Your Excel sheet full of contacts is getting full, your colleagues don’t know who’s working on which deal, and important follow-ups disappear in your overflowing inbox. Pipedrive promises to put an end to that with a visual approach: you can see at a glance where each prospect is in your sales process. But is this CRM platform really as intuitive as it seems?
Who is behind Pipedrive?
Pipedrive was founded in 2010 by five Estonians: Timo Rein, Urmas Purde, Ragnar Sass, Martin Henk, and Martin Tajur. They all worked in sales and had the same problem. Existing CRM systems were built for managers who wanted to control their team, not for salespeople who actually wanted to close deals. Spreadsheets with contacts and endless reporting requirements caused frustration instead of results.
The team decided to build a tool that focuses on activities instead of administration. The idea of activity-based selling became the core: you record which actions you take, and the system helps you follow those steps until a deal is closed. From Estonia, Pipedrive quickly grew into an international player. In 2020, the company achieved unicorn status when Vista Equity Partners acquired it for 1.5 billion dollars. Pipedrive now has its headquarters in New York and is used by more than 100,000 companies worldwide.
The founders raised a total of more than 90 million dollars in funding, with support from well-known investors such as Bessemer Venture Partners, Insight Partners, and Atomico. The story of five salespeople who turned their own frustration into a successful product appeals to many SMB entrepreneurs. They recognize the desire to spend less time on administration and more on sales.
Who is Pipedrive for?
Pipedrive is built for small and medium-sized businesses, especially for sales teams that want to follow a clear sales process. Startups hiring their first salespeople find an accessible way here to bring structure without months of implementation time. Small sales teams at larger companies also like to use Pipedrive because it’s less overwhelming than complex enterprise solutions.
Pipedrive is less suitable for freelancers looking for a free tool. There is no free version, only a 14-day trial period. Large enterprise organizations with complex customization requirements and extensive integrations also often run into limitations. Pipedrive deliberately keeps it simple, which for some is an advantage and for others too limited.
What can Pipedrive do?
The free trial period gives you access to the basic features, but for advanced automation, reports, and integrations you need a paid plan. Here are the key features:
- Visual pipeline management: You see your deals as cards that you move from left to right through your sales stages. It’s clear and feels natural, like moving post-its on a whiteboard. You can create multiple pipelines for different products or teams.
- Email integration and tracking: Connect your Gmail or Outlook and send emails directly from Pipedrive. You see when someone opens your email and which links are clicked. All communication is automatically linked to the right deal, so your colleagues always know what has been discussed.
- Workflow automation: Set up triggers that automatically create tasks, move deals, or send notifications. For example: when a prospect opens a quote, the salesperson receives a notification to follow up within 24 hours. This saves manual work and ensures that no lead is forgotten.
- LeadBooster with chatbot and web forms: Place a chatbot on your website that qualifies visitors and puts them directly into Pipedrive. You can also create forms that automatically add submitted data as a lead. This is an add-on that comes on top of your subscription.
- Reports and dashboards: Get insights into your sales performance with charts about won deals, conversion rates, and forecasts. The reports are clear and focused on sales metrics, but those who want very detailed analyses sometimes run into limitations.
- Mobile apps for iOS and Android: The app is fast and clear. You can update deals on the go, add notes, and send emails. Many users mention the mobile experience as one of Pipedrive’s strongest points.
Pipedrive also offers integrations with tools like Slack, Trello, Zapier, and Microsoft Teams. You can add customizable fields to tailor your sales process exactly to your business. The interface remains calm and clear, even when you’re managing many deals.
What does Pipedrive cost?
Pipedrive does not have a free version, but does offer a 14-day trial without a credit card. After that, you choose from five paid plans. The prices below are per user per month with annual billing:
- Essential: € 14 per month (€ 24 with monthly payment). Suitable for small teams getting started with CRM. You get pipeline management, email integration, and mobile apps.
- Advanced: € 34 per month (€ 44 with monthly payment). Adds automation, email tracking, and group email. For teams looking to streamline their process.
- Professional: € 49 per month (€ 64 with monthly payment). Includes extensive reports, document management, and more automation options. Popular with growing sales teams.
- Power: € 64 per month (€ 79 with monthly payment). Access to project management, additional customization options, and advanced permissions.
- Enterprise: € 99 per month (€ 129 with monthly payment). For larger organizations with a need for unlimited reports, security options, and priority support.
With annual billing, you save significantly. A team of five people pays € 2,940 per year on the Professional plan instead of € 3,840 with monthly billing. Note: add-ons like LeadBooster and extra integrations cost extra. That can significantly increase the total amount, especially if you have multiple users.
What should you watch out for?
Pipedrive focuses entirely on sales, which means marketing features are limited. Do you want to send email campaigns, create landing pages, or score leads based on behavior? Then you’ll come up short. For companies that want sales and marketing in one platform, HubSpot or a similar all-in-one solution makes more sense.
Costs can add up quickly due to add-ons. LeadBooster, extra users, and advanced integrations come on top of your subscription. What starts as an affordable solution can grow into a substantial monthly bill. Calculate carefully in advance what you need.
Support is limited on the cheaper plans. You get access to the knowledge base and email support, but priority and phone support are reserved for more expensive subscriptions. Users sometimes complain about slow responses, especially with technical issues.
The reports are clear and focused on sales metrics, but those who want very detailed analyses or need to track long sales cycles will run into limitations. Some integrations also lack the depth you find with enterprise tools. Pipedrive deliberately keeps it simple, which is sometimes too simple for more complex organizations.
Pipedrive alternatives
Pipedrive is not the only player in the CRM market. Depending on your situation, there are alternatives that fit better:
- HubSpot CRM: Choose this if you’re also looking for marketing automation or want a free start. HubSpot has a free version with many features and offers stronger marketing tools. It is more complex than Pipedrive though.
- Salesforce: Suitable for large enterprise organizations with complex customization requirements. Salesforce is much more expensive and has a steep learning curve, but offers infinite customization options and integrations.
- Zoho CRM: Cheaper than Pipedrive and part of a larger suite with tools for project management, accounting, and more. Choose this if you already use other Zoho apps and budget is important.
Each of these tools has its own strengths. Pipedrive wins on ease of use and focus on sales, but loses on price and marketing capabilities.
Frequently asked questions
Below you’ll find answers to the most frequently asked questions about Pipedrive:
Does Pipedrive have a free version?
No, Pipedrive does not have a permanent free plan. You can try it free for 14 days without a credit card. After the trial period, you must choose one of the paid subscriptions.
Where is my data stored?
Pipedrive has data centers in both the EU (Frankfurt and Dublin) and the United States. For European customers, data is typically stored in the EU, but it is wise to verify this during registration.
Is Pipedrive suitable for large companies?
Yes, with the Enterprise plan, Pipedrive offers features for larger organizations, such as unlimited reports and security options. However, it is originally aimed at SMBs, so very complex enterprise requirements may result in limitations.
Conclusion
Pipedrive is a solid choice for sales teams that want structure without complexity. The visual pipeline, short learning curve, and strong mobile app make it attractive for SMBs. But the absence of a free version, limited marketing features, and increasing costs due to add-ons are clear disadvantages. For those who focus purely on sales and are willing to pay, Pipedrive is one of the best options. Looking for an all-in-one platform with marketing or want to start for free? Then HubSpot or Zoho CRM are better alternatives.
