Monitors your existing customer accounts for growth signals: hiring surges, funding rounds, executive hires, and product expansion signals. When an account shows buying propensity, the CSM gets a contextual HubSpot alert before the customer starts looking at alternatives.
Most upsell conversations happen reactively. The customer brings it up, or the CSM checks in at renewal. By then, either the window has passed or a competitor is already in the conversation.
Growth signals are public and available in real time. A customer who just raised a Series B, hired 20 engineers in a month, or posted a VP of Sales job is almost certainly expanding their stack. This pipeline catches those signals the moment they appear and puts them in front of the right CSM with context, so the conversation happens first, not last.
Company posts 10+ new roles in 30 days, especially in functions your product serves: Sales, Marketing, RevOps, Engineering.
New funding round detected via Crunchbase or news scraping. Funded companies expand headcount and tools quickly.
New C-suite or VP joins the company. New executives frequently re-evaluate the tech stack in their first 90 days.
Customer starts posting roles or content suggesting they're moving into a new market or product line, and your product may need to scale with them.
The pipeline pulls your current customer list from HubSpot daily: all companies with deal stage "Closed Won" or customer lifecycle stage. This becomes the watchlist. New customers are automatically added as they close; churned accounts are removed.
For each customer, Clay runs enrichment columns that check: LinkedIn job posting count (last 30 days), Crunchbase funding announcements (last 90 days), recent executive hires (LinkedIn profile changes), and company news via Google News API. Each signal is compared against the previous day's snapshot to detect changes.
Each signal type contributes to a propensity score, a 0–100 number representing expansion likelihood in the next 90 days. Hiring surge in a relevant function scores highest. Multiple signals firing simultaneously creates a compound score. Accounts crossing the threshold (configurable, typically 65+) trigger an alert.
When a customer crosses the propensity threshold, n8n fires the alert sequence. It looks up the assigned CSM from HubSpot, generates a natural-language summary of the signals detected (e.g. "Acme Corp hired 14 people last month including a VP of Revenue and posted 3 SDR roles. Expansion signal strong."), and prepares the HubSpot task.
A task is created on the customer's HubSpot record: "Expansion signal detected. Reach out this week.". The task includes the signal summary, propensity score, and suggested talking points based on the specific signals. Simultaneously, a Slack message goes to the CSM's channel and an email summary hits their inbox. Everything they need to start the conversation.
I'll build this monitoring pipeline for your customer base and CRM.