HubSpot CRM: Free vs. Paid Plans – What’s the Difference?

    HubSpot CRM is one of the most popular customer relationship management platforms, offering businesses a powerful set of tools to manage leads, automate sales processes, and improve customer engagement. HubSpot provides a generous free version. It also has upgrading to one of its paid plans unlocks additional features tailored for growing businesses.

    Let’s take a look at the HubSpot CRM and compare its free plan to what is offered in their paid plans. HubSpot breaks its plans into two categories: For businesses & enterprises and For individuals and teams. This article will focus on the HubSpot plans for individuals and teams.

    HubSpot Free Features

    HubSpot’s free plan is super useful for individuals and small businesses who want to be more efficient with their marketing efforts including:

    • Capturing leads with free forms, pop-ups, and live chat tools.
    • Managing contacts with a robust CRM that keeps customer data organized.
    • Sending marketing emails with built-in templates and basic automation.
    • Tracking website activity to see how visitors interact with their content.
    • Scheduling and publishing social media posts to stay engaged with their audience.
    • Creating landing pages that convert visitors into customers.
    • Automating follow-ups with simple workflows to nurture leads.
    • Generating reports to analyze marketing performance and make data-driven decisions.

    The video below gives a quick overview of the HubSpot free version, including comparing the features and limitations of using the most basic version of HubSpot to what’s available in the upgraded plans.

    Comparing HubSpot CRM Features: Free, Starter, and Professional Plans

    Now let’s take a more in-depth look at the features available in the HubSpot CRM and compare each of the plans, looking at the differences between the free plan and the two paid plans designed for individuals and teams.

    Meeting Scheduling

    Free CRM: 1 personal meeting link (with HubSpot branding).

    Sales Hub Starter: 1,000 personal & team meeting links, no HubSpot branding.

    Sales Hub Professional: Same as Starter.

    💡 Best for:

    Free CRM: Solopreneurs needing basic scheduling.

    Starter & Professional: Sales teams that need branded, automated booking links.

    Deal Pipeline

    Free CRM: 1 pipeline per account.

    Sales Hub Starter: 2 pipelines per account.

    Sales Hub Professional: 15 pipelines per account.

    💡 Best for:

    Free CRM: Startups or small businesses with simple sales processes.

    Starter: Businesses managing multiple sales processes.

    Professional: Scaling sales teams needing multiple pipelines.

    Email Templates

    • HubSpot Free CRM: 3 templates
    • Sales Hub Starter: 5,000 templates
    • Sales Hub Professional: 5,000 templates

    💡 Best for:

    Sales Hub Starter & Professional: Businesses needing large-scale email automation and consistent messaging across teams.

    Free CRM: Individual users or small teams who can get by with a few reusable email templates.

    Customizable Quotes

    • Free CRM: Requires Stripe integration for payments.
    • Starter & Professional: HubSpot Payments included (U.S. only) + optional Stripe.

    💡 Best for:

    • Free CRM: Companies already using Stripe.
    • Starter & Professional: Teams needing integrated payment processing for fast deal closure.

    List Segmentation

    • Free CRM: Basic list filtering.
    • Starter & Professional: Advanced segmentation based on properties & behavior.

    💡 Best for:

    • Free CRM: Businesses that don’t need advanced targeting.
    • Starter & Professional: Companies running personalized campaigns.

    Marketing Events Object

    • Free CRM: Not available.
    • Starter & Professional: Can track event participation & engagement.

    💡 Best for:

    • Starter & Professional: Event-based businesses needing audience tracking.

    Documents

    • Free CRM: Upload & share, track when viewed.
    • Starter & Professional: Document templates & advanced tracking.

    💡 Best for:

    • Starter & Professional: Teams needing document tracking for sales performance.

    CRM Exports

    • Available in all plans.

    Email Tracking & Notifications

    • Free CRM: Basic email open tracking.
    • Starter & Professional: Open & click tracking, team notifications.

    💡 Best for:

    • Starter & Professional: Teams needing deeper engagement insights.

    Custom Properties

    • Free CRM: Limited.
    • Starter & Professional: Full customization.

    💡 Best for:

    • Professional: Larger businesses with complex data tracking needs.

