Why

At 50–200 web-form inquiries/month with 2–3 people, a shared inbox or sheet is already leaking. More importantly: you have 70 paying customers out of 2,000 registered users — that's a 3.5% activation rate, and the lever isn't a CRM, it's knowing which of those 2,000 showed buying intent. A CRM helps you handle the inbound form fills; lifecycle tooling helps you fish paying customers out of the 2,000.

What you actually need

1. HubSpot Free CRM (free up to 2 users, ~$20/mo for a third seat on Starter) — captures web form submissions automatically, assigns an owner, gives you a 4-stage pipeline: New → Demo → Trial → Closed. Don't pay for Sales Hub yet.
2. A lead-scoring rule on signup behavior — in HubSpot or whatever product analytics you already have (PostHog free tier, or Mixpanel free), flag any registered user who hit your pricing page twice or invited a teammate. Those are the inquiries hiding inside your 2,000.
3. A habit — the Monday 30-min pipeline + signup review — all 2–3 of you walk through every form fill from last week AND the top 10 in-product behavior flags. One owner per row, next action date required.

Do this today

Go to hubspot.com → sign up for the Free CRM → Settings → Marketing → Forms → "Embed form" → replace your current web form snippet with HubSpot's. Then create one pipeline with the four stages above and assign yourself as default owner. By tomorrow morning every new inquiry lands as a contact record with a stage, not as an email someone has to remember to reply to.

What to ignore

Skip HubSpot Sales Hub Professional ($100/seat/mo) and Salesforce Starter — both are wildly over-spec'd for 2–3 people. Ignore anyone pitching Apollo, Outreach, or 6sense; you don't have an outbound problem, you have an inbound triage and PLG-conversion problem. Intercom and Drift are tempting at your stage but will eat $500+/mo before you've proven the pipeline works manually.

What doing nothing costs you

A conservative 15% slippage on 125 inquiries/month (midpoint of 50–200) = ~19 lost SaaS leads. At even a $1,200 ACV, that's roughly $270K/year of ARR walking out — and separately, the 1,930 non-converting registered users you're not segmenting are the bigger silent loss.

Where this leaves you

You've got HubSpot Free, a four-stage pipeline, and one behavioral flag. The plan configures the pipeline for your specific deal types (self-serve vs. demo-required), schedules the rollout so each of the 2–3 of you owns a stage, and names the moment in week two when one founder stops logging activities and the pipeline view starts lying to you.

When to revisit this

When you hire your first dedicated AE, or when web form volume crosses 200/month and the Monday review can't fit in 30 minutes.