Pipedrive vs Salesforce: Which CRM for startups wins?

初期段階のスタートアップが製品で取引を失うことは稀だ。取引が流れてしまうのは、フォローアップがメールボックスやスプレッドシート、Slackのスレッドに散らばってしまうからだ。スタートアップ向けCRMが解決するのは一点：あらゆるやり取り、次のアクション、担当者が常に可視化され、素早く把握できることだ。

Pipedrive and Salesforce tackle this issue with distinct approaches. Pipedrive adopts a sales-centric philosophy, emphasizing a visual pipeline and streamlined activity tracking, perfect for teams focused on swift follow-ups and simplicity. In contrast, Salesforce operates at an enterprise level, offering intricate customization and extensive features for businesses that require rigorous governance and complex revenue operations.

This comparison delves into the day-to-day differences between these two CRMs: from email integration and data management to pipeline flexibility and automation capabilities, helping startups make an informed choice about which tool best fits their growth journey.

Pipedriveとは何ですか？

Pipedrive is a sales-centric CRM that revolves around a visual pipeline and rigorous activity tracking. It's ideal for startups with a deal-driven approach, ensuring that representatives always know their next steps. The setup is quick, the user interface remains straightforward, and pipelines are easily customizable. This platform is especially effective for both outbound and inbound sales teams focused on follow-ups and speed. While its marketing automation features are limited when compared to larger platforms, it often integrates well with other marketing tools.

セールスフォースとは何ですか？

Salesforce is an enterprise-level CRM tailored for extensive customization, governance, and intricate revenue operations. It serves startups that have outgrown basic tools and require stringent permissions, advanced reporting, and tailored workflows across various teams. The platform accommodates nearly any data model through custom objects and automation features. Additionally, it boasts a vast ecosystem of apps and partners within the US market. However, implementation and ongoing administrative efforts are typically higher than those of most CRMs, and costs can escalate rapidly.

Feature comparison of Pipedrive and Salesforce

メールとカレンダーの同期

Pipedrive seamlessly syncs email with both Gmail and Outlook, allowing messages to be integrated into the CRM and linked to the appropriate person, organization, and deal. Calendar synchronization supports Google and Microsoft calendars, offering either one-way or two-way sync depending on the configuration. This ensures that meetings and activities are consistently visible on records, enabling teams to maintain steady follow-ups. The outcome is a single activity timeline that remains up-to-date without the hassle of constant manual logging. Availability may differ based on the plan selected and admin settings.

Salesforce facilitates inbox and calendar integration via Outlook and Gmail, enhanced by Einstein Activity Capture, which automatically logs emails and events onto the activity timeline. Logged activities can be associated with related records like contacts, leads, and opportunities, preserving context without the need for repetitive manual entries. This integration is particularly effective for sales teams who rely heavily on email and meetings, requiring CRM visibility linked to genuine interactions. Typically, configuration and permissions are handled by an admin to align with governance requirements.

エンリッチメントと重複排除によるコンタクトデータのクリーンアップ

Pipedrive enhances data quality by enriching records with publicly available information linked to email addresses or domains, effectively filling in missing details for individuals and organizations. This approach minimizes incomplete entries and boosts segmentation and outreach efforts. Additionally, duplicate management features allow for the merging of people, organizations, and deals, ensuring that activity histories remain intact and are not dispersed across multiple records. The CRM also identifies potential duplicates using its matching rules, resulting in cleaner data that enhances reporting accuracy and diminishes routing errors.

Salesforce offers integrated duplicate management through matching and duplicate rules, which help identify and prevent the creation of duplicate records. Depending on the setup, these rules can alert users, prevent saves, or direct potential duplicates into review processes. For data enrichment, Salesforce can incorporate additional information via Data Cloud enrichments and AppExchange data providers that append company and contact attributes directly within the platform. This combination ensures comprehensive records and minimizes fragmentation among teams.

