# Example: Happy-path triage — 7-lead list

7 leads → show all (≤10 rule). Owner ICP: SaaS, 10–50 employees.

---

## Ranked output

```
Here are your 7 leads, ranked by priority:

─────────────────────────────────────
1. Sarah Chen · Acme SaaS · Score: 78
   Last activity: 2 days ago (email reply)
   Sarah replied asking about API limits — evaluating for a 22-person team.
   Strong ICP fit. Lead is 12 days old (prime window). Open with her API
   question; offer a 20-min demo to walk through limits live.

2. Marcus Webb · Loop Analytics · Score: 64
   Last activity: 5 days ago (site visit)
   Visited pricing page twice this week, no reply to outreach. 31 employees,
   SaaS — good fit. Try a softer touch: share a case study instead of another
   demo ask.

3. Priya Nair · BuildFast · Score: 51
   Last activity: 9 days ago (email open)
   Opened the intro email, no reply. 18 days old — approaching stale. One
   more value-add touch (ROI one-pager) before deprioritizing.

[4–7 follow same format, scores 30–45]
─────────────────────────────────────

Draft follow-ups for any of these? (e.g., "draft for 1 and 2")
Propose call slots? (e.g., "find times for Sarah and Marcus")
```

---

## Follow-up draft — Sarah Chen

```
Subject: Re: API limits question

Hi Sarah,

Happy to answer the API limits question properly on a short call rather
than over email.

[Owner adds availability after booking]

Would that work?

[Owner name]
```
Draft shown. Not sent.

---

## Calendar proposal — Sarah Chen

```
Open 30-min slots (next 2 business days):
  • Thu Apr 25 · 10:00–10:30 AM
  • Thu Apr 25 · 2:00–2:30 PM
  • Fri Apr 26 · 9:00–9:30 AM

No events created — pick one and book it directly.
```

# Gotchas — lead-triage

---

## Gotcha: "Pipeline" bare trigger runs full scoring when user just wants a status check

**Why it matters:** "Pipeline" alone is ambiguous — the owner may want deal-stage totals, not a scored call list.

### ✗ Bad
```
User: "how's my pipeline?"
Claude: [runs full scoring, returns 12-lead ranked list]
```

### ✓ Good
```
User: "how's my pipeline?"
Claude: "Quick pipeline overview (deal stages + total value) or prioritized
         call list for today?"
```

---

## Gotcha: Stale engagement data inflates scores

**Why it matters:** `hs_email_open` is cumulative — opens from a year-old campaign make a cold lead look hot.

### ✗ Bad
```
Lead has 20 opens (all 11 months ago). Scores 25/25 on engagement.
Appears as #1. Owner calls; lead has no memory of the brand.
```

### ✓ Good
```
Cap engagement signals at 30 days. If all signals are older than 30 days,
engagement score = 0 and talking point notes:
"Engagement signals are stale (last: [date]) — approach as cold outreach."
```

---

## Gotcha: Customers appear in the lead list

**Why it matters:** Calling a `Customer` or `Evangelist` as a lead prospect is embarrassing.

### ✗ Bad
```
Lifecycle filter not applied → existing customer appears as #2 on the list.
```

### ✓ Good
```
Filter strictly: lifecyclestage = Lead or MQL only.
If a contact has a blank lifecycle stage, include with a warning flag:
"⚠ Lifecycle stage not set — confirm this is a lead before calling."
```

---

## Gotcha: Proposing calendar slots that conflict with existing events

**Why it matters:** Proposing a time the owner is already booked erodes trust immediately.

### ✗ Bad
```
Claude proposes "Tuesday 2–2:30 PM" without checking Calendar.
Owner already has a client call in that slot.
```

### ✓ Good
```
Fetch Calendar for next two business days before proposing any slot.
Only propose windows with no existing events ±15 minutes buffer.
If no free window exists, say so and offer to look further out.
```

# HubSpot Scoring — lead-triage

Field names, scoring weights, and ICP defaults.

---

## Fields to pull

| HubSpot field | Used for |
|---|---|
| `firstname`, `lastname` | Display |
| `company` | Display + ICP match |
| `email` | Follow-up draft recipient |
| `lifecyclestage` | Filter (keep Lead, MQL) |
| `hs_lead_status` | Filter (exclude Unqualified) |
| `industry` | Company fit |
| `numemployees` | Company fit — employee count on contact record. Often null; if null, treat as unknown and score accordingly. |
| `createdate` | Urgency — lead age |
| `hs_last_activity_date` | Recency penalty |
| `notes_last_updated` | Urgency — note recency |
| `hs_sales_email_last_replied` | Engagement — reply signal |
| `hs_email_open` | Engagement — open count (use only if within 30 days) |
| `hs_analytics_last_visit_timestamp` | Engagement — site visit |
| `num_contacted_notes` | Engagement — outreach volume |

---

## Scoring model (0–100 composite)

Four dimensions, each 0–25. Sum for composite.

### Engagement (0–25)
Only count signals from the last 30 days. Older signals score 0.

| Signal | Points |
|---|---|
| Email reply in last 14 days | +15 |
| Email open in last 7 days (no reply) | +8 |
| Site visit in last 7 days | +5 |
| >3 outreach attempts, no reply | −5 |

### Company fit (0–25)
Default ICP if owner hasn't stated one: any industry, 1–50 employees.

| Match | Points |
|---|---|
| Industry + size both match ICP | 25 |
| Size matches, industry unknown | 15 |
| Industry matches, size unknown | 12 |
| Neither matches or both unknown | 5 |

### Urgency (0–25)

| Signal | Points |
|---|---|
| Note contains "urgent," "ASAP," "deadline," "budget approved" | +15 |
| Lead age 7–21 days (prime follow-up window) | +10 |
| Lead age <7 days | +5 |
| Lead age >60 days | −5 |

### Recency penalty (subtracted from composite)

| Last activity | Subtract |
|---|---|
| <24 hours ago | −25 |
| 1–3 days ago | −10 |
| 4–7 days ago | −5 |
| >7 days ago | 0 |

---

## Custom ICP (runtime override)

If the owner states an ICP at runtime ("focus on SaaS, 10–100 employees"), apply it for that session only.