seat plus a mandatory $1,500 onboarding fee), a real cost most Pipedrive-style buyers don’t expect.

The real trade-off: focus vs. breadth

If your team just needs a clean pipeline and reminders, Pipedrive gets you there with less setup time and a lower bill. HubSpot’s advantage shows up the moment you also want marketing emails, landing pages, or a help desk; those are native HubSpot features that Pipedrive simply doesn’t have without bolting on separate tools.

AI and automation in 2025–2026

Both vendors pushed AI hard this cycle: Pipedrive added AI report generation and email drafting to its Premium and Ultimate tiers, while HubSpot moved its Breeze AI agents to outcome/credit-based pricing rather than a flat inclusion, which is worth checking your expected usage against before you commit.

Editorial assessment

Pros & cons

Pipedrive

Pros

  • Simple, visual, sales-only pipeline, fast to learn and set up
  • Predictable linear per-seat pricing, no onboarding fee
  • 500+ integrations to fill in marketing/support gaps
  • AI report generation and email drafting on higher tiers

Cons

  • No free plan
  • No native marketing automation, CMS, or help desk
  • Automation and forecasting gated behind Growth/Premium
  • Email sync quirks reported with some providers (Gmail/ProtonMail)

HubSpot

Pros

  • Genuinely free CRM tier for very small teams
  • Native marketing automation, CMS, and service tools in one platform
  • Large 1,500+ app marketplace
  • Deeper reporting and workflow automation at Professional+

Cons

  • Steep jump from Starter ($20) to Professional ($90)/seat
  • Mandatory one-time onboarding fees at Professional/Enterprise
  • Breeze AI now billed on outcome/credit basis, less predictable
  • Costs scale up quickly once you need Pro-tier features
Verified data

Cost calculator: what does your team actually pay?

Pipedrive

 
$0/mo

HubSpot

 
$0/mo
 

Illustrative estimate based on publicly listed pricing as of September 2026. Always confirm current rates before purchasing.

Choose Pipedrive if…

You run a small, sales-only team that wants a fast, visual, affordable pipeline and doesn’t need marketing or support tools bundled in.

Choose HubSpot if…

You want marketing, sales, and service unified in one platform and you’re comfortable paying more (including onboarding fees) as you move past the free tier.

Total cost over time

Uses your selections above. Estimate excludes add-ons, overages, and negotiated discounts.

Ready to pick your CRM?

Both offer a free trial or free tier. See current pricing directly from the source.

Try Pipedrive Free Try HubSpot Free
Verified data

Pipedrive vs HubSpot: security, offline & remote work

How Pipedrive and HubSpot compare on compliance reports, sign-in controls, offline access and the setup details that matter for remote, hybrid and in-office teams. Every value links to the vendor page it came from.

What we checkedPipedriveHubSpot
Security & compliance
SOC 2 reportSOC 2 Type IIsourceSOC 2 Type IIsource
ISO/IEC 27001CertifiedsourceNot published
Other certificationsISO/IEC 27701, SOC 3sourceSOC 1 Type II, SOC 3, HIPAA attestation, EU Cloud Code of Conduct, TRUSTe Certified Privacysource
HIPAA (BAA)Not supportedsourceBAA availableEnterprisesource
GDPR data processing agreementDPA offeredsourceDPA offeredsource
Single sign-on (SAML/OIDC)YesAll planssourceYesProfessionalsource
SCIM user provisioningNot publishedYesProfessionalsource
Two-factor authenticationYesEnforcement: All planssourceYesEnforcement: Free (optional to require); mandatory on Starter, Professional, Enterprisesource
Admin audit logYessourceYesStartersource
Data residency choicesAustralia, Canada, EU, UK, USAssigned from your sign-up region; not selectablesourceUS, EU, Canada, AustraliaStartersource
EncryptionEncrypted at rest and in transit (algorithms not specified publicly)sourceAES-256 at rest; TLS 1.2 or 1.3 in transitsource
Self-hosting optionCloud onlysourceNot published
Offline access
Offline modeWorks offlineThe iOS and Android apps keep working without a connection (move deals, add notes and activities) and sync changes to the web app automatically once back online; the web app needs a connection.sourcePartialCRM records cannot be created, edited, or viewed in the mobile app without a connection; only Mobile Notetaker can record meetings offline and link them to CRM records once back online.source
Desktop appsBrowser onlysourceBrowser onlysource
Mobile appsiOS, AndroidsourceiOS, Androidsource
Offline limitsMobile apps only; offline mode can't be toggled manuallysourceOffline meeting recording (Mobile Notetaker) is available on Sales Hub or Service Hub Professional and EnterpriseSales Hub / Service Hub Professionalsource
Remote, hybrid & in-office
IP allowlistingYesUltimatesourceYesStartersource
Device & session controlsYesUltimateSecurity rules can limit access to set IP addresses and time windows; the security dashboard shows each user's device, location and login time.sourceYesAll plansAdmin-set inactive session timeout (15 minutes to 3 days); users can review and remotely log out their own sessions on other devices.source
Editorial assessment

