hubspot-plg-sync

Weekly PLG HubSpot Sync + Slack Digest

What this does

1. Pulls domain scores and champion contacts from BigQuery
2. Resolves and updates HubSpot companies + contacts with PQA/PQL properties
3. Applies dampening logic (bootstrap promotes immediately on first sync)
4. Excludes Target Account companies from PLG pipeline
5. Associates champion contacts to their companies
6. Legacy Clay enrichment and HubSpot workflow routing are disabled in scoring_sync.py. Dagster now owns Lead creation/update and writes the existing enrichment/routing workflow trigger fields plus Tier 1 Product Qualified Leads sequence intent. Tier 2 is held for now: no Lead creation, no enrichment trigger, and no sequence enrollment.
7. Posts the weekly Slack digest: 📊 This week at a glance (action plays), 🆕 Newly Active Accounts, 📈 Top Movers, 🏆 Tier 1 PQAs, ⚠️ Watch List, 💰 Pipeline Wins.

Enrichment policy

Clay enrichment is expensive, so the Dagster sync restricts it to accounts BDRs will actually work:

• Only enrich Tier 1 Product Qualified contacts for now. Tier 1 contacts receive available_for_enrichment and clay_enrichment_queue plus Product Qualified Leads sequence trigger fields.
• Hold Tier 2 for now. Tier 2 contacts still get PQL property refreshes for reporting, but no Lead is created, no enrichment trigger is written, and no sequence enrollment is requested.
• Never enrich Tier 3. Tier 3 champions still get PQL property refreshes for reporting, but no Lead is created and no outreach trigger fields are written.

Plays engine (📊 This week at a glance)

plg_upsell/scripts/scoring_digest.py generates up to five account-specific bullets from a typed candidate pool. Each candidate is ranked by priority, and at most one play per account surfaces so the top of the message isn't dominated by a single domain.

All numeric thresholds below (cohort size, employee counts, credit growth, credit totals, member counts) are illustrative examples — calibrate them for your own funnel.

• Tier 1 promotion (priority 5) — any active account whose pqa_tier just flipped to tier_1 this sync (weeks_above == 0 + tier == tier_1). Shown as: 🏆 <Company> crossed Tier 1 this sync (score X, ±Y WoW).
• Enterprise cohort (priority 5) — fires when ≥ ENTERPRISE_COHORT_MIN (default 3) newly-active accounts have company_size >= ENTERPRISE_SIZE_MIN (default 2000). One themed bullet replaces the per-company enterprise bullets for those same domains, so BDRs see it as a segment-level signal rather than N near-identical one-offs. Shown as: 🏢 Enterprise wave: N large orgs (≥2,000 employees) newly active — <Company A>, <Company B>, … (combined ~E,EEE employees, U active product users). Cohort members still remain eligible for other plays (credit surge, land-and-expand, etc.) through their own domain.
• Enterprise-scale account (priority 4) — fires when an active account has company_size >= ENTERPRISE_SIZE_MIN (default 2000) AND is not already in the enterprise cohort above. Bullet names the company, employee count, active product users in the domain (30d), and current tier + score. Shown as: 🏢 <Company> is enterprise-scale (N,NNN employees, M active product users) — Tier X at S.S. Engineer-specific count isn't in the dataset today; active product users (active_users_last_30d) is the closest proxy.
• Credit surge (priority 4) — WoW credit growth ≥ 30% and 30d credits ≥ 10,000.
• Credit limits hit (priority 4) — ≥ 1 user hit limits in the last 14d; reload $ included when non-zero.
• Land-and-expand (priority 3) — ≥ 2 new domain members joined in the last 14d.
• Self-upgrades (priority 3) — ≥ 1 user self-upgraded in the last 30d.
• Tier 1 drift (priority 3) — Tier 1 account with a negative WoW score delta.
• Admin champion emerged (priority 2) — Tier 1 account whose rank-1 champion is a team admin.

All bullets are pure signal framing (account + what changed + time window) — no prescriptive actions. BDRs already own the outreach motion for Tier 1/2 accounts, so the digest surfaces the what and lets reps decide the how. Time windows are explicit on every stat: (14d), (30d), (4w avg), WoW.

