Kommo vs Folk CRM: Which to Choose for B2B Sales in 2026

Folk CRM is the right choice for small teams (2-8 people) with straightforward sales processes where speed to start and a good UX matter more than deep automation. Kommo wins where you need complex pipelines, custom automation, telephony, and integrations with dozens of external services. If your team has grown past 10 people and the pipeline has become multi-stage - Folk will start holding you back.

Both tools position themselves as sales CRMs, but they target different segments. Let’s look at the differences that matter when choosing.

Folk has been gaining noticeable traction in Western Europe: according to G2 data (Q1 2026), Folk ranks in the top 3 CRMs by review growth among tools for teams of up to 10 people, and its “relationship-first CRM” positioning is increasingly showing up in comparisons on Product Hunt and LinkedIn sales discussions in the Netherlands, the UK, and France. We see this pattern in our own projects as well: companies that reach out for Kommo CRM setup have often already tried Folk and outgrown it - specifically at the point where the pipeline became multi-stage and automation required API work. This article maps where that boundary lies.

Quick verdict

How Folk CRM differs from Kommo

Folk is a next-generation CRM built with an emphasis on “relationship management.” Folk’s philosophy: a CRM should help build relationships, not just track deals. Hence - a convenient UI for contact management, smart duplicate merging, and LinkedIn and email integration as first-class features.

Kommo is built around the sales pipeline. The central object is a deal (lead) that moves through pipeline stages. Contacts and companies are supporting objects attached to deals. Automation is tied to triggers on stage transitions.

This fundamental difference in data model determines everything else.

Data model: why it matters

Folk stores data flat: there’s a contact, the contact has “groups” and a “pipeline stage.” There’s no rigid contact -> company -> deal relationship. This is convenient when you’re working directly with people in networking, but it creates problems in B2B sales:

• One contact can be involved in multiple deals - Folk is not optimized for this scenario
• No full “Account” object for a corporate client
• Activity history is tied to the contact, not to the deal

Kommo has a three-level hierarchy: Company -> Contact -> Deal. One company can have multiple contacts participating in multiple simultaneous deals. This matches the reality of B2B sales, where a client has multiple stakeholders and multiple active projects.

For more on the Kommo CRM data model and capabilities, see the dedicated article.

Automation: where Folk falls short

Folk offers trigger-based automation: “when a contact moves to stage X - send an email.” This covers 80% of scenarios for simple pipelines.

Kommo offers pipeline automation - a visual workflow builder with conditions, branches, and delays. You can configure: “if a deal has had no activity for 3 days - create a task; if the ‘budget’ field > 10,000 - notify the manager; if email not opened in 7 days - move to another pipeline.”

Kommo also supports custom integrations via webhook and a full REST API - which allows building any automation the native builder doesn’t support.

Integrations: a fundamental difference

Folk (as of Q2 2026): ~50-70 native integrations via Zapier and a few direct ones (Gmail, Outlook, LinkedIn, Slack, Notion). An API exists, but documentation is limited and doesn’t cover all objects.

Kommo: 200+ native integrations in the Marketplace, full REST API v4 with webhook support, OAuth 2.0, long-lived tokens. Integrations with VoIP telephony (10+ providers), payment systems, document management, BI tools. The API is thoroughly documented - enabling production-grade custom integrations.

If you already have a stack of 5-10 tools and need bidirectional data sync - Folk may not be enough.

Telephony

Folk has no built-in telephony and doesn’t natively integrate with VoIP providers.

Kommo has a built-in call widget and integrations with Aircall, RingCentral, JustCall, CloudTalk, Dialpad, and others. Call recordings are saved in the deal card; missed calls automatically create tasks. For teams where calls are the primary communication channel with clients, this is a meaningful differentiator.

Pricing: the full picture

Folk (as of Q2 2026):

• Standard: $20/user/month
• Premium: $40/user/month
• No free plan, only a 14-day trial

Kommo:

• Base: $15/user/month (up to 5 users)
• Advanced: $25/user/month
• Enterprise: $45/user/month
• Free trial available

For a team of 10, Folk costs $200-400/month vs $150-250/month for Kommo. At that level, Kommo provides significantly more automation capability.

When to choose Folk CRM

• Team of 2-8 people with a simple sales process and no complex pipelines
• Outbound networking - when managing relationships with people matters more than tracking deals
• LinkedIn-driven sales - Folk has excellent LinkedIn integration for contact import
• Speed to start matters more than depth - Folk is simpler to set up without technical knowledge
• No telephony or complex integration requirements

When to choose Kommo

• Team of 10+ with role separation (SDR, AE, AM)
• Complex multi-stage pipelines with different transition conditions
• Telephony as the primary channel - need call recordings in the deal card
• Many integrations - telephony, billing, document management, marketing
• Custom automation - need webhooks and full API
• Enterprise B2B - multiple contacts from one client across multiple deals

How to properly configure a pipeline in Kommo for a B2B process is a topic that deserves careful attention.

Frequently asked questions

Can data be migrated from Folk to Kommo?

Folk allows exporting contacts and activities to CSV. Kommo supports importing contacts from CSV. Deals and pipeline data will require manual migration or a custom script - Folk has no full data export API that would allow automating the transfer of activity history.

Folk or Kommo for a SaaS company?

Depends on the sales model. If you have product-led growth with self-serve and a small sales team (2-5 people) for enterprise deals - Folk may be sufficient. If you have an SDR team, a demo process, multiple approval stages, and need integration with product analytics - Kommo with custom integrations is a better fit.

Does Folk have a mobile app?

Yes, Folk has a mobile app for iOS and Android. Kommo also has a mobile app with full deal, contact, and task management.

Does Kommo support working with multiple pipelines?

Yes. Kommo allows creating an unlimited number of pipelines with different stages. This matters for companies with different types of sales: for example, separate pipelines for new business, upsell, and partner sales. Folk is limited in this regard.

Does Folk have a REST API for custom integration?

Folk has a basic API, but it’s significantly less thoroughly documented than Kommo API v4. Webhook support is limited. If you need production-grade custom integrations (bidirectional sync, complex logic, high load) - Kommo API is preferable.

If you’re evaluating a move from Folk to Kommo or choosing a CRM for a growing team - describe your situation to the Exceltic.dev team. We’ll review your sales process and give an honest assessment of what fits better.