    Custom User Permissions

    • Free CRM: Basic roles.
    • Starter & Professional: Full access control.

    💡 Best for:

    • Growing teams needing role-based permissions.

    Sales Automation

    • Free CRM: None.
    • Starter: Basic automation (e.g., email sequences).
    • Professional: Advanced automation (lead rotation, deal progression).

    💡 Best for:

    • Professional: High-volume sales teams needing workflow automation.

    HubSpot-Provided Phone Numbers

    • Free CRM: Not included.
    • Starter: Not included.
    • Professional: Includes HubSpot-assigned business numbers.

    💡 Best for:

    • Professional: Sales teams needing dedicated business numbers.

    E-Signature

    • Free CRM: Not included.
    • Starter: 10 e-signatures/month.
    • Professional: Unlimited.

    💡 Best for:

    • Professional: High-volume contract processing.

    Sales Forecasting

    • Free CRM: Not included.
    • Starter: Basic manual tracking.
    • Professional: AI-driven forecasting & predictive deal scoring.

    💡 Best for:

    • Professional: Sales teams needing accurate revenue projections.

    Playbooks

    • Free CRM & Starter: Not included.
    • Professional: Includes guided sales playbooks.

    💡 Best for:

    • Professional: Scaling sales teams needing structured guidance.

    Salesforce Integration

    • Free CRM & Starter: Not included.
    • Professional: Full integration.

    💡 Best for:

    • Businesses already using Salesforce.

    ABM (Account-Based Marketing) Tools

    • Free CRM & Starter: Not included.
    • Professional: Includes target account tracking & automation.

    💡 Best for:

    • B2B teams focusing on high-value enterprise deals.

    Forecasting

    • Free CRM & Starter: Not included.
    • Professional: Advanced forecasting tools.

    💡 Best for:

    • Enterprise sales teams managing complex pipelines.

    Conversation Intelligence

    • Free CRM & Starter: Not included.
    • Professional: AI-driven call transcription & analysis.

    💡 Best for:

    • Sales teams looking to improve performance through AI insights.

    Smart Send Times

    • Free CRM & Starter: Not included.
    • Professional: AI-optimized email send times.

    💡 Best for:

    Companies wanting maximum email engagement.

    Sales Analytics

    • Free CRM: Basic deal tracking, no advanced analytics.
    • Starter: Simple sales reports, limited data insights.
    • Professional:Advanced sales analytics, pipeline insights, and performance reports.

    💡 Best for:

    Professional: Data-driven teams optimizing sales performance.

    Starter: Small teams needing basic sales tracking.

    Guided Actions

    • Free CRM & Starter: Not included.
    • Professional:In-app guided actions for reps to follow best practices.

    💡 Best for:

    Professional: Sales teams needing structured coaching and process standardization.

    Sequences

    • Free CRM: Not included.
    • Starter: Basic email sequences to automate follow-ups.
    • Professional: Advanced multi-step sequences with branching logic.

    💡 Best for:

    Professional: Scaling sales teams needing multi-touch follow-ups.

    Starter: Small teams automating simple outreach.

    Multiple Email Signatures

    • Free CRM & Starter: Not included.
    • Professional: Allows multiple custom email signatures per user.

    💡 Best for:

    Professional: Reps managing multiple sales territories or brands.

    Handoffs

    • Free CRM & Starter: Not included.
    • Professional: Smooth lead handoffs between teams (e.g., SDR to AE).

    💡 Best for:

    Professional: Companies with dedicated inbound & outbound sales teams.

    Duplicate Management

    • Free CRM: No duplicate detection.
    • Starter: Basic duplicate alerts.
    • Professional:AI-powered duplicate detection & merging.

    💡 Best for:

    Professional: Large teams needing clean, accurate CRM data.

    Presets

    • Free CRM & Starter: Not included.
    • Professional:Pre-set views & filters for quick CRM navigation.

    💡 Best for:

    Professional: Teams managing high volumes of deals & contacts.

    AI Meeting Assistant

    • Free CRM & Starter: Not included.
    • Professional: AI-powered meeting summaries & notes.

    💡 Best for:

    Professional: Busy sales reps wanting automated meeting documentation.

