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Round-robin across multiple pipelines (SMB pipeline vs Enterprise pipeline)

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.

11 steps
Per-hub plans: also Marketing Hub Professional

On per-hub plans, one of its steps belongs to another subscription: add to static list needs Marketing Hub Professional. Both are required to build it as written. On seat pricing the edition covers both.

Updated for HubSpot seat pricing
OutcomeA deal lands in the right pipeline based on its segment, then rotates only among the reps who actually work that pipeline, instead of one flat rotation ignoring pipeline structure.
Workflow maplead-routing-032
Deal created, owner unknown leads to Pipeline?. Pipeline? leads to SMB Pipeline: Rotate to SMB AE pool; Enterprise Pipeline: Rotate to Enterprise AE pool; other pipeline: Notify sales ops, add to Needs manual routing. Rotate to SMB AE pool leads to Set routed date, notify owner, create call task. Rotate to Enterprise AE pool leads to Set routed date, notify owner, create call task. SMB Pipeline Enterprise Pipeline other pipeline Deal created, owner unknown Pipeline? Rotate to SMB AE pool Rotate to Enterprise AE pool Notify sales ops, add to Needs manual routing Set routed date, notify owner, create call task
Deal created, owner unknown leads to Pipeline?. Pipeline? leads to SMB Pipeline: Rotate to SMB AE pool; Enterprise Pipeline: Rotate to Enterprise AE pool; other pipeline: Notify sales ops, add to Needs manual routing. Rotate to SMB AE pool leads to Set routed date, notify owner, create call task. Rotate to Enterprise AE pool leads to Set routed date, notify owner, create call task. SMB Pipeline Enterprise Pipeline other pipeline Deal created, owner unknown Pipeline? Rotate to SMB AE pool Rotate to Enterprise AE pool Notify sales ops, add to Needs manual routing Set routed date, notify owner, create call task

When to use it, when not to

Use it

  • Use it when the team runs two or more separate deal pipelines (for example SMB and Enterprise) with different reps, stages, and sales motions.
  • Use it when a deal's segment (company size, deal amount, or product) is known at creation and reliably determines which pipeline it belongs to.
Read more on when to use itShow less

Skip it

  • Do not use it if all deals share a single pipeline; a flat round-robin (lead-routing-009) is simpler.
  • Do not use it if pipeline assignment itself is manual and inconsistent; fix that classification step first, this workflow only routes once the pipeline is already correct.
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 · 11 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 · 4 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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