Nutshell vs HubSpot: Small CRM vs Big Ecosystem
Nutshell sells simplicity. HubSpot sells an ecosystem. The question is whether you need a CRM or a platform.
The Short Version
Nutshell is the better pick for small sales teams (under 20 people) that want a straightforward CRM without learning HubSpot's massive feature set. HubSpot wins when marketing alignment matters, when you'll need advanced automation, or when you're planning to scale past 50 users. The risk with Nutshell is outgrowing it. The risk with HubSpot is overbuying.
Quick Comparison
| Feature | Nutshell | HubSpot CRM |
|---|---|---|
| Starting Price | $13/user/mo | Free CRM |
| Mid-Tier Price | $35/user/mo | $90/user/mo (Professional) |
| Contract | Monthly available | Monthly (Starter), Annual (Pro+) |
| Setup Time | Hours | Days to weeks |
| Marketing Automation | Basic (email drips) | Advanced (Marketing Hub) |
| Reporting | Standard dashboards | Custom reports and analytics |
| Integrations | ~50 | 1,500+ |
| Job Demand | 1 posting | 432 postings |
| Best For | Small sales teams | Marketing-led growth companies |
| The Big Risk | Outgrowing it | Overbuying features you won't use |
Deep Dive: Nutshell
What They're Selling
Nutshell positions itself as CRM for humans, not spreadsheet jockeys. It's built for small B2B sales teams that want pipeline management, email sequences, and basic reporting without the complexity of Salesforce or the creeping costs of HubSpot's paid tiers. The interface is clean, onboarding is fast, and the learning curve is minimal.
What It Actually Costs
Foundation starts at $13/user/mo with contact management and pipeline tools. Pro at $35/user/mo adds email sequences, personal email sequences, and activity reminders. Power AI at $52/user/mo unlocks AI-powered timeline summaries, notetaker, and Zoom transcription. Enterprise at $67/user/mo adds custom fields, API access, and audit logs. No hidden costs or required add-ons. What you see is what you pay.
What Users Say
Users praise Nutshell for being "refreshingly simple" and having responsive customer support. The email tools and pipeline views get consistently positive feedback. The main complaints: limited integrations compared to HubSpot, reporting that can't handle complex multi-touch attribution, and a smaller feature set that advanced teams outgrow within 1-2 years.
Pros
- Clean, simple interface with minimal learning curve
- Transparent pricing with no hidden add-on costs
- Built-in email sequences and drip campaigns
- Responsive customer support (real humans)
- Fast setup, often same-day
Cons
- Limited integration ecosystem (~50 vs HubSpot's 1,500+)
- Reporting is adequate but not deep
- No marketing automation beyond email
- Smaller company with limited brand recognition
- Can be outgrown by teams scaling past 30-40 users
Deep Dive: HubSpot CRM
What They're Selling
HubSpot is the platform play. Free CRM at the core, with Marketing Hub, Sales Hub, Service Hub, and CMS Hub layered on top. For marketing-led B2B companies, the integrated approach means your marketing team's leads flow directly into sales pipelines with full attribution data. HubSpot appears in 432 job postings in our database, making it one of the most in-demand tools in B2B.
What It Actually Costs
The free CRM is genuinely free with no user limit. Starter at $20/user/mo adds basic automation and removes HubSpot branding. Professional at $90/user/mo (annual commitment) unlocks sequences, forecasting, and advanced reporting. Enterprise at $150/user/mo adds custom objects, predictive lead scoring, and sandbox environments. The catch: marketing automation requires Marketing Hub ($800+/mo for Professional). Most mid-market companies end up spending $60K-120K/year across hubs.
What Users Say
HubSpot gets praise for its free tier, marketing integration, and massive ecosystem. The academy and certification programs create a deep talent pool. Criticism: pricing escalates fast once you move past Starter, professional services are expensive, and the platform can feel bloated for teams that just need basic CRM.
Pros
- Free CRM with no user limit
- Integrated marketing, sales, service, and CMS
- 1,500+ marketplace integrations
- Massive talent pool (432 job postings)
- HubSpot Academy creates trained users
Cons
- Pricing escalates rapidly on Professional and Enterprise tiers
- Marketing Hub is a separate, expensive product
- Can feel overwhelming for small teams
- Annual contracts required on Pro+ plans
- Customization limits compared to Salesforce
Which Should You Pick?
The Honest Take
HubSpot is the objectively more powerful platform. It has more integrations, more features, more market demand, and a free tier that competes with Nutshell's paid plans. Nutshell's advantage is that it doesn't try to be everything. For small teams that want a CRM and nothing else, Nutshell delivers without the complexity tax. The hard question: how long will "small and simple" be enough? If you're planning to scale, HubSpot's ecosystem is harder to replicate later.
Questions to Ask Before Buying
- How many salespeople will use the CRM in 12 months? In 24?
- Do you need marketing automation integrated with your CRM?
- How many third-party tools need to connect to your CRM?
- Is anyone on your team already HubSpot-certified?
- Do you need custom reporting or are standard dashboards sufficient?
- How complex is your sales process (single vs multiple pipelines)?
- Do you need territory management or lead routing?
- What's your total annual CRM budget, including onboarding?
Frequently Asked Questions
Is Nutshell good enough for a growing company?
Nutshell works well for teams up to about 30-40 users. Beyond that, you'll likely hit limitations in reporting, automation, and integrations. If you're planning to scale significantly, HubSpot provides more headroom.
How does HubSpot's free CRM compare to Nutshell's paid plan?
HubSpot's free CRM includes unlimited users, contact management, deal tracking, and basic reporting. Nutshell's Foundation plan ($13/user/mo) adds email sequences and more pipeline views. For basic CRM needs, HubSpot's free plan is competitive with Nutshell's paid tier.
Which has better customer support?
Nutshell gets consistently higher marks for support responsiveness and the quality of human interaction. HubSpot's support is comprehensive but gated behind paid tiers (phone support requires Professional+). HubSpot Academy is excellent for self-service learning.
Can I migrate from Nutshell to HubSpot later?
Yes. Nutshell supports CSV export, and HubSpot has import tools for contacts, companies, and deals. The migration is straightforward for data but you'll need to rebuild automations and email sequences from scratch.