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Territory routing using company property (custom territory field) plus company hierarchy

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

Enterprise

Seat pricing: Enterprise 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 Enterprise.

6 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 subsidiary company inherits its territory and owner pool from its parent account instead of being routed as if it were an unrelated, brand-new company.
Workflow maplead-routing-037
Company created / parent company set leads to Parent company associated?. Parent company associated? leads to No: Standalone company - use lead-routing-006 instead; Yes: Parent Territory known?. Parent Territory known? leads to Yes: Copy Territory from parent, set routed date; No: Add to Territory pending list, notify sales ops. No Yes Yes No Company created / parent company set Parent company associated? Standalone company - use lead-routing-006 instead Parent Territory known? Copy Territory from parent, set routed date Add to Territory pending list, notify sales ops
Company created / parent company set leads to Parent company associated?. Parent company associated? leads to No: Standalone company - use lead-routing-006 instead; Yes: Parent Territory known?. Parent Territory known? leads to Yes: Copy Territory from parent, set routed date; No: Add to Territory pending list, notify sales ops. No Yes Yes No Company created / parent company set Parent company associated? Standalone company - use lead-routing-006 instead Parent Territory known? Copy Territory from parent, set routed date Add to Territory pending list, notify sales ops

When to use it, when not to

Use it

  • Use it when the business sells to organizations with multiple legal entities or locations linked in HubSpot's company hierarchy (parent and child companies), and territory should follow the parent, not be re-derived per subsidiary.
  • Use it once contact-level territory routing (lead-routing-001) already exists and this fiche is layered underneath it, filling in Territory at the company level before contacts inherit it.
Read more on when to use itShow less

Skip it

  • Do not use it if the business has no meaningful parent-child company structure; a flat contact-level territory workflow is simpler, see lead-routing-001.
  • Do not use it as a substitute for named-account routing; a strategic subsidiary of a strategic parent should still go through lead-routing-011's suppression, not this general territory logic.
Read more on when to skip itShow less

The rest of this spec

Prerequisites · 4 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 · 6 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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Read the free Lead routing spec

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