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Assign leads by industry vertical

One of 565 written HubSpot workflow specs, by a collective of independent HubSpot consultants.

Professional

Seat pricing: Professional edition. To build it, a GTM Seat or an Ops Seat (an Ops Seat cannot create marketing emails or sequences). Per-hub plans: Sales Hub Professional.

Contact15 stepsUpdated for HubSpot seat pricing
OutcomeA lead lands with the rep who specializes in their industry, so the first call already speaks the right language instead of a generalist relaying it later.
Workflow maplead-routing-010
Contact created / Industry set on company leads to Industry grouping?. Industry grouping? leads to Healthcare: Rotate to Healthcare pool; Financial services: Rotate to Financial services pool; Retail: Rotate to Retail pool; unmapped / blank: Rotate to Generalist pool + notify sales ops. Rotate to Healthcare pool leads to Set routed date, notify owner, create call task. Rotate to Financial services pool leads to Set routed date, notify owner, create call task. Rotate to Retail pool leads to Set routed date, notify owner, create call task. Rotate to Generalist pool + notify sales ops leads to Set routed date, notify owner, create call task. Healthcare Financial services Retail unmapped / blank Contact created / Industry set on company Industry grouping? Rotate to Healthcare pool Rotate to Financial services pool Rotate to Retail pool Rotate to Generalist pool + notify sales ops Set routed date, notify owner, create call task
Contact created / Industry set on company leads to Industry grouping?. Industry grouping? leads to Healthcare: Rotate to Healthcare pool; Financial services: Rotate to Financial services pool; Retail: Rotate to Retail pool; unmapped / blank: Rotate to Generalist pool + notify sales ops. Rotate to Healthcare pool leads to Set routed date, notify owner, create call task. Rotate to Financial services pool leads to Set routed date, notify owner, create call task. Rotate to Retail pool leads to Set routed date, notify owner, create call task. Rotate to Generalist pool + notify sales ops leads to Set routed date, notify owner, create call task. Contact created / Industry set on company Industry grouping? Healthcare Rotate to Healthcare pool Financial services Rotate to Financial services pool Retail Rotate to Retail pool unmapped / blank Rotate to Generalist pool + notify sales ops Set routed date, notify owner, create call task

When to use it, when not to

Use it

  • Use it when reps are organized by vertical (for example healthcare, financial services, retail) rather than by territory or size, and each vertical has its own rep pool.
  • Use it alongside lead-routing-006 or lead-routing-007 when the org splits by both geography/size AND vertical; chain the branches, vertical first or territory first depending on which dimension has fewer, cleaner pools.
Read more on when to use itShow less

Skip it

  • Do not use it if industry data on the associated company is largely unpopulated or unreliable. Add an enrichment step, or fall back to a self-reported form field, see Variants.
  • Do not use it for named/strategic accounts with a fixed owner regardless of vertical; exclude those first, see lead-routing-011.
Read more on when to skip itShow less

The rest of this spec

Prerequisites · 5 items

Every property with its label, internal name, type and options, plus the assets the workflow needs.

Enrollment · 4 parts

The trigger, the criteria as ticked in the UI, the re-enrollment rule and the suppression list.

Steps · 15 numbered actions

Each action in order with its parameters, branches and delays.

Known pitfalls · 4

Traps seen in production, each with what breaks and what to do instead.

Test plan and UAT script · 5 cases, 3 variants

How to prove it works in a test portal, one case per branch, and a sign-off sheet.

Files · PDF, Markdown, JSON, CSV

The properties JSON creates the fields in one call. The workflow JSON documents the build.

Install · 1 click, switched off

The installer creates the properties and the workflow, switched off, then opens a task for what it cannot create. Nothing is deleted, enabled or enrolled.

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