create-icp-tiers
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
- 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)
Interview: Gather Requirements
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