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.
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.
The native integration is preferred when available, as it reduces manual steps and mapping errors.
| 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) |
| 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 |
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.