---
title: Clay to HubSpot Integration Workflow
type: article
created: '2026-04-05'
updated: '2026-04-05'
source_docs:
- raw/2025-10-29-sales-standup-97628459.md
tags:
- clay
- hubspot
- integration
- lead-generation
- outreach
- sales
layer: 2
client_source: null
industry_context: null
transferable: true
---

# 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

1. Complete enrichment and scoring in Clay.
2. Export the table as a CSV.
3. 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.

## Related Articles

- [[knowledge/sales/stagnation-score-methodology]]
- [[knowledge/sales/multi-touch-outreach-sequence]]
- [[knowledge/sales/targeted-campaign-strategy]]
- [[knowledge/integrations/clay-list-building]]