HubSpot Workflow Templates

Pre-built workflow configurations for lead scoring, nurturing, and assignment.

Table of Contents

• Campaign Tracking Setup
• Lead Scoring Configuration
• MQL to SQL Workflow
• Partner Lead Tracking
• Nurture Sequences

Campaign Tracking Setup

Create Campaign in HubSpot

1. Navigate to Marketing Campaigns Create Campaign
2. Name using convention: Q[N]-[YEAR]-[CHANNEL]-[CAMPAIGN-TYPE]
3. Example: Q2-2025-LinkedIn-ABM-Enterprise
4. Tag all assets (landing pages, emails, ads) with campaign ID

UTM Parameter Structure

utm_source={channel}       // linkedin, google, facebook
utm_medium={type}          // cpc, display, email, organic
utm_campaign={campaign-id} // q2-2025-linkedin-abm-enterprise
utm_content={variant}      // ad-variant-a, email-1
utm_term={keyword}         // [for paid search only]

Validation: Verify UTM parameters appear in HubSpot contact records after test submission.

Lead Scoring Configuration

Navigate to Configuration

Settings Marketing Lead Scoring

Scoring Rules

Action	Points	Rationale
Content download	+10 to +20	Based on content depth
Demo request	+30	High intent signal
Pricing page visit	+15	Commercial intent
Webinar attendance	+20	Engaged prospect
Email open	+2	Basic engagement
Email click	+5	Active interest

Channel Quality Modifiers

Source	Points	Rationale
LinkedIn	+5	Professional context
Google Search	+10	Active search intent
Organic	+15	Self-discovery
Referral	+20	Pre-qualified

Validation: Test lead scoring by creating a test contact and triggering each action.

MQL to SQL Workflow

SQL Definition Criteria

Required (all must be true):
 Job title: Director+ (or Budget Authority confirmed)
 Company size: 50-5000 employees
 Budget: $10k+ annual
 Timeline: Buying within 90 days
 Engagement: Demo requested OR High intent action

Workflow Configuration

1. Trigger: Lead score reaches MQL threshold (>75 points)
2. Action 1: Send automated email to SDR with lead details
3. Action 2: Create task for SDR qualification call
4. Branch Logic:
5. If qualified Update lifecycle stage to SQL, assign to AE
6. If not qualified Move to nurture list, reduce lead score by 30

SLA Configuration

Handoff	Target	Escalation
SDR responds to MQL	4 hours	Manager notification
AE books demo with SQL	24 hours	Director notification
First demo scheduled	3 business days	VP notification

Validation: Test workflow with a sample lead. Verify notifications trigger correctly.

Partner Lead Tracking

Create Partner Property

1. Settings Properties Create Property
2. Property name: Partner Source
3. Type: Dropdown select
4. Values: Partner A, Partner B, Affiliate Network, Direct

Partner UTM Configuration

Partner links: ?utm_source=partner-name&utm_medium=referral

Lead Assignment Workflow

1. Trigger: Contact property Partner Source is set
2. Action: Assign to Partner Manager
3. Notification: Slack alert when partner lead arrives

Partner Reporting Dashboard

Create custom report: Marketing Reports Create Report - Metrics: Leads, Pipeline, Revenue by Partner Source - Dimensions: Partner Name, Time Period

Validation: Submit test lead with partner UTM. Verify property populates and routing works.

Nurture Sequences

Lost Opportunity Recycle

Trigger: Deal stage = Closed Lost

Sequence: 1. Day 0: Add to nurture list, remove from active campaigns 2. Day 30: Educational content email 3. Day 60: Industry insights email 4. Day 90: Re-engagement offer email 5. Month 6: SDR re-qualification task

TOFU to MOFU Progression

Trigger: Contact downloads 2+ content pieces

Sequence: 1. Day 0: Thank you email with related content 2. Day 3: Case study email 3. Day 7: Webinar invitation 4. Day 14: Demo offer (soft CTA)

Closed Lost Reason Tracking

Configure deal properties to capture: - Price too high - Missing features - Chose competitor - No budget - Bad timing - Champion left company

Use data to inform: Product roadmap, pricing adjustments, competitive positioning.

2026 Galyarder Labs. Galyarder Framework.