Product map
TargetOS is a HubSpot-native ICP discovery and inbound qualification application. Its compute service researches and scores evidence, while the user experience stays in the HubSpot surfaces your team already uses.
App Home
Run six-step ICP discovery, approve models, and review qualification, source, revenue, coverage, and drift reporting.
App settings
Configure enrichment sources, provider credentials, score thresholds, active models, and automation recommendations; view the plan-controlled refresh schedule.
CRM record cards
See match, tier, confidence, evidence, risks, and recommended actions on contacts, companies, deals, and previews.
Workflow action
Qualify enrolled contacts asynchronously, write TargetOS properties, and branch on outputs without blocking HubSpot.
Unknown data remains unknown. It is not treated as a negative signal, and every decision retains the model version and criterion contributions that produced it.
Quick-start checklist
You will need a HubSpot Super Admin, or a user with Marketplace Access and the permissions represented by TargetOS's requested scopes. Editing workflows additionally requires a HubSpot plan with workflow access.
- Install TargetOS with HubSpot OAuth.The core install requests contacts, companies, deals, and their property definitions. TargetOS uses that access to reconstruct associated activity and form-conversion history. Workflow automation is authorized separately and never mixed into core CRM consent.
- Open TargetOS from App Home.Start the CRM analysis. It runs in the background, so you can leave and resume without losing completed work.
- Complete all six discovery steps.Review observed truths, classify research theories, provide strategic context, and inspect the proposed data strategy.
- Approve and activate at least one ICP model.Activation creates or updates the TargetOS property groups and makes the model available to qualification.
- Add the TargetOS cards to record layouts.Publish the contact, company, deal, and preview placements for the teams that need them.
- Optionally add “Qualify inbound with TargetOS” to a workflow.New contacts qualify automatically after activation. Use the workflow action when you want explicit re-entry, deeper refreshed research, or branching outputs inside HubSpot automation.
App Home, settings, CRM cards, ICP discovery, and qualification remain available without the optional automation scope. The custom workflow action requires a HubSpot Professional or Enterprise account.
The contact-created webhook intentionally ignores tenants without an active model. Finish discovery and activation, then create a controlled test contact and inspect its TargetOS properties.
ICP discovery
The guided flow combines outcome data with qualitative judgment. Its state is persisted after every step.
| Step | What happens | Your decision |
|---|---|---|
| 1 · Analyze | Pull won and lost cohorts, associations, timing, enrichment, and cited account research. | Wait for the background analysis to complete. |
| 2 · Truths | Review segments, signal lift and support, and behavioral comparisons. | Add context about surprises or gaps. |
| 3 · Theories | Inspect research-derived hypotheses that were not already tracked in CRM fields. | Mark each strong, possible, not relevant, or inverse. |
| 4 · Your input | Add strategy the historical data cannot know, such as a new market or product shift. | Choose unified, detected, or custom segmentation. |
| 5 · ICP models | Generate weighted criteria, hard fails, confidence, thresholds, and evidence. | Approve or exclude each proposed model. |
| 6 · Data strategy | Map every approved criterion to CRM, enrichment, research, or custom data. | Confirm the operating cost and coverage plan. |
Refreshes and version history
A refresh produces a new model version instead of rewriting an approved or active version. This keeps historical qualification decisions reproducible. Available refresh cadence and active-model count depend on your plan.
Approve and activate models
Approval freezes a model version for review. Activation makes it eligible for scoring and provisions the required TargetOS properties in HubSpot. Multiple active models are scored independently; TargetOS selects the strongest match with deterministic tie handling.
Before approval
Confirm hard-fail criteria, criterion weights, score thresholds, evidence quality, and the intended segment.
After activation
Create a controlled test contact, then inspect its automatic qualification, record card, written properties, and cited research evidence.
If an approved model changes, TargetOS creates a new version. The old version remains attached to the decisions it generated.
Configure inbound qualification
TargetOS automatically queues newly created contacts after model activation. The optional workflow action requires HubSpot Professional or Enterprise and adds customer-controlled re-entry, research depth, and branching inside HubSpot automation.
- Create or open a contact-based workflow.Use your real inbound definition as enrollment criteria—for example, a form submission or lifecycle-stage transition.
- Add the TargetOS action.Select Qualify inbound with TargetOS from the available workflow actions.
- Choose research depth.Standard completes the configured evidence pipeline. Deep refreshes eligible external evidence and consumes an additional action.
- Branch on the result.Use qualification result, match score, ICP tier, matched model, confidence, or disqualification reason.
