Make.com Intercom Clearbit ActiveCampaign Lead Scoring

Qualify New Leads from Intercom with Clearbit & ActiveCampaign

Automatically score incoming leads using company data and sync qualified prospects to your CRM—no manual research required.

Get This Workflow → Make.com · Intercom · Free Template
Make.com workflow diagram showing Intercom triggering Clearbit enrichment and ActiveCampaign contact creation

What This Workflow Does

Every new lead that messages you via Intercom holds potential, but not all are worth your sales team's immediate time. Manually researching each company—checking size, industry, and funding—is a repetitive task that delays response and wastes resources. This automation solves that by instantly qualifying leads the moment they engage.

The workflow listens for new leads in Intercom, enriches their profile with Clearbit's powerful company database, and applies your custom qualification rules. If a lead meets your criteria (like being from a mid-sized tech company), it's automatically created as a contact in ActiveCampaign, ready for a targeted sales sequence. Unqualified leads can be tagged for nurturing, keeping your CRM clean and your team focused.

How It Works

The process is a seamless, three-app handoff that runs in the background, turning raw inquiries into actionable sales opportunities.

Step 1: Capture a New Lead from Intercom

The automation is triggered whenever a new user or lead is created in your Intercom workspace. This could be from a website chat, help request, or contact form submission. The workflow instantly captures their name, email, and any initial message.

Step 2: Enrich Lead Data with Clearbit

Using the lead's email domain, the workflow queries Clearbit's Company API. Within seconds, it retrieves vital firmographic data: company size (employee count), industry, estimated annual revenue, location, and technology stack. This transforms a simple email address into a rich company profile.

Step 3: Apply Qualification Rules & Filter

Here, you set the rules. The workflow checks the Clearbit data against your predefined criteria. For example, you might only want leads from companies with 50+ employees in the SaaS industry. If the lead passes the filter, the workflow proceeds. If not, it can be routed to a different list or simply logged.

Step 4: Create a Contact in ActiveCampaign

For qualified leads, the workflow creates a new contact in your ActiveCampaign CRM. It maps all the valuable data—the original Intercom info plus the enriched Clearbit fields—into custom fields. This contact can then automatically be added to a specific list, tagged as "Sales Qualified," and trigger a personalized welcome or sales outreach email sequence.

Pro tip: Use the Clearbit "tags" or "technology" data to add specific tags in ActiveCampaign. For example, tag leads who use a competing software, allowing for highly targeted competitor-switch campaigns.

Who This Is For

This automation is ideal for B2B SaaS companies, agencies, and tech service providers who generate leads through Intercom and need to prioritize sales efforts. It's perfect for sales teams drowning in unqualified inquiries, marketing teams wanting to measure lead quality, and founders who need to ensure their small team focuses on the highest-value opportunities.

What You'll Need

  1. A Make.com account (free tier available) to build and run the automation.
  2. An active Intercom account with users/leads coming in.
  3. A Clearbit API key (available from their website, with a free tier for basic enrichment).
  4. An ActiveCampaign account with administrator access to create contacts and custom fields.
  5. Clear qualification criteria defining your ideal customer profile (e.g., min company size, target industries).

Quick Setup Guide

After cloning the template, follow these steps to configure it for your business:

  1. Connect Your Apps: In the Make.com scenario, authorize the connections to your Intercom, Clearbit, and ActiveCampaign accounts.
  2. Define Your Filters: In the "Router" or "Filter" module, set up your conditions. For example: "Company size is greater than 50" AND "Industry contains 'Software'."
  3. Map ActiveCampaign Fields: In the "Create a Contact" module, map the incoming data (from Intercom and Clearbit) to the corresponding custom fields in ActiveCampaign (e.g., map Clearbit "metrics.employees" to a custom "Employee Count" field).
  4. Set Up ActiveCampaign Automation: In ActiveCampaign, create an automation that triggers when a contact is added to the "Qualified Lead" list, initiating your sales follow-up sequence.
  5. Test & Activate: Use the Make.com testing mode to simulate a new Intercom lead. Verify the data flows correctly, the filter works, and a contact appears in ActiveCampaign. Then, schedule the scenario to run in real-time.

