Automation

Automate repetitive tasks with workflows, score leads automatically, and nurture prospects with drip campaigns.

Automation Hub#

Step 1. Go to /default/automation

Step 2. View the automation overview, including the How It Works pipeline diagram

Step 3. Navigate to specific automation features: Workflows, Lead Scoring, Drip Campaigns, or AI Insights

Workflow Rules#

Workflows trigger actions automatically when specific conditions are met.

Step 1. Go to /default/automation/workflows

Step 2. View all existing workflow rules and their status (active/inactive)

Create a Workflow#

Step 1. Go to /default/automation/workflows/new

Step 2. Configure the Trigger — the event that starts the workflow:

• Lead created
• Lead status changed
• Lead score reaches threshold
• Deal stage changed

Step 3. Configure the Actions — what happens when the trigger fires:

• Send an email
• Assign to a team member
• Update a field
• Move to a pipeline stage
• Add to a lead group

Step 4. Click Save and toggle the workflow to Active

Tip: Start with simple workflows like auto-assigning new leads to a team member or sending a welcome email when a lead is created.

Lead Scoring#

Automatically score leads based on their attributes and behavior to prioritize follow-up.

Step 1. Go to /default/automation/scoring

Step 2. View existing scoring rules grouped by type:

• Demographic — job title, company size, industry
• Behavioral — page visits, email clicks, form submissions
• Engagement — email opens, meeting attendance, response time
• Firmographic — company revenue, employee count, location

Create a Scoring Rule#

Step 1. Click Add Rule

Step 2. Select the Rule Type (Demographic, Behavioral, Engagement, or Firmographic)

Step 3. Set the Field and Condition (e.g., Job Title contains "Director")

Step 4. Assign Point Value (positive to boost score, negative to lower it)

Step 5. Click Save

Recalculate Scores#

Step 1. Click Recalculate to re-score all leads based on current rules

Step 2. This is useful after adding or modifying scoring rules

Tip: Focus scoring rules on attributes that correlate with successful deal closures. Review and refine your rules quarterly.

Drip Campaigns#

Drip campaigns send a sequence of emails over time to nurture leads automatically.

Step 1. Go to /default/automation/drip-campaigns

Step 2. View all drip campaigns and their status

Create a Drip Campaign#

Step 1. Go to /default/automation/drip-campaigns/new

Step 2. Enter the Campaign Name and select target leads or groups

Step 3. Add steps to the sequence:

• Step 1 — Subject, body, send immediately or after a delay
• Step 2 — Subject, body, delay (e.g., 3 days after Step 1)
• Step 3+ — Continue adding steps as needed

Step 4. Use personalization tokens like {{first_name}} in subject and body

Step 5. Click Save and activate the campaign

Important: Test your drip campaign with a small group before rolling it out to your full list. Check that delays, personalization, and content display correctly.

Note: Contacts without an email on file are skipped automatically — the system exits their enrollment cleanly so they don't sit pending forever. Add an email to the contact (or remove them from the source group) if you need them in the campaign.

AI Insights#

Step 1. Go to /default/automation/insights

Step 2. Review AI-generated insights organized by priority:

• High Priority — action items that need immediate attention
• Medium Priority — opportunities for improvement
• Low Priority — suggestions for optimization

Step 3. Click on any insight to see recommended actions

Step 4. Act on the insights or dismiss them

Tip: Check AI Insights weekly to stay on top of optimization opportunities and emerging patterns in your data.