This workflow runs immediately after the enrichment workflow completes. It reads the Lusha-enriched fields on the Lead record, scores the lead against your ICP criteria, writes the score back to Salesforce, and routes the lead to the correct rep or queue automatically.
1
Trigger — Lead enriched by Lusha
The Flow fires when the Lusha_Enriched_Date__c field is populated on a Lead record — meaning the enrichment workflow has completed and verified data is available to score against.
2
Action — Score the lead against ICP criteria
The Flow evaluates the enriched fields against your ICP scoring rules — must-have criteria first, then weighted scoring across industry, company size, funding stage, seniority, and geography. Each criterion that matches adds points. Must-have failures immediately assign a Low score regardless of other criteria.
3
Action — Write ICP score to Lead record
The Flow writes the ICP score — High / Medium / Low — and the individual criterion scores to custom fields on the Lead record. Reps can see exactly why a lead scored the way it did, not just what the score is.
4
Action — Route lead to correct rep or queue
Based on the ICP score, the Flow assigns the Lead to the correct owner — High-fit leads to senior AEs, Medium-fit to SDRs, Low-fit to a nurture queue. Routing rules are fully configurable to match your team structure.
5
Output — Scored, routed Lead ready for the rep
The rep opens a Lead that is enriched, scored, and already assigned to their queue. They know immediately whether this is a priority call, a qualifying conversation, or a nurture touch — without opening a single other tool.
What you’ll get back
A Lead record that looks like this when the rep opens it:
| Salesforce field | Value |
|---|
| Title | VP of Sales ✓ Lusha verified |
| Seniority | VP |
| Industry | Revenue Intelligence / SaaS |
| Employees | 280–320 |
| Funding stage | Series B |
| HQ | Austin, TX |
| Lusha ICP score | High |
| ICP — Industry match | ✓ SaaS — matches ICP |
| ICP — Size match | ✓ 280–320 employees — matches ICP |
| ICP — Funding match | ✓ Series B — matches ICP |
| ICP — Seniority match | ✓ VP — matches target buyer |
| ICP — Geography match | ✓ North America — matches ICP |
| Lead owner | [Senior AE name] — auto-assigned |
| Lusha enriched | [date] ✓ |
Build it
Step 1 — Add ICP scoring fields to the Lead object
In Salesforce Setup, go to Object Manager → Lead → Fields & Relationships. Add the following custom fields:
| Field label | Field type | API name |
|---|
| Lusha — ICP score | Picklist (High / Medium / Low) | Lusha_ICP_Score__c |
| Lusha — Industry match | Checkbox | Lusha_Industry_Match__c |
| Lusha — Size match | Checkbox | Lusha_Size_Match__c |
| Lusha — Funding match | Checkbox | Lusha_Funding_Match__c |
| Lusha — Seniority match | Checkbox | Lusha_Seniority_Match__c |
| Lusha — Geography match | Checkbox | Lusha_Geography_Match__c |
| Lusha — Score reason | Text area | Lusha_Score_Reason__c |
Step 2 — Define your ICP scoring rules
Before building the Flow, define your ICP criteria and weights. A simple starting framework:
| Criterion | Must-have | Points if met |
|---|
| Industry matches ICP | Yes — Low score if fails | Pass / Fail |
| Employee count in ICP range | Yes — Low score if fails | Pass / Fail |
| Seniority matches target buyer | No | +3 |
| Funding stage matches ICP | No | +2 |
| Geography matches ICP | No | +1 |
Score interpretation: 5–6 = High · 3–4 = Medium · 0–2 or must-have fail = Low. Adjust thresholds to match your qualification standards.
Step 3 — Build the scoring Flow
In Salesforce Flow Builder, create a new Record-Triggered Flow:
- Object: Lead
- Trigger: A record is updated
- Entry condition: Lusha_Enriched_Date__c is not null AND Lusha_ICP_Score__c is null
- Add Decision elements for each ICP criterion — evaluate the enriched fields against your ICP rules
- Use Assignment elements to accumulate the score and set checkbox fields
- Add a final Decision element that maps the total score to High / Medium / Low
- Add an Update Records element to write the score and checkbox fields back to the Lead
Step 4 — Build the routing Flow
Add routing logic to the same Flow or as a separate triggered Flow:
- High ICP score → assign to senior AE queue or specific rep based on territory
- Medium ICP score → assign to SDR queue for qualification
- Low ICP score → assign to nurture queue or mark as disqualified
- Add an optional notification step — Task created for the assigned rep with the ICP score and top matching criteria
Step 5 — Test with a live lead
Create a test Lead that matches your ICP exactly and confirm it scores High and routes to the correct queue. Create a second test Lead with an out-of-ICP industry and confirm it scores Low. Check the Lusha_Score_Reason__c field on both records to verify the scoring logic is firing correctly. Full troubleshooting guidance at docs.lusha.com/guides.
Example outputs in this workflow are illustrative — they reflect the structure, fields, and format of real Lusha API output, but were not pulled from a live session. Build this workflow with your own Lusha API key and Salesforce org to see live results.
