With HubSpot Score Retiring, How to Set Up Lead Scoring in HubSpot

Alright, heads up, HubSpot users! Big changes are coming to your lead scoring, and you need to be in the know. As of August 31st, 2025, the old "HubSpot Score" property is officially being retired. Yep, sunsetted. Gone. Adios.

Now, before you panic, here's the good news: This isn't a loss, it's a great upgrade. HubSpot is replacing the legacy system with a much more powerful and intuitive Lead Scoring tool. 

HubSpot's Old Lead Scoring is Sunsetting – Here's What You Need to Know

Why the Change?

The old scoring property, while a solid workhorse, had its limitations. Only one scoring model per account? Static, rule-based criteria needing constant manual updates? Not ideal for businesses with multiple products or evolving customer behaviours. It lacked the flexibility and intelligence needed for modern marketing and sales.

HubSpot is all about improvement, and this sunset is paving the way for more scalable, intelligent, and flexible tools.

What's Actually Happening? Key Dates to Remember

• May 1, 2025: The "Create" button for new custom score properties will be disabled. So it looks like this will be the last call to set up new models under the old system.
  
  
• August 31, 2025: The big day. Existing score properties will stop updating, and HubSpot will gradually remove them from accounts. The legacy system will become completely non-functional.

Who Does This Affect?

If you're a HubSpot Professional or Enterprise customer using lead scoring, this affects you. Basically, anyone relying on lead scoring to prioritise outreach needs to get their skates on and update their systems before the sunset date.

The Old Way of Lead Scoring Just Wasn't Cutting It

Let's be real: the old HubSpot Score had some serious flaws. Remember that single, all-encompassing property trying to juggle both engagement and fit? It was a recipe for confusion.

For example, a lead is crushing it on your website, racking up a score of 400. Awesome, right? But wait, they work for your biggest competitor, which triggers a -300 point penalty. Suddenly, this "hot" lead is... questionable.

The problem? The old system didn't clearly differentiate between fit (how well a lead matches your ideal customer profile) and engagement (how interested they are in your product/service). This led to:

• Overly complicated setup: Trying to balance all those scoring criteria was a headache.
• Confusing insights for sales: Reps were wasting time chasing leads that looked good on paper but were ultimately a bad fit.
  
  

We've even seen scores plummet to -500! Not exactly helpful, is it?

The New HubSpot Lead Scoring Though ... Is Amazing!

HubSpot has completely revamped lead scoring, and the result is fantastic. The new system is intuitive, accessible, and actually helpful. Here's why you'll love it:

1. A Flexible Score Builder

HubSpot now lets you build scores tailored to your specific needs. You can create:

• Engagement Scores: Track interest based on website visits, email clicks, content downloads, and more.
• Fit Scores: Assess how well a lead aligns with your Ideal Customer Profile (ICP) using criteria like industry, company size, and revenue.
  
  

This means you can finally see the whole picture of a lead's potential.

2. Company and Contact Scoring

Whether you're focused on individual contacts or Account-Based Marketing (ABM), HubSpot has you covered. Score both contacts and companies to align with your go-to-market strategy.

3. AI-Assisted Scoring

Want to take your scoring to the next level? HubSpot's AI analyses your past successful leads and recommends ways to improve your fit and engagement scores. It's like having a data scientist in your corner!

4. Score Thresholds

HubSpot automatically categorises scores as High, Medium, or Low, making it easy for sales teams to prioritize their efforts.

5. Contact Score CRM Card and History Panel

Scores are now front and center in the CRM, so everyone can see them. Plus, the history panel tracks how a lead's score changes over time, giving you valuable insights into their journey.

Act Now! Don't Get Caught Off Guard

Remember, the old HubSpot Score disappears on August 31st, 2025. And starting May 1st, 2025, you won't be able to create new score properties in the legacy system. The time to plan your migration to the new Lead Scoring tool is now.

Don't delay! Embrace the change, and get ready to generate better leads and close more deals!

Additional Tips for a Smooth Transition:

• Involve your Sales and Marketing teams: Collaborate to ensure everyone is aligned on the new scoring criteria and how it will impact their workflows.
• Start Simple: Don't overcomplicate your scoring model at the beginning. Start with the basics and gradually add complexity as you gather more data and insights.
• Prioritise Data Quality: Ensure your data is accurate and up-to-date for reliable lead scoring results.
• Set Clear Expectations: Define how leads will be handled based on their score, including lead assignment, nurturing, and sales follow-up.
• Continuously Optimise: Regularly review and refine your lead scoring model to maximise its effectiveness.
• Consider AI-Assisted Scoring: If you have Marketing Hub Enterprise, take advantage of AI-assisted scoring to identify your most promising leads with even greater accuracy.

And hey, if you need help migrating to the new lead scoring tool or need any help whatsoever building a lead score, maybe consider working with a HubSpot partner (that too an Elite one!)

Our team at Six & Flow can help define your ICP, build a lead score and even automate it into HubSpot. We can also arrange a training session with a follow-up AMA to ensure everything is running smoothly.

Ready to make the switch? Get in touch today to ensure a smooth transition and unlock the full potential of HubSpot lead scoring.