- Test before publishing.Enroll an internal or controlled contact and verify that the action completes and the TargetOS contact properties update.
TargetOS automatically understands and scores new contacts, but it does not create workflows, change marketing-contact status, or assign owners. Use your workflow for those downstream actions.
Place the CRM cards
In HubSpot, open Settings → Objects → [object] → Record Customization. Edit the intended default or team view, add the TargetOS card, then save or publish the layout.
| Object | Card | Recommended placement |
|---|---|---|
| Contact | TargetOS Qualification | Right sidebar for score, tier, evidence, and requalification. |
| Company | TargetOS Account Intelligence | Company record tab for account fit and research context. |
| Deal | TargetOS Deal Fit | Deal sidebar for associated fit, risk, and model context. |
| Preview | TargetOS Fit | CRM preview panel for at-a-glance qualification status. |
Layouts are view-specific. If one team can see a card and another cannot, confirm that you published it to both teams’ record views.
Settings and enrichment
Pipeline
Sources run in ordered layers: CRM and firmographic evidence first, then technographic and research sources. Required evidence stages complete for every new contact; optional customer-configured sources can still use plan and score gates. Sources can be enabled and reordered only within their assigned semantic layer.
Provider credentials
Enter provider keys only in the TargetOS settings extension. Credentials are encrypted before persistence and are never returned by the API. A custom API must use public HTTPS, cannot redirect, and may write only mapped tos_* properties.
Do not send passwords, provider keys, OAuth tokens, HubSpot private app secrets, or session cookies to TargetOS support.
Thresholds and automation
Configure the preliminary paid-enrichment gate and Tier A, B, and C boundaries. Tier thresholds must remain ordered A > B > C. Automation toggles control TargetOS recommendations; implement the corresponding routing behavior in HubSpot workflows.
Model refresh
Your plan determines the refresh cadence. Settings shows each model’s last and next refresh dates and lets you queue an eligible active model with Refresh now. Refresh jobs run in the background and preserve the active version until a replacement has been reviewed and activated.
Read the qualification output
| Output | Meaning |
|---|---|
| Match score | Best active-model score from 0 to 100. |
| ICP tier | A, B, C, Not ICP, or Insufficient Data based on model thresholds and known evidence. |
| ICP match | The active model that produced the selected score. |
| Confidence | Strength of the decision, kept separate from the match score. |
| Data coverage | Weighted share of model criteria for which evidence was actually known. |
| Qualification result | Qualified, parked, or disqualified. Parked is appropriate when evidence is incomplete or a plan limit is reached. |
| Criterion contributions | Per-criterion evidence and score contribution used to reproduce the decision. |
| Model version | Exact immutable model version used for this qualification. |
Operate and improve
The App Home dashboard can be filtered to 30, 90, 365 days, or all time. Review qualification volume, tier mix, source quality, cost per qualified lead, attributed revenue, velocity, enrichment coverage, provider performance, and model drift. Reports can be copied as CSV for further analysis.
Discovery reads ordinary non-sensitive contact, company, and deal properties; property history; associations; and sales-cycle activity metadata for calls, one-to-one emails, meetings, notes, tasks, and form conversions. TargetOS does not request HubSpot's sensitive or highly sensitive data scopes, download attachments, or send raw email and note bodies to the research model.
- Review source quality and revenue together; lead volume alone is not an outcome.
- Investigate falling data coverage before interpreting a score-distribution shift as market drift.
- Refresh a model when outcomes or strategy change, then compare the proposed version before activation.
- Use requalification from the contact card when important source data has changed.
Troubleshooting
The TargetOS card is missing from a record.
Confirm an administrator added and published the card on the exact record view assigned to that user or team. Card placement is separate for contacts, companies, deals, and previews.
A workflow contact was parked or not scored.
Confirm at least one ICP model is active, the contact has enough identifying data, enabled providers are configured, and the monthly lead entitlement is not exhausted. The contact card and qualification properties will show the latest disposition.
Enrichment is partial.
Open TargetOS settings and inspect each source’s status. Verify the source is enabled and its credential is configured. Partial enrichment is intentionally non-blocking; known CRM evidence can still produce a result.
Onboarding appears to have stopped.
Reload TargetOS from App Home. Analysis progress is persisted and resumes from the latest completed phase. If the job is marked failed, use the restart control; previously cached research can be reused.
The dashboard has no revenue or source data.
Check the selected time window and confirm qualified contacts are associated with closed-won deals containing amount and close-date values. Source reporting depends on the source property being populated.