Create ICP Tier Property and Classification Workflows

Classify every company in the CRM into an Ideal Customer Profile tier based on firmographic data. Creates a custom dropdown property and 4 automated workflows that continuously classify companies as they enter or change.

Why This Matters

Without ICP classification, every inbound lead looks the same regardless of whether they come from a large enterprise in a target vertical or a tiny company in an irrelevant industry. Sales and marketing have no systematic way to prioritize outreach, allocate resources, or differentiate campaigns by company fit. ICP Tier is also a major input to the lead scoring model.

Prerequisites

• Super Admin permissions in HubSpot
• A HubSpot private app access token (HUBSPOT_ACCESS_TOKEN in .env) with company read/write and crm.schemas.companies.write scopes
• Python 3.10+ with uv
• Access to Automation > Workflows (Marketing Hub Professional or higher)
• Data enrichment processes completed (company name, industry, geo values) so company data is as complete as possible
• Company properties Number of Employees and Industry should be well-populated. Check coverage:
  • Industry: aim for 80%+ populated
  • Employee count: aim for 80%+ populated
  • Companies missing these fields will fall to "Not ICP" (conservative, intentional)