Clay to HubSpot Integration Workflow
Overview
Enriched company and contact data built in Clay can be pushed to HubSpot for campaign execution either via CSV export/import or through Clay's native HubSpot integration. This workflow sits at the center of the targeted outreach process: Clay handles list building and qualification, HubSpot handles sequencing and nurturing.
The general data flow is:
ZoomInfo → Clay (enrichment & qualification) → HubSpot (sequences & nurturing)
ZoomInfo is used selectively — only when additional enrichment is needed beyond what Clay can provide directly. This avoids spending Clay credits on leads that don't require it.
Transfer Methods
Option 1: CSV Export / Import
- Complete enrichment and scoring in Clay.
- Export the table as a CSV.
- Import into HubSpot, mapping Clay columns to HubSpot contact/company properties.
Option 2: Native Clay–HubSpot Integration
Clay supports a direct HubSpot connection without requiring a CSV intermediary. As of the meeting where this was discussed, the integration was already active on the shared Clay account.
- Verify access: Clay → Connections → HubSpot
- Confirm team members are added to the Clay workspace so they can trigger pushes.
The native integration is preferred when available, as it reduces manual steps and mapping errors.
What to Push to HubSpot
Company Records
| Field | Notes |
|---|---|
| Company name | Standard HubSpot property |
| Industry | e.g., Food & Beverage |
| Revenue (estimated) | Used for size qualification |
| Region / State | For territory filtering |
| Revenue growth (6mo / 12mo) | Stagnation signal |
| Headcount growth | Stagnation signal |
| Job openings count | Stagnation signal |
| Latest funding date | Stagnation signal |
| Negative news summary | Scraped via Clay AI prompt |
| Stagnation Score | Custom HubSpot field (see below) |
Contact Records
| Field | Notes |
|---|---|
| First / Last name | Standard |
| Title | VP and above (Sales, Marketing, CEO, President) |
| Phone number | For call sequences |
| Email address | For email sequences |
| LinkedIn profile URL | For LinkedIn outreach steps |
| Associated company | Links contact to company record |
Stagnation Score Custom Field
A composite Stagnation Score is calculated outside of Clay (recommended: Excel) by weighting the qualification signals, then added as a custom numeric property in HubSpot.
To create the field in HubSpot:
1. Go to Settings → Properties → Company Properties
2. Create a new property: Stagnation Score (type: Number)
3. Include this field in the CSV or map it in the native integration
Leads are then prioritized in HubSpot by sorting on this field — highest stagnation score worked first.
Workflow Tips
- Test before full runs: When adding enrichment columns in Clay, process the first 10 rows only until the output looks correct, then run the full list.
- Two-table structure: Maintain a separate Clay table for companies and a second table for contacts. Build and validate the company list first, then enrich contacts against it.
- Field hygiene: Only push fields to HubSpot that will be actively used in sequences or for filtering. Avoid cluttering contact records with raw Clay debug columns.
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