HubSpot vs Pipedrive: 12-month total cost

Pipedrive doesn’t just skip HIPAA, it writes health data out of its contract

Pipedrive publishes no HIPAA business associate agreement at any tier, and its Terms, at clause 7.3, bar health data outright, while HubSpot’s own catalog and help center disagree on whether its BAA opens at Starter or waits for Enterprise. Scope compared, criterion by criterion. Checked 7 September 2026.

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Pipedrive vs HubSpot: scope compared, criterion by criterion — checked September 7, 2026
Pipedrive	HubSpot
What the tool answers
What it measures or produces
Insights reports on activities, emails, leads, deals, products and projects, plus goals and dashboards	The deal, sorted into forecast categories running from not forecasted through to closed won
The job it equips
The rep working a pipeline: qualifying leads into deals, logging activities and attaching emails to the right records	The sales rep and their manager: finding accounts, mapping the buying committee, running personalized outreach
What it cannot tell you
Which touchpoint produced the sale: no multi-touch attribution report appears in the official list of report types	Which marketing channel produced the revenue: multi-touch attribution lives entirely inside Marketing Hub Enterprise
Day-to-day sales work
Pipeline structure
Multiple pipelines and customizable stages on every tier. No maximum is published; the limits table has no such row	One pipeline free, two on Starter, fifteen on Professional, one hundred on Enterprise. The help centre gives other numbers
Data capture and enrichment
Enrichment comes from Surfe, a third party, costing one credit per organization, two per email, five per phone number	The Chrome extension logs Gmail messages on every plan. Automatic company enrichment starts at the Starter tier
Sequences and follow-ups
From Growth up: ten steps per sequence, 250 deals or leads, emails and task steps, and no LinkedIn channel	Professional and an assigned seat required: 5,000 sequences per account, ten templates each, LinkedIn only as a task reminder
Automations
None on Lite. Then fifty on Growth, one hundred fifty on Premium, two hundred fifty on Ultimate, counted per company	Workflows only unlock at Professional, across every Hub. No Starter plan gives access to them at all
Forecasting and reporting
Product forecast from Growth, deal forecast from Premium. Multiple dashboards are restricted to Premium and above	Forecasting and custom reports start at Professional. Revenue attribution demands a separately billed Marketing Hub Enterprise licence
Calling and meetings
No native calling. The meeting scheduler arrives on Growth, limited to one active general availability link	Five hundred calling minutes on Starter, three thousand on Professional, twelve thousand on Enterprise. Scheduling pages ship everywhere
Quotes and signature
Smart Docs and e-signature included from Premium; below that, a paid add-on billed per signature request sent	Out of Sales Hub since June 2026: they live in Revenue Hub, billed separately, with 25 monthly signatures per user
Duplicate handling
Merge matches people on name plus phone, email or shared organization. Nothing is published for deals	Duplicate management starts at Professional, excludes Starter entirely, and caps at ten thousand detected pairs
What comes out of it
Export formats
Excel or CSV from the dedicated tab, Insights charts as PDF or PNG. Generated files stay available twenty-eight days	CSV, XLS and XLSX on every plan, capped at three hundred exports per rolling twenty-four hours
Shareable reports
A dashboard shares through a public link to people outside the account, or exports as a PDF or PNG	Recurring dashboard emails on every plan, but sending to an address outside the account is one-off and Professional-only
API access
Thirty thousand daily tokens times the tier multiplier and the seat count, capped at one hundred million	Present from the free tier in the quota table, with no price line. The quota add-on can be bought twice at most
What it connects to
Native integrations
Over five hundred integrations advertised. Among those the vendor features: Zapier, Microsoft Teams and QuickBooks	No total announced. The three most-installed apps in its marketplace are Gmail, Google Calendar and Outlook
Google tools it connects to
Gmail, Calendar and Contacts sync one-way or two-way. Email sync itself starts at the second tier	Gmail, Calendar and Sheets have HubSpot-built connectors. For Looker Studio, only a paid third-party connector exists
Bringing your existing data across
Migration through partner Import2, advertised free up to one million records, from Salesforce, HubSpot, Zoho and thirty more	Smart Transfer migrates from Salesforce, Pipedrive, Zoho, Dynamics 365, Copper, Keap and roughly a dozen other applications
Getting started, and the fine print
Support
Chat for everyone, phone reserved for Premium and Ultimate. The same page advertises 24/7 chat and office hours	Free users get the knowledge base only. Chat opens at Starter, phone at Professional, and phone is English-only
Where the data is hosted
Seven named AWS regions, Frankfurt and Dublin among them. EU clients land there by default, with no contractual guarantee	Real European residency in Germany, yet customer phone numbers stay on US servers held by its telephony provider
What happens if you leave
You keep ownership of your data; the account and its contents are deleted within one hundred eighty days	No mid-contract cancellation, no refunds, and five business days of notice before the renewal date
Minimum seats billed
No published minimum. But a seat bills whether or not it is assigned to an actual user	The free tier stops at two users. A minimum commitment exists on paid tiers, but the vendor never states the figure
Data residency and regulated cloud
Pipedrive hosts on AWS and names “US East” and “US West” among seven regions, with no customer region choice. It holds SOC 2 Type 2, SOC 3, ISO/IEC 27001:2022 and 27701; FedRAMP, StateRAMP, GovCloud and HIPAA/BAA are absent from its Trust Center, and its Terms bar health data.	HubSpot hosts on AWS “US East”. Own certs: SOC 2 Type 2, SOC 3; ISO 27001 = the host's. FedRAMP, StateRAMP, GovCloud absent. HIPAA BAA tier contradicted: Enterprise-only (help center) vs Starter/Pro/Enterprise (catalog).
Interface languages shipped
The vendor contradicts itself: the product page lists 24 languages, the Help Center only 23, without Romanian. English stays one entry, “English,” with no US variant and no partial translation flagged.	HubSpot publishes 17 interface languages (Chinese, English, French, German, etc.), English not distinguished US/UK. Partial translation: in-product search isn't always translated. Last updated 2026-03-31.
What it costs
The entry price and what it includes
$14 per seat per month billed annually on Lite. No email sync and no automations at that tier	$7 per seat per month on annual commitment for Starter, $20 month to month: two pipelines, no workflows and no sequences
What pushes the bill up
Stacked add-ons and their meters: Campaigns on subscribed contacts, Web Visitors on visiting organizations, enrichment on credits	Onboarding is mandatory and billed separately: $1,500 on Professional, $3,500 on Enterprise, one time only
Sales tax and nexus
The Terms (clause 6.1) put all tax, nexus included, on the customer; no sales tax, state, or rate is published. The invoicing feature does not address tax and points to third-party accounting integrations.	HubSpot's fees are exclusive of tax, added by address. Automated calc (Revenue Hub Pro/Enterprise, US/Canada) is state-level only, no local tax. Nexus stays with the customer despite a HubSpot alert at the registration threshold.
Procurement and invoicing
Pipedrive accepts card, PayPal, and ACH (USD, US only), no seat threshold; purchase is self-service. Invoice with no fixed term, late interest 1%/month; purchase orders, net-30, a W-9, non-card tier all absent.	Net-30 is named in the ToS (§3.4). ACH is US-only, Starter/Pro/Enterprise (3-5 days). PO accepted at quote stage, though ToS reject customer PO clauses (§12.8). No threshold or W-9 published; invoicing needs a Contract Manager.

