The First Touch Score
At the heart of the qualification process is the First Touch Score, a proprietary metric generated for every prospect processed by the agent.What is it?
The First Touch Score is a numerical rating that represents how closely a prospect matches your Ideal Customer Profile (ICP).How is it calculated?
The AI evaluates multiple data points to determine the score:- Person Fit: Does the contact’s job title, seniority, and department match your buyer persona?
- Company Fit: Does the company’s industry, headcount, revenue, and technology stack align with your target market?
- Exclusion Criteria: Is the prospect on a competitor list or part of a blocked domain?
Using the Score
You can use the score to create conditional logic in your flows:- High Fit (e.g., 80-100): Automatically enroll in your primary “Cold Outreach” sequence.
- Medium Fit (e.g., 50-79): Route to a “Manual Review” task or a lower-volume nurture campaign.
- Low Fit (e.g., <50): Automatically disqualify to prevent wasted spend.
First Touch Score Evidence
To ensure transparency, the AI never gives a score without explaining why. This explanation is captured in the First Touch Score Evidence field.Why this matters: The “Evidence” field builds trust by letting you audit the AI’s decision-making. You don’t have to guess why a prospect was marked as “Qualified”—the AI tells you exactly what matched.The image below shows an example of a prospect’s score and the corresponding evidence.
Example Output
Based on the image above, here is how the AI explains a low score (38/100):
- Role Fit: “Tom Regan is a Chief Executive Officer, fitting the leadership title criteria.”
- Company Mismatch: “Company is a cannabis dispensary, not a SaaS B2B company, missing key ICP requirements (HubSpot usage, SaaS, B2B focus).”
HubSpot Integration Fields
When First Touch is connected to HubSpot, it enriches your CRM records with both standard data and proprietary AI intelligence.Qualification Properties
These fields are created specifically by the AI Qualification agent to help you sort and filter leads inside HubSpot.| Property Name | Description | Data Type |
|---|---|---|
| First Touch Score | The numerical fit score assigned by the AI. | Number |
| First Touch Score Evidence | The natural language explanation detailing why the score was assigned. | Single-line Text / Text Area |
| First Touch Status | The prospect’s current state in the First Touch system (e.g., Qualified, Rejected, Enrolled). | Dropdown Select |
| First Touch Research | The output of any specific research tasks performed on the contact. | Multi-line Text |
Enrichment Properties
In addition to the qualification data, First Touch acts as a live data provider, updating standard HubSpot fields whenever new information is found during the research process.- Contact Information: First Name, Last Name, Job Title, Mobile Phone, Business Email, LinkedIn URL.
- Company Information: Company Name, Industry, Number of Employees, Website URL, City/State/Country.
Sync Direction: First Touch syncs data bi-directionally. Changes made in First Touch (like a new email address found by the AI) will push to HubSpot, and changes in HubSpot (like a new lifecycle stage) can trigger First Touch flows.