BluePoint sells two distinct ATM products — traditional ATM placement and reverse ATM (cash-to-card) solutions — each targeting a different buyer profile with different value propositions. The drip campaign strategy separates these audiences into dedicated sequences, using HubSpot's Product property as the trigger and Lifecycle Stage as the exclusion gate to keep disqualified contacts out of active workflows.
This approach was planned during a HubSpot training session in late 2025. See [1] for broader client context and [2] for the full meeting record.
Each contact's Product property value determines which drip sequence they enter:
| Product Value | Campaign |
|---|---|
| Traditional ATM | Traditional ATM drip sequence |
| Reverse ATM | Reverse ATM drip sequence |
Contacts without a Product value set should not enter either workflow until the field is populated.
A Disqualified option was added to the Lifecycle Stage property specifically to gate contacts out of active campaigns. Any contact with Lifecycle Stage = Disqualified must be excluded from enrollment in both drip sequences.
This prevents wasted sends to dead leads and keeps deliverability clean. See [3] for the rationale behind using Lifecycle Stage as the primary funnel property.
The two sequences should not overlap. A contact should only be enrolled in one campaign at a time based on their Product value.
IF Contact Type = Lead
AND Lifecycle Stage ≠ Disqualified
AND Product = [Traditional ATM | Reverse ATM]
THEN enroll in corresponding drip sequence
Wade agreed to email Melissa and Mark with specifics on:
- Who should receive each workflow
- When inactive leads should enter the sequence (timing/delay rules)
- What the content cadence should look like for each product line
Until that information is provided, workflows should not be built out in HubSpot.
Product property must be populated on contact records before enrollment logic can fireLifecycle Stage = Disqualified must be actively maintained by the sales team as leads are disqualifiedContact Type property (Leads, Customers, GPO Partners, Vendors) should be used to ensure only leads are enrolled — not customers or partners. See [4]