HubSpot vs Pipedrive vs Raynet: which CRM for a Czech B2B company in 2026

We have deployed CRM systems for dozens of companies. And in practically every other project we found a company that either came with a CRM system they were paying too much for and using at 20%, or with a CRM from the stone age that their IT department or sales director wanted to escape. Choosing the right CRM is not a technical decision. It is a decision about how your company works with commercial opportunities.

HubSpot: a comprehensive platform for companies with marketing and sales under one roof

HubSpot is today probably the best-known CRM platform in the world and there are good reasons for that. The free version is genuinely free and fully functional for smaller businesses. Paid plans add marketing automation, email sequences, reporting and integration with dozens of other tools.

Who HubSpot suits

HubSpot makes most sense for companies that want to have marketing and sales in one system. If you generate leads through your website or email marketing and want to track the entire customer journey from the first click to the signed contract, HubSpot has the tools for that. It works especially well in SaaS, technology and consulting firms.

Downside: once you leave the free plan, prices rise quickly. For a smaller B2B company with a straightforward sales process you end up paying for features you will never use.

Pipedrive: sales-simple and clear

Pipedrive was designed by salespeople for salespeople. The kanban sales pipeline is intuitive, setup takes hours rather than weeks and daily use requires no training. Those are its greatest strengths.

Who Pipedrive suits

Pipedrive is the right choice for companies where sales reps need a clear overview of their opportunities without complicated configuration. It suits B2B companies with a repeating sales cycle where the pipeline is relatively straightforward. Third-party integrations are strong and the API is well documented.

Downside: marketing features are weaker at the base level than HubSpot's. If you need advanced email marketing or lead nurturing, you will need an integration with another tool.

Raynet: Czech CRM for companies that want Czech support and simplicity

Raynet is a Czech CRM system and that is its main differentiator. Czech customer support, a Czech-language interface, integration with Pohoda or ABRA accounting systems, reasonable pricing in Czech crowns. For a company that wants a CRM without English documentation and without concerns about data localisation, Raynet is a straightforward choice.

Who Raynet suits

Raynet suits small and medium Czech companies that do not have the technical background to manage more complex platforms, want Czech support and need integration with Czech accounting systems. Functionally it is simpler than HubSpot or Pipedrive, but for a straightforward sales process it is sufficient.

Downside: the integration ecosystem is significantly smaller than international competitors. If you work with international tools or plan rapid growth, Raynet may start hitting its limits soon.

How we decide when recommending a CRM to a client

We ask three questions: how many people will actively use the CRM, whether you want marketing and sales in one system or they are separate worlds, and how complex your sales cycle is. From the combination of answers a clear recommendation almost always emerges. And we always recommend the CRM the company will actually use, not the one that looks best in a presentation.

When standard CRM is not enough and we build one from scratch

Occasionally we work with a company for which none of the three platforms above is a good fit. Either their sales process is so specific that forcing it into a standard CRM would require constant workarounds that would ultimately break down, or they need integration with a legacy internal system that existing platforms do not support.

In those cases we develop a custom CRM. It is not necessarily more expensive than an enterprise HubSpot licence for a larger team over several years. The advantage is that the system does exactly what the company needs, not what the product assumes companies should need. The client gets their own database, their own deal stage logic, their own reports and integration with whatever they currently use.

We take this route with clients who have a highly specific B2B sales cycle, who work with data they cannot or do not want to entrust to a third-party cloud, or who need a CRM as part of a broader system that includes, for example, a partner portal or a customer zone.

Not sure which CRM to choose for your company? Book a free call. In 30 minutes we will recommend a specific solution tailored to your situation and can handle deployment and integration with your existing tools as well.