Score and route contacts by ICP fit — Lusha in HubSpot Breeze

Trigger — Contact enriched by Lusha

Set the enrollment trigger to “Contact property — Lusha enriched date — is known” AND “Lusha ICP score — is unknown.” This ensures the scoring workflow only fires on contacts that have been enriched and haven’t been scored yet.

Action — Evaluate ICP criteria using If/Then branches

Add an If/Then branch action for each ICP criterion. Check must-have criteria first — if industry or company size fails, branch directly to the Low score path without evaluating further. For contacts that pass must-have criteria, evaluate weighted criteria and accumulate the score using a HubSpot score property.

Action — Write ICP score to Contact record

Use “Set property value” to write the ICP score — High, Medium, or Low — to lusha_icp_score. Write the individual criterion results to their checkbox properties so reps can see exactly why a contact scored the way it did.

Action — Route contact to correct rep or queue

Add another If/Then branch based on lusha_icp_score. High → assign to senior AE using “Rotate contact owner” or “Set contact owner” by territory. Medium → assign to SDR queue. Low → enroll in nurture sequence or set lifecycle stage to “Subscriber.”

Output — Scored, routed contact ready for the rep

The rep opens a Contact that is enriched, scored, and already in their queue. They know immediately whether this is a priority call, a qualifying conversation, or a nurture touch — without opening a single other tool.

Create the scoring properties

In HubSpot → Settings → Properties, add all scoring properties listed in the table above to the Contact object. Create lusha_icp_score as a Dropdown select with three options: High, Medium, Low.

Build the scoring Workflow

In HubSpot → Automation → Workflows → Create Workflow → Contact-based. Set enrollment trigger to “Lusha enriched date is known” AND “Lusha ICP score is unknown.” Enable re-enrollment off.

Add must-have criterion checks first

Add an If/Then branch: “Lusha industry — contains any of — [your ICP industries].” No branch = set lusha_icp_score to Low and exit. Yes branch = continue to size check. Repeat for employee count range.

Add weighted criterion checks

For each weighted criterion — seniority, funding stage, geography — add an If/Then branch. On the Yes branch, check the corresponding checkbox property. After all checks, use a final If/Then on the checkbox count to assign High, Medium, or Low to lusha_icp_score.

Add routing actions

After the score is set, add another If/Then branch on lusha_icp_score. High → Set contact owner by territory + create task. Medium → Rotate contact owner to SDR queue. Low → Enroll in nurture sequence + set lifecycle stage to Subscriber.

Test with known contacts

Create a test contact that matches your ICP exactly — confirm it scores High and routes to the correct owner. Create a second test contact with an out-of-ICP industry — confirm it scores Low. Check the Workflow history tab for each contact to verify every branch fired correctly.