Customize your CRM Enrichment: Segment vs. Scoring Profiles vs. Product/Spend Filters

  • Published on Sep 28, 2026
  • 2 minute(s) read
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Integrations → Salesforce → Enrichment tab → What gets enriched

You'll find six separate controls in the same panel. This article lays out what each one actually restricts, so you can tell at a glance whether a setting change will affect Scoring Profile sync, enrichment, both, or neither.

TLDR:

  • Data Types limits the type of enrichment your Salesforce records will get: Firmographics, Product installs, IT Spend

  • Record Types enables you to pick which Salesforce objects get enriched: Account and/or Lead.

  • Segment is the only control that scopes which records get anything at all.

  • Filter by Products and Filter by Spend Categories scope what data gets written for records that are already in scope.

  • Scoring Profiles doesn't scope anything — it selects which model outputs get synced, for whatever records enrichment already reached.

Comparison table

Control

What it restricts

Affects Scoring Profile sync?

Affects Firmographic/Technographic/IT Spend enrichment?

Segment

Which Accounts/Leads are enriched at all. Unset = every matched record is enriched.

Yes — indirectly. Scoring Profiles only sync to records enrichment reaches, so narrowing Segment narrows both.

Yes — directly. This is the record-eligibility gate.

Filter by Products

Which product-install data gets written, for records already in scope

No

Yes — narrows Technographic data only, not record eligibility

Filter by Spend Categories

Which IT spend data gets written, for records already in scope

No

Yes — narrows IT Spend data only, not record eligibility

Scoring Profiles (up to 6)

Which AI Outbound Scoring models' results get synced into the HG Scoring Profile object

Yes — this is what it selects

No — it does not gate enrichment eligibility or narrow Firmographic/Technographic/IT Spend data

How it all fits together

Think of it as three sequential gates, not 6 independent filters:

  1. Matching happens first, for everyone. HG matches every Account and Lead in Salesforce against its universe of companies, regardless of any setting on this screen.

  2. Segment gates enrichment. If a Segment is set, only records matching it get enriched at all. If no Segment is set, every matched record is enriched. Records excluded by Segment get no Firmographic/Technographic/IT Spend data and no Scoring Profile records — there's nothing downstream for those records to reach.

  3. Filter by Products / Filter by Spend Categories narrow the enrichment payload, not the record set. A record in scope still gets enriched; it just receives data only for the selected products or spend categories.

  4. Scoring Profiles selects which model outputs sync, for whatever records survived step 2. It has no eligibility logic of its own — it is not a second segment, and it cannot narrow the record set further than Segment already did.

See also

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