Key Benefits

Eliminate 15+ minutes of manual research per lead. Your sales team receives a complete company dossier automatically, allowing them to craft personalized outreach from the first touchpoint instead of spending time on LinkedIn and Crunchbase.

Improve lead response time from hours to seconds. High-potential leads are identified and routed to sales instantly, dramatically increasing the chance of conversion by engaging them while their interest is hottest.

Ensure 100% data consistency in your CRM. Every qualified contact enters ActiveCampaign with the same set of enriched fields, eliminating human error in data entry and making segmentation and reporting accurate and powerful.

Sharpen your ideal customer profile (ICP) over time. By analyzing which Clearbit-qualified leads actually convert, you can refine your automation filters, creating a self-improving system that gets smarter and more efficient.

Maximize your sales team's capacity. By filtering out leads that don't fit your ICP, you protect your team's time, allowing them to focus on closing deals that matter and directly impact revenue.

Frequently Asked Questions

Common questions about lead qualification automation and integration

Lead qualification automation uses data to instantly score and prioritize new leads, saving sales teams hours of manual research. It's crucial because it ensures your team focuses on high-potential prospects, improving conversion rates and shortening sales cycles by acting on the most promising leads immediately.

Without automation, valuable sales time is wasted on leads that are too small, in the wrong industry, or simply not a good fit. This system acts as a 24/7 gatekeeper, applying consistent, data-driven rules to every inquiry.

Clearbit enriches lead data with firmographic and technographic information like company size, industry, funding, and technology stack. When a lead comes from Intercom, Clearbit instantly appends this data, allowing you to set qualification rules based on objective metrics rather than just the lead's initial message or email.

For example, you can prioritize a lead from a 200-person tech company over one from a solo consultant, even if their initial questions are similar. This data-driven approach removes guesswork and bias from early-stage qualification.

Connecting Intercom and ActiveCampaign creates a seamless handoff from marketing to sales. Qualified leads from Intercom conversations are automatically added to ActiveCampaign with enriched data, triggering targeted email sequences, assigning sales tasks, and ensuring no high-value lead falls through the cracks between teams.

This integration closes the loop on customer conversations. Marketing can see which chats lead to qualified opportunities, and sales has full context from the very first interaction, enabling more personalized and effective follow-up.

Common automatic qualification metrics include company employee count (e.g., 50+), industry match, annual revenue, technology used, and location. You can also score based on funding stage or specific job titles. The key is to align these metrics with your ideal customer profile to filter for the most relevant prospects.

Start with 2-3 core criteria to avoid being too restrictive. You can always adjust the filters later based on which types of qualified leads actually convert into customers for your business.

Yes, the Make.com template is fully customizable. You can modify the filters to match your specific criteria, such as requiring a minimum company size, excluding certain industries, or only passing leads from specific geographic regions. You can also add multiple qualification tiers for different sales follow-up processes.

For instance, you could create a "High Priority" tier for enterprise-sized companies and a "Nurture" tier for smaller startups, routing each to different lists and email sequences in ActiveCampaign.

It eliminates manual data entry and research. Sales reps receive ActiveCampaign contacts pre-enriched with company data and pre-qualified, so they can start personalized outreach immediately. This can save 10-15 minutes per lead, allowing reps to contact more prospects and focus on selling rather than administrative work.

The productivity gain compounds over time. A team receiving 20 qualified leads per week saves over 40 hours of research per month—essentially giving them back an entire work week to spend on closing deals.

Absolutely. GrowwStacks specializes in building tailored lead qualification systems that connect your specific tech stack. We can design automations that incorporate your unique scoring model, integrate additional data sources, and create custom workflows for your sales process, ensuring maximum efficiency and lead conversion.

Whether you use a different CRM, have complex multi-tier scoring, or need to integrate with your internal databases, we can build a solution that fits your exact needs. This free template is a great starting point, but a custom system aligns perfectly with your business goals.

  • Integration with your existing CRM and marketing tools.
  • Custom scoring logic based on your historical conversion data.
  • Ongoing support and optimization as your process evolves.

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