    Calculated Properties

    • Free CRM & Starter: Not included.
    • Professional:Custom formulas & calculations on CRM data.

    💡 Best for:

    Professional: Finance-heavy sales teams tracking deal metrics.

    1:1 Video Messaging

    • Free CRM & Starter: Not included.
    • Professional:Send personalized video messages to prospects.

    💡 Best for:

    Professional: Sales teams using video for outreach & engagement.

    Playbooks

    • Free CRM & Starter: Not included.
    • Professional:Custom playbooks with guided scripts & best practices.

    💡 Best for:

    Professional: Sales teams needing structured selling frameworks.

    Standard Contact Scoring

    • Free CRM & Starter: Not included.
    • Professional:Assigns scores to leads based on engagement.

    💡 Best for:

    Professional: Teams prioritizing high-value leads.

    Standard CRM Interface Configuration

    • Free CRM & Starter: Limited UI customization.
    • Professional: Custom dashboards & CRM layouts.

    💡 Best for:

    Professional: Teams needing personalized CRM workflows.

    Workflow Extensions

    • Free CRM & Starter: Not included.
    • Professional:Advanced workflow automation (e.g., 3rd-party integrations).

    💡 Best for:

    Professional: Teams automating complex sales processes.

    Call Transcription & Coaching

    • Free CRM & Starter: Not included.
    • Professional:AI-powered call transcription & coaching insights.

    💡 Best for:

    Professional: Sales teams training reps on call performance.

    Draggable Chat Widget

    • Free CRM & Starter: Not included.
    • Professional:Custom positioning for live chat widgets.

    💡 Best for:

    Professional: Brands customizing chat experiences.

    Rep Productivity Performance

    • Free CRM & Starter: Not included.
    • Professional:Performance tracking for individual reps.

    💡 Best for:

    Professional: Sales managers coaching reps on productivity.

    Deal Summaries

    • Free CRM & Starter: Not included.
    • Professional:AI-generated deal summaries.

    💡 Best for:

    Professional: Teams tracking multiple complex deals.

    Conversation Intelligence

    • Free CRM & Starter: Not included.
    • Professional:AI-powered analysis of sales calls & interactions.

    💡 Best for:

    Professional: Teams improving sales pitches through AI insights.

    Automatic Lead Rotation

    • Free CRM & Starter: Not included.
    • Professional:Automatically assigns new leads to reps.

    💡 Best for:

    Professional: Larger teams distributing leads efficiently.

    Custom Views in Shared Inbox

    • Free CRM & Starter: Not included.
    • Professional:Custom inbox filters for sales reps

    💡 Best for:

    Professional: Teams managing high email volumes.

    ABM (Account-Based Marketing) Tools & Automation

    • Free CRM & Starter: Not included.
    • Professional:Tools for managing high-value B2B accounts.

    💡 Best for:

    Professional: Companies targeting large enterprise deals.

    Forecasting

    • Free CRM & Starter: Not included.
    • Professional:AI-powered revenue forecasting.

    💡 Best for:

    Professional: Sales leaders needing predictive deal insights.

    Custom Reporting

    • Free CRM: Basic reports only.
    • Starter: 10 dashboards.
    • Professional: 25 dashboards, fully customizable.

    💡 Best for:

    Professional: Teams needing data-rich, custom sales reports.

    LinkedIn Sales Navigator & CRM Sync

    • Free CRM & Starter: Not included.
    • Professional: LinkedIn Sales Navigator integration.

    💡 Best for:

    Professional: B2B teams using LinkedIn for prospecting.

    Coaching Playlists

    • Free CRM & Starter: Not included.
    • Professional:Curated training content for sales reps.

    💡 Best for:

    Professional: Sales managers training teams at scale.

    Salesforce Integration

    • Free CRM & Starter: Not included.
    • Professional:Full Salesforce CRM sync.

    💡 Best for:

    Professional: Companies already using Salesforce.

    Target Accounts Home

    • Free CRM & Starter: Not included.
    • Professional:Dedicated dashboard for key accounts.

    💡 Best for:

    Professional: Sales teams managing high-value customers.

      HubSpot CRM Plans and Pricing: Free, Starter, and Professional

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