Fireflies vs Otter: AI Meeting Notetaker for Small B2B Sales Teams, Head-to-Head

Fireflies and Otter are sold for the same job: an AI meeting assistant that joins Zoom, Google Meet, and Microsoft Teams calls, transcribes them, writes a summary, and pushes the result into the CRM. For a small B2B sales team, the choice comes down to whether the tool makes every sales call show up as a usable record in HubSpot or Salesforce the next morning.

Reading the result

The overall margin is four points. Fireflies took four of six rounds (free-plan usability, CRM gating at Pro, Enterprise transparency, and the Business workspace cap), and Otter took two (longer per-meeting cap on Business, cheaper Pro annual rate). None of the rounds that went Fireflies’ way were landslides, but three of them are the ones a small sales team actually buys the product to solve.

How to map the rounds to a buying decision

If you’re a solo founder or one-rep operation that only needs a searchable transcript archive and doesn’t plan to write back to a CRM, Otter Pro at $8.33/user/month billed annually is $1.67/seat/month cheaper than Fireflies Pro and ships 1,200 recording minutes a month. The 90-minute per-meeting cap is the catch. If your discovery calls routinely run longer, you need Otter Business or Fireflies Pro.

If you’re a 3-10 person sales team already in HubSpot or Salesforce, the deciding round is CRM sync. Fireflies’ Pro tier at $10/seat/month annual opens unlimited integrations, including HubSpot and Salesforce, with transcript save to HubSpot explicitly requiring Pro or higher. Otter’s Pro ($8.33/user/month annual) also lists Salesforce and HubSpot integrations, but the sync is limited to a single user on Pro and five users on Business, with unlimited CRM users only on Enterprise. For a six-person team, Fireflies Business at $19/seat/month gets you Integration Rules to filter which meetings log to the CRM; the comparable Otter plan is $19.99/user/month and matches on per-seat price but not on per-call automation depth.

If you run long workshops or multi-hour customer QBRs, the Business per-meeting cap is the deciding round. Otter Business raises the per-meeting limit to 4 hours and allows unlimited imported-file transcription; Fireflies Business caps a single meeting at 3 hours.

If a 12-18 month plan might land you at SSO or HIPAA, look at the Enterprise round. Fireflies posts a published Enterprise price of $39/seat/month on annual billing with SSO, SCIM, HIPAA, custom retention, and audit logs. Otter publishes SSO and SCIM availability on Enterprise but notes a minimum 100-user license on the pricing-page feature matrix, and HIPAA is an add-on. A small team can’t clear the 100-user floor; it has to accept a custom quote and renegotiate as it grows.

On the free plans

The two free plans are shaped differently, and the shape matters more than the raw minute counts. Otter’s free Basic gives 300 transcription minutes per month, caps each conversation at 30 minutes, and allows only three lifetime audio/video file imports. That’s enough to try the product on a handful of calls but burns out quickly. Fireflies’ free plan transcribes unlimited meetings with 400 minutes of storage shared across the entire team, 20 one-time AI credits, and support for 100+ languages. It’s a longer runway for a team that wants to validate the workflow before paying, but once you hit 400 minutes stored, you have to delete older meetings to make room.

Neither free plan is a long-term operating plan for a sales team that records daily. Both are evaluation tiers.

On CRM gating

This is where the two products diverge most for small B2B sales teams, and where the published documentation requires the most careful reading.

Fireflies’ pricing page lists “Unlimited integrations” starting at Pro, which is where the native HubSpot, Salesforce, Pipedrive, and Zoho connectors become available. Transcript save to HubSpot specifically requires Pro or higher, per the Fireflies HubSpot integration guide. The Business plan adds Integration Rules, the filter layer that keeps internal standups out of your HubSpot deal records, and opens Deal Intelligence, which combines CRM and meeting data for HubSpot and Salesforce users and requires a Business or Enterprise plan with Admin access.

Otter’s pricing-page feature matrix lists synced notes to Salesforce or HubSpot as limited to one user on Pro and five users on Business, with unlimited on Enterprise, and AI Chat with Salesforce as an Enterprise-only feature. For a sales team of three to ten reps, that means the Business plan at $19.99/user/month is the practical floor for HubSpot or Salesforce CRM sync, and matching Fireflies’ CRM breadth takes the Enterprise plan.

On workspace size

Otter’s Business plan is explicitly capped at 25 billed users on the official pricing page. Above 25 users, Otter directs buyers to Enterprise, which carries the 100-user SSO/SCIM floor. Fireflies doesn’t publish an equivalent 25-seat cap on Business and operates per seat with no minimum, so a team that grows from 10 to 40 reps on Fireflies Business keeps paying the same per-seat rate rather than getting routed to a sales-led quote.

If you already compared Attio vs Folk and are standardizing on a modern AI CRM, note that Fireflies’ native CRM list covers HubSpot, Salesforce, Pipedrive, and Zoho; Attio sync is via Zapier or the API, not a first-party native integration documented on Fireflies’ integrations page.

On the AI credit meter

Both vendors meter their heavier AI features. Fireflies uses AI credits for AskFred, AI Skills, and Voice Agents, with 20 one-time credits on Free and Pro, 30 on Business, and 50 on Enterprise, and add-on credits available starting at $5/user/month. Price it in.

Otter uses an AI Chat query cap instead: 20 queries per user per month on Basic, 50 on Pro, 200 on Business and Enterprise. For a sales team running summary-only workflows and letting AI Chat answer cross-meeting questions, Otter Business’s 200 queries per user is more generous than Fireflies’ one-time 30-credit Business pool.

What this comparison doesn’t test

This is a documentation review. It doesn’t test transcription accuracy head-to-head on identical audio, speaker-diarization quality on multi-participant calls, latency between meeting end and summary delivery, or the real-world reliability of each CRM push. Both vendors publish accuracy numbers for their own transcription, and both have the usual mix of positive and negative review-site feedback. Those are separate measurements and aren’t what we scored.

What this comparison does say, with the documentation open: for a small B2B sales team whose primary job is turning sales calls into CRM records that lead to the next meeting, Fireflies gates less of that workflow behind higher plans than Otter does. For teams that pair a notetaker with other sales workflow tools, like a cold-calling voice agent or a win-loss analysis tool, a lower CRM-sync plan floor matters more than the $1.67/seat/month Pro-tier price gap in Otter’s favor.