When HubSpot replaced legacy scoring properties with the new Lead Scoring tool in 2025, it opened the door to more advanced scoring logic, but also introduced new constraints.
For UBEO, a business technology provider that relied on nuanced, historically valuable scoring criteria, the biggest issue was the limited use of AND logic in the new model.
We worked with UBEO to design a set of practical workarounds that preserved the intent and integrity of their legacy scoring approach while taking advantage of HubSpot’s updated framework.
The challenge
HubSpot’s new Lead Scoring tool was built to support more robust and centralized scoring models, but its restrictions around AND logic made it difficult to replicate certain multi-condition criteria. Many organizations, including UBEO, had come to depend on those more complex rules to capture signals that correlated strongly with sales readiness.
In the new environment, some of those historically valuable measurements couldn’t be reproduced directly within the tool. That meant UBEO risked losing scoring nuance that helped sales prioritize leads and understand engagement patterns over time. They needed a way to mirror the old behavior as closely as possible without sacrificing the benefits of the new scoring experience or forcing their team into a major process overhaul.
The solution
To continue capturing actions with AND logic, we created a set of workarounds that used HubSpot’s existing features in a new way.
First, we built lists to replicate the multi-condition logic that previously lived inside the legacy scoring properties. These lists effectively encoded the AND criteria — such as specific combinations of behaviors or time-based actions — that the new Lead Scoring interface couldn’t handle on its own.
We then used list membership as the scoring input within the new Lead Scoring tool. By scoring based on whether a contact belonged to a particular list, we could preserve complex logic while still working entirely within HubSpot’s supported configuration options.
We recreated AND logic by leveraging lists properties
From there, we rolled these elements into a combined score model and created an SOP that prioritized the total score, helping UBEO avoid issues with skewed thresholds and ensuring the resulting scores remained meaningful and actionable for the sales team.
Using list membership as criteria in the Lead Score tool
Throughout the process, we focused on minimizing disruption for end users. The updated approach allowed UBEO to maintain a familiar scoring experience with very little change to their day-to-day workflows, smoothing the transition to the new Lead Scoring framework.
The results
This approach allowed UBEO to maintain the sophistication of their scoring model while embracing HubSpot’s updated toolset. Key outcomes included:
- Consistent measured engagement — Our solution created a close mirror between the legacy scoring process and the new model, preserving historically valuable engagement signals.
- Adaptability — With very little process change required, UBEO’s team could adapt quickly to the new scoring approach and continue using scores for prioritization with confidence.
By leveraging lists and a combined score model, UBEO retained the complexity they needed from lead scoring without sacrificing usability or rebuilding their processes from scratch.
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