柔軟なパイプラインとビュー

Pipedrive fosters collaboration directly within records through notes, activities, and context that teammates can access based on permissions. Mentions and comments facilitate internal coordination on specific items, eliminating the need for external threads during handoffs. Visibility groups and permission sets determine who can view or edit data, which is crucial as startups expand their teams and manage sensitive deals. This approach maintains shared context without the risk of oversharing, ensuring governance remains manageable as the account grows.

Salesforce operates pipelines via Opportunities and stage-based sales processes, allowing for diverse motions through record types and unique sales processes. Stages, fields, and page layouts can be customized for different segments, regions, or product lines while ensuring consistent reporting. This framework accommodates both straightforward pipelines and intricate enterprise workflows that involve approvals and forecasting. Although standardization is robust, the initial setup is more intensive compared to lightweight CRMs.

チームコラボレーション

Pipedrive fosters seamless collaboration within records by using notes, activities, and context that teammates can access depending on their permissions. Mentions and comments facilitate internal coordination directly on items, eliminating the need for external communication threads during handoffs. Visibility groups and permission sets determine who can view or edit data, which is crucial as startups expand their teams and handle sensitive deals. This approach ensures shared context without unnecessary oversharing, making governance manageable as the account scales.

Salesforce enhances collaboration directly within records through Chatter, where updates, discussions, and context reside in one centralized location. Records can be shared in Chatter groups, enabling teams to discuss and coordinate around specific accounts or opportunities. Tasks, notes, and activity history create a unified operating layer for handoffs and cross-functional visibility. Additionally, permissions and sharing controls ensure that collaboration remains compliant with security requirements.

軽量な自動化と統合

Pipedrive offers Automations triggered by actions such as creating, updating, or deleting contacts, organizations, activities, or deals, as well as date-based triggers. These Automations can perform tasks like creating or updating CRM items and sending emails from the linked email address based on your settings. For integrations, Zapier enables two-way workflows, allowing data to be pushed into Pipedrive and sent out to other applications. For those seeking more control, Pipedrive provides a REST API and supports webhooks for event-driven integrations, catering to both lightweight startup automation and more sophisticated build paths.

Salesforce's automation revolves around Salesforce Flow, which allows for declarative workflows involving records, approvals, routing, and data updates. You can build integrations through APIs, and the platform supports real-time external connectivity via event-driven patterns. Additionally, the AppExchange ecosystem enhances automation and integrations, eliminating the need to build everything from the ground up. This setup is ideal for startups requiring scalability, extensive customization, and long-term governance, albeit with the trade-off of increased administrative and implementation effort.

フォークCRM：2026年スタートアップ向け最高のCRM

folk is a cutting-edge CRM tailored for startups managing relationships through Gmail, Google Calendar, LinkedIn, and spreadsheets. It consolidates contacts, companies, deals, notes, files, and interactions into a single, streamlined workspace, ensuring that pipeline context remains linked to genuine conversations rather than scattered across multiple tabs.

Key Features Startups Love in folk

• Automatic activity timeline with Gmail + Google Calendar sync
• LinkedIn-ready contact capture through a Chrome extension
• Contact enrichment to quickly complete missing data
• Deduplication for maintaining a clean database as your volume increases
• Customizable pipelines and fields tailored to any go-to-market strategy

For startups, folk excels in delivering speed-to-value and daily usability. The setup process is quick, workflows remain adaptable, and multichannel context is easily accessible, all without burdening the CRM with unnecessary features. The outcome is more consistent follow-ups, cleaner data, and clearer revenue visibility with minimal friction.

👉 folk CRMを無料で試す

結論

In conclusion, Pipedrive offers a streamlined, sales-centric approach with effective email integration and a straightforward setup, making it ideal for teams focused on swift follow-ups. Salesforce, on the other hand, excels in customization and enterprise-level governance but can be complex and costly for startups. Yet, for teams that prioritize email integration, automation, and sequencing, folk emerges as the superior choice. It consolidates multichannel interactions into a clean, user-friendly interface, ensuring seamless workflows and consistent follow-ups without unnecessary complexity.

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