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Lead Segments

Lead segments group individual leads by criteria you define — their engagement level, profile attributes, event behavior, or any combination. They power campaigns, route leads to the right team, and serve as targets for triggers and notifications.

Creating a Lead Segment​

  1. Navigate to Configure > Segments.
  2. Make sure Lead Segments is selected at the top of the page.
  3. Click Create Segment.
  4. Enter a name and optional description.
  5. Set the segment to Active so it starts evaluating membership.
  6. Click Save.

Segments configuration page showing a list of segments with name, description, status, lead count, and action buttons

Adding Rules​

Click into a segment to open the rule builder, then:

  1. Click Add Rule.
  2. Select the rule type (Lead Metadata, Event Metadata, Engagement Level, Profile Level, Account Metadata, Account Level).
  3. For Lead Metadata or Account Metadata: pick the field name (populated from your profile and account mappings).
  4. For Event Metadata: pick the event type first, then the metadata field within that event.
  5. For Level rules: pick the level name from the dropdown.
  6. Choose an operator and (when applicable) enter a value.
  7. Click Save Rules.

For the full list of rule types and operators, see How Segments Work.

Preview Membership Before Saving​

The rule builder includes a Preview button. Click it to evaluate your pending rules and see:

  • The total count of leads that match.
  • A sample of individual matching leads.

Use this to sanity-check before saving. A segment that matches 80% of all leads is probably too broad; one that matches three leads is probably too narrow.

Common Lead Segment Patterns​

Score-Based Tiers​

Start here if you're new to segmentation. These segments are the foundation of most outreach workflows:

SegmentRule
Cold LeadsEngagement Level equals "Cold"
Warm LeadsEngagement Level equals "Warm"
Hot LeadsEngagement Level equals "Hot"
Sales-ReadyEngagement Level equals "Very Hot"

Fit + Engagement Cross-Sections​

Where the real value lives. These reveal opportunities a single dimension can't:

SegmentRule Logic
Strong Fit, HotProfile Level = "Strong Fit" AND Engagement Level in ["Hot", "Very Hot"]
Strong Fit, ColdProfile Level = "Strong Fit" AND Engagement Level = "Cold"
Poor Fit, HotProfile Level = "Poor Fit" AND Engagement Level = "Hot" — likely competitors or noise

Behavior-Driven​

SegmentRule Logic
Demo RequestorsEvent metadata: Form Submit where form_id contains "demo"
Pricing-Page VisitorsEvent metadata: Page View where path contains "/pricing"
Webinar AttendeesEvent metadata: Webinar Attend exists

Role and Title​

SegmentRule Logic
Senior Decision-MakersLead metadata: seniority in ["VP", "Director", "C-Level"]
Engineering RolesLead metadata: job_title contains "engineer"

Adding Leads to a Segment Manually​

Sometimes automatic rules don't capture every case (e.g., a list of leads from a recent event). To add leads manually:

  1. Go to Analyze > Leads.
  2. Filter or select the leads you want to add.
  3. Click Add to Segment in the toolbar.
  4. Choose the target segment and confirm.

The leads stay in the segment as long as they continue to match its rules. If you want a permanent group regardless of rules, export to CSV instead — see Best Practices for the static-snapshot pattern.