What this means for your team

  • Audit reports: both publish a SOC 2 report, and Pipedrive also holds ISO/IEC 27001. Ask each vendor for the report under NDA before you sign; security reviews usually want the latest one.
  • Single sign-on: Pipedrive includes it on All plans; HubSpot includes it on Professional. If your team signs in through Okta, Microsoft Entra ID or Google, price the HubSpot plan that includes SSO, not its entry plan; Pipedrive includes it on the entry plan.
  • Health data: HubSpot will sign a HIPAA business associate agreement (HubSpot: Enterprise). We found no BAA offer for Pipedrive, so keep protected health information out of it.
  • Working offline: Pipedrive lets you keep working without a connection; HubSpot works offline only in part. Details are in the Offline mode row above.
  • Office-only access: Pipedrive can restrict sign-ins to approved IP ranges on Ultimate; HubSpot can restrict sign-ins to approved IP ranges on Starter. That suits an office network or a company VPN; fully remote teams need a VPN for it to work.
  • Where your data lives: HubSpot lets you choose US, EU, Canada, Australia on Starter; Pipedrive hosts accounts in Australia, Canada, EU, UK, US, assigned from the region you sign up from rather than chosen. This matters for teams hiring across the EU, UK or Australia.

Pipedrive: worth knowing

  • OfficeOn Ultimate, admins can restrict non-admin users to office IP addresses and to set working hours. source
  • SecurityPipedrive assigns the hosting region (AU, CA, EU, UK or US) from where the account signs up; customers must ask support to confirm where their data is hosted. source
  • SecurityPipedrive's SSO does not work alongside its own two-factor authentication, so MFA must be enforced in the identity provider when SSO is used. source

HubSpot: worth knowing

  • RemoteHubSpot's trusted-IP login restriction also applies to the mobile app, so reps logging in from outside the allowed range on a phone are blocked. source
  • SecurityEach HubSpot account is hosted in one data center (US, EU, Canada or Australia); paid accounts can migrate to another region. source
  • RemoteUsers can see every device, browser and app where they are signed in and log out of lost devices remotely. source

Checked September 19, 2026 against each vendor’s own trust center, help docs and app pages. Hover or tap “source” to see the exact wording we relied on. “Not published” means we could not find the vendor saying it on its own site; it doesn’t mean the feature is missing. Plan names are the lowest plan the vendor says includes the feature. Security · Offline · Remote vs office · Download the data

Making the switch?

Read our step-by-step migration guides

We mapped out exactly what transfers automatically and what you will need to rebuild by hand, in both directions.

Switching from Pipedrive to HubSpot → Switching from HubSpot to Pipedrive →

Frequently Asked Questions

What is Pipedrive?

Pipedrive is a sales-focused CRM built around a visual pipeline for small and mid-sized sales teams.

What is HubSpot?

HubSpot is an all-in-one CRM platform with marketing, sales, and customer service tools for growing businesses.

How much does Pipedrive cost compared to HubSpot?

Pipedrive starts at $14/seat/mo (Lite, billed annually), while HubSpot starts at $20/seat/mo (Starter, standard price). Pipedrive is the simpler, more affordable, purely sales-focused CRM, fast to set up with a visual pipeline and predictable per-seat pricing.

Does Pipedrive or HubSpot have a free plan?

Pipedrive’s free plan: No. HubSpot’s free plan: Yes — up to 2 users.

Who should choose Pipedrive?

You run a small, sales-only team that wants a fast, visual, affordable pipeline and doesn’t need marketing or support tools bundled in.

Who should choose HubSpot?

You want marketing, sales, and service unified in one platform and you’re comfortable paying more (including onboarding fees) as you move past the free tier.

Canonical data for the tools on this page

Every pricing fact, rating, AI billing model and switching guide we hold on each tool, on one page, with the date each figure was last verified.

HubSpotPricing, free plan, AI cost & every comparison›PipedrivePricing, free plan, AI cost & every comparison›
Attio vs HubSpotHead-to-head comparisonActiveCampaign vs HubSpotHead-to-head comparisonGoHighLevel vs HubSpotHead-to-head comparisonHubSpot vs KeapHead-to-head comparisonHubSpot vs KlaviyoHead-to-head comparisonHubSpot vs MailchimpHead-to-head comparison

Sources

Prices on this page were recorded from each vendor’s own pricing page on the date shown at the top of the page. Vendors change pricing often — check the live source before you buy.

Every figure is also in our open dataset (JSON and CSV, CC BY 4.0), with its source page and verification date. See how we research pricing.

Cite this page: HelpCompare, “Pipedrive vs HubSpot”, helpcompare.com/pipedrive-vs-hubspot/ (updated ).

Source links on this site are checked every month; last check . How sources are checked.

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01 · CompareWhich tool fits your team, side by side.132 comparisons 02 · Price & approveSourced, dated pricing and a one-page brief for sign-off.Decision brief 03 · SwitchWhat moves, what you rebuild, what it costs.264 guides 04 · ShareDownload and cite the data. CC BY 4.0.Open data
Bill Belcamino, founder of HelpCompare
About the author

Bill Belcamino

Founder and author, HelpCompare

Engineer by training, operator by experience, marketer by choice. Bill spent eight and a half years as an engineer at HP, was COO of Auctiva (the number one third-party selling platform on eBay, past 200,000 users) and ran Google’s $70M/year search syndication partnership at Alot.com. Then he spent 13 years building his own web properties with his own money at stake. He has bought, trialled, integrated and cancelled more SaaS tools than he can count, and started HelpCompare because the real cost of switching tools is the part nobody covers.

“I’ve sat on both sides of the table: the agency recommending the tool and the client paying for it.”

Researched and fact-checked by the HelpCompare team. Pricing on this page was last verified on September 12, 2026. No paid sponsorships, no affiliate commissions.

Read Bill’s story How we verify pricingSpot an error? Tell Bill