Key takeaways

Pipedrive rules out health data before the question of a BAA even comes up

Pipedrive holds SOC 2 Type 2, SOC 3, ISO/IEC 27001:2022, and 27701, and hosts on AWS, naming US East and US West among seven regions with no customer choice of region. But FedRAMP, StateRAMP, GovCloud, and any HIPAA business associate agreement are simply absent from its Trust Center, and its Terms, at clause 7.3, bar health data from the product outright. It is not a missing feature; it is a contractual exclusion.

HubSpot at least offers a BAA, it just cannot say at which tier

HubSpot hosts on AWS US East, holds its own SOC 2 Type 2 and SOC 3 certifications while leaving ISO 27001 to the host, and names no FedRAMP, StateRAMP, or GovCloud authorization. Its HIPAA business associate agreement is real, but its own pages contradict each other on the threshold: the help center says Enterprise-only, the catalog says Starter, Professional, and Enterprise all qualify.

One vendor argues with its own language count, the other just states a number

Pipedrive’s product page lists twenty-four languages; its own Help Center lists twenty-three, missing Romanian, with English kept as one entry and no partial-translation flag attached. HubSpot instead states seventeen interface languages outright, last updated the thirty-first of March, twenty twenty-six, without splitting English into a US or UK variant.

Sales tax lands on the customer either way, but the paperwork differs

Pipedrive’s Terms, at clause 6.1, put all tax and nexus on the customer, with no sales tax, state, or rate published anywhere, and its invoicing feature does not address tax at all. HubSpot states its fees exclusive of tax, added by address, with automated calculation limited to Revenue Hub Professional or Enterprise, US and Canada only, at the state level — but nexus responsibility still stays with the customer, despite an alert HubSpot fires at the registration threshold.

Buying without a purchase order is the default at Pipedrive, an exception at HubSpot

Pipedrive runs fully self-service, accepting card, PayPal, and ACH in US dollars, US only, with no seat threshold and an invoice carrying no fixed term; purchase orders, net-30, a W-9, and any non-card tier are simply absent. HubSpot names net-30 in its own terms at section 3.4, then rejects the customer’s own purchase-order clauses at section 12.8, and getting an invoice at all requires assigning a Contract Manager.

Frequently asked questions

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Does HubSpot publish a consistent HIPAA BAA tier across its own pages?

No: HubSpot contradicts itself on which tier unlocks the HIPAA BAA — the help center reserves it for Enterprise, while the product catalog extends it to Starter, Professional, and Enterprise. Its own certifications stay at SOC 2 Type 2 and SOC 3, and FedRAMP, StateRAMP, and GovCloud are all absent. Pipedrive, for its part, bars health data outright in its terms. For a buyer bound by HIPAA, this contradiction at HubSpot is worth checking before signing.

Is HubSpot’s net-30 term guaranteed by its terms of service?

Net-30 does appear in HubSpot’s terms of service, at section 3.4, with ACH reserved for US customers on Starter, Professional, and Enterprise within three to 5 days. But those same terms reject customer-imposed purchase order clauses at section 12.8, and no dollar threshold or W-9 is published. Pipedrive, by contrast, offers no purchase order, no net-30, and no W-9 at any tier. For a buyer who wants to impose their own purchase order, HubSpot can still refuse it despite the advertised net-30.

Since when has e-signature moved out of HubSpot’s Sales Hub?

Since June 2026, e-signature and quoting have moved out of HubSpot’s Sales Hub into Revenue Hub, billed separately, with twenty-five monthly signatures per user. At Pipedrive, Smart Docs and e-signature are included from the Premium tier; below that, it is a paid add-on billed per signature request sent. For a buyer who needs contracts signed, both vendors add a cost or a product switch somewhere along the way.