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Account Tiering

Pull closed deal history from HubSpot, define tier criteria based on ACV and fit, enrich accounts in Clay, then sync tier assignments back to HubSpot with automated workflows.

OutcomeReps focus on accounts most likely to close fast and expand, driving higher ACV and shorter sales cycles.

OperationalTime to value: 3 to 4 weeks4 tools

How it flows

How it flows.

Source
CRM Existing Data
Process
Closed Won
Process
Closed Lost
Process
Define Segmentation
Process
Industry
Process
Company Size
Process
Business Model
Process
Scoring Logic
Agent
Clay
Process
Enrich Data
Output
Tier 1 Accounts
Output
Tier 2 Accounts
Output
Tier 3 Accounts
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    Build it, step by step

    Build it, step by step.

    1. 01

      Analyze historical deal outcomes

      Export 12 to 24 months of closed deals from HubSpot. Identify patterns in ACV, sales cycle, expansion, industry, company size, and geography for wins vs. losses.

      • Export Closed Won and Closed Lost deals
      • Calculate average ACV, sales cycle length, and expansion revenue by segment
      • Note best-fit industries, company sizes, and geographies
      • Flag poor-fit industries and company size mismatches

    2. 02

      Define tier criteria

      Set rules for Tier 1 (strong fit), Tier 2 (good fit), and Tier 3 (low fit) based on firmographics, technographics, and behavioral signals.

      • Map industry, company size, revenue, and business model to tier rules
      • Add technographic filters (tech stack presence or absence)
      • Include intent signals (hiring, funding, tool adoption)
      • Document tier definitions in a shared table

    3. 03

      Build Clay account table

      Create a Clay table with company name, domain, LinkedIn URL, employee count, revenue, industry, location, tech stack, and placeholder columns for segment and tier.

      • Import company list or sync from HubSpot
      • Add columns for firmographic and technographic data
      • Create segment and tier columns for scoring output
      • Set up formulas to calculate tier scores

    4. 04

      Enrich and score accounts

      Use Clay enrichments to fill missing firmographic and tech stack data, then apply scoring formulas or ChatGPT prompts to assign tiers.

      • Run enrichments for employee count, revenue, industry, and location
      • Pull tech stack data from BuiltWith or similar providers
      • Use Clay formulas or ChatGPT to score accounts against tier rules
      • Assign final tier (1, 2, or 3) to each account

    5. 05

      Sync enriched data to HubSpot

      Push account tier, segment, and key firmographic fields from Clay into HubSpot company and contact records with correct field mapping.

      • Map Clay columns to HubSpot properties (tier, segment, enriched fields)
      • Ensure no duplicate company records are created
      • Sync to both company and associated contact records
      • Validate data in HubSpot after sync

    6. 06

      Build HubSpot automation workflows

      Create company-based workflows that trigger on property changes, re-enroll accounts when data updates, and flag accounts missing tier assignments.

      • Set up workflows triggered by new or updated company properties
      • Enable re-enrollment to catch tier changes over time
      • Assign or update tier dynamically based on property values
      • Flag accounts with missing or incomplete tier data for review

    7. 07

      Monitor tier performance

      Track conversion rate, deal size, and sales cycle by tier. Review data quality and tier distribution monthly, adjust criteria quarterly.

      • Build HubSpot reports for conversion rate, ACV, and cycle time by tier
      • Monitor data quality (missing fields, stale data)
      • Check tier distribution to ensure balance
      • Run monthly data reviews and quarterly strategy updates

    The stack

    The stack.

    Related workflows

    Related workflows.

    Revenue WorkflowVisitor De-AnonymizationCaptures anonymous website traffic, unmasks company and contact data, scores fit, and triggers tiered outbound motion based on intent strength.
    Revenue WorkflowTarget Account Build and ScorePull closed deal data from your CRM, backtest to define your real ICP, build and score a broad TAM, then orchestrate outbound and signal tracking that pushes qualified accounts back into pipeline.
    Revenue WorkflowSignal ActivationThis workflow ingests intent signals from CRM, product, review sites, partner networks, technographic feeds, and social channels. It cleans, scores, and routes them into your CRM and activation tools so reps act on qualified opportunities fast.

    Talk to us: Want this workflow run for you?

    We wire it into your stack, then run it.

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