Template Ops

Enrich Salesforce records for HubSpot

Built by: Lusha

Difficulty: Medium

Tools: HubSpot ▪ Lusha ▪ Salesforce ▪ Workato

This play triggers when a new record is created in Salesforce, enriches the associated company using Lusha Connect, conditionally expands enrichment with Lusha Prospecting when needed, and creates a corresponding engagement in HubSpot to activate workflows.

The result: Salesforce records stay enriched and HubSpot workflows fire with accurate, up-to-date company intelligence.

Why this works

When Salesforce and HubSpot aren’t synced with the same company context, teams lose trust in data. Records drift, workflows misfire, and reporting breaks.

This play enriches company data once and propagates it downstream—so both systems operate on the same, reliable firmographic foundation.

What you get

Real-time trigger on new Salesforce record creation
Company enrichment via Lusha (industry, size, HQ, revenue range, funding stage where available)
Conditional prospecting enrichment if company data is incomplete
HubSpot workflow activation tied to enriched company context
Consistent company data across Salesforce and HubSpot

How to set it up

Connect your apps in Workato

Ensure active connections for:

Salesforce: permission to read new records
Lusha: API access for company and contact enrichment
HubSpot: permission to create engagements and trigger workflows

Configure the Salesforce trigger

Confirm:

Object type (Lead, Account, or custom object)
Trigger on new record creation

Best practice: Limit triggers to records with a company context to avoid unnecessary enrichment.

Configure Lusha company enrichment

Map identifiers:

Company domain (preferred)
Company name
Salesforce company ID (if available)

This step returns verified firmographic data.

Review conditional logic

If company enrichment succeeds:

Skip prospecting steps
If company data is missing or incomplete:
Proceed to contact-level prospecting enrichment

This keeps the workflow efficient.

Configure HubSpot engagement creation

Map enriched fields to:

Associate the engagement with the correct company or contact
Trigger the appropriate HubSpot workflow

Tip: Use engagement type or notes to indicate “Lusha Enriched” for visibility.

Test end-to-end

Create a test Salesforce record and confirm:

Company enrichment completes
Prospecting steps run only when needed
HubSpot engagement is created
Relevant workflows are triggered

What to do next

Add deduplication logic: Skip companies already enriched recently to save credits.
Sync enriched fields back to Salesforce: Keep Salesforce as the system of record for firmographics.
Branch workflows by segment: Trigger different HubSpot workflows based on company size or industry.
Monitor enrichment coverage: Track how many Salesforce records have complete company data.
Expand to ABM motions: Enrich multiple contacts once high-value accounts are identified.

The goal: Company enrichment should happen once—and power every system downstream. This play keeps Salesforce enriched and HubSpot workflows aligned, so teams operate on a single, trusted source of company truth.

Ready to run this?

One data connection. Works in Claude, ChatGPT, your CRM, or any agent you build.

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