Required secrets

• GENERAL_HUBSPOT_APP_TOKEN (or HUBSPOT_PRIVATE_APP_TOKEN) — HubSpot private app token
• PLG_SLACK_BOT_TOKEN — Slack bot token for digest posting (uses chat.postMessage)
• GCP_SERVICE_ACCOUNT_JSON — GCP service account with BigQuery read access
• HUBSPOT_SLACK_WEBHOOK — (optional fallback) Slack incoming webhook URL
• PLG_OUTREACH_PROMPT_URL — (optional) Warp Drive Prompt share URL for the draft-champion-outreach skill. When set, each Tier 1 champion card in the digest renders a ✍️ Draft outreach link that opens the prompt with the champion's context pre-filled. Leave unset to suppress the link.
• PLG_PRODUCT_QUALIFIED_SEQUENCE_ID — HubSpot sequence ID for the Product Qualified Leads sequence. Dagster stamps this on Tier 1 champion contacts so the HubSpot workflow can perform actual sequence enrollment. Find this in HubSpot CRM > Sequences (the numeric ID appears in the URL when you open a sequence).
• PLG_PRODUCT_QUALIFIED_SEQUENCE_NAME — optional display name for sequence trigger fields (e.g. Tier 1 PQL).

One-time HubSpot setup (required before first live run)

1. Create pqa_bdr_routed_at property on the Company object (HubSpot Settings → Properties → Companies → Create property). Type: Date and time. This timestamp prevents double-routing on re-runs.
2. Create pqa_enriched_at property on the Company object. Type: Date and time. This timestamp gates Clay enrichment so a given PQA is only enriched once in its lifetime (Step 7.5 + 10.5). Without it, the preflight will flag every first-time T1/T2 account as eligible on every run.
3. Fill in sequence IDs in plg_upsell/scripts/scoring_sync.py (TIER1_SEQUENCE_ID / TIER2_SEQUENCE_ID). Find the IDs in HubSpot CRM → Sequences — the numeric ID is in the URL when you open a sequence.
4. Confirm workflow re-enrollment is disabled on your Account Router and Contact Router workflows (PLG_ACCOUNT_ROUTING_WORKFLOW_ID and PLG_CONTACT_ROUTING_WORKFLOW_ID) so contacts that drift back out and re-promote don't get enrolled a second time through the workflow itself.

Steps

1. Ensure we are on the correct branch and dependencies are installed:

   git checkout main && git pull
   python3 -m venv .venv
   .venv/bin/python -m pip install -r requirements.txt
   

   Note: Use Python 3.10+ — the fastmcp dependency requires it. On macOS the Homebrew binary is typically /opt/homebrew/bin/python3.

2. Write HubSpot credentials to .env (fallback for scripts that read from file):

   echo "HUBSPOT_PRIVATE_APP_TOKEN=${GENERAL_HUBSPOT_APP_TOKEN:-${HUBSPOT_PRIVATE_APP_TOKEN}}" > .env
   

   PLG_SLACK_BOT_TOKEN is read directly from the environment — no .env entry needed.

3. Run the scoring sync (BQ → HubSpot):

   .venv/bin/python plg_upsell/scripts/scoring_sync.py
   

   Expected output: domains processed, companies updated, contacts updated, promotions/demotions count.

4. Run the Slack digest (posts to #your-plg-alerts-channel):

   .venv/bin/python plg_upsell/scripts/scoring_digest.py
   

   Expected output: "✓ Digest posted to #your-plg-alerts-channel". The digest's 🏆 Tier 1 PQAs section renders a multi-line card per Tier 1 company (score + WoW, usage stats with explicit windows, urgency signals when present, and the top champion). When PLG_OUTREACH_PROMPT_URL is configured, the champion line carries a ✍️ Draft outreach link that opens the Warp Drive Prompt invoking the draft-champion-outreach skill with the champion's context; the skill drafts 3–4 tailored emails and replies in the digest thread.

5. Report success with:

   • Number of companies updated
   • Number of contacts updated
   • Number of promotions → Active
   • Number of accounts BDR-routed (and how many skipped due to recent sales email)
   • Number of contacts flagged for Clay enrichment + number of companies stamped with pqa_enriched_at (pulled from the Enrichment flagged / Enrichment stamped lines in the sync summary)
   • Slack digest channel confirmation

6. If either script fails, return the exact error and stop. Do not proceed to the digest if the sync fails.

7. If PLG_OUTREACH_PROMPT_URL is not set, warn that Tier 1 champion cards will render without ✍️ Draft outreach links. The digest still posts correctly — the links are additive.

Flags

• Add --dry-run to either script to preview without writing to HubSpot or posting to Slack
• Add --top-n 20 to scoring_sync.py to limit to top 20 domains (for testing)
• Add --domains "domain1.com,domain2.com" to scoring_sync.py to target specific domains
• --route-newly-active is deprecated and disabled; use the Dagster plg_hubspot_sync job for Lead routing
• --approve-tier2-domains is deprecated and disabled; Dagster records Tier 1/Tier 2 sequence intent on Leads