Qualify Leads with Salesforce, Explorium Data & Claude AI Analysis of API Usage

Description

Inbound Agent - AI-Powered Lead Qualification with Product Usage Intelligence

This n8n workflow automatically qualifies and scores inbound leads by combining their product usage patterns with deep company intelligence. The workflow pulls new leads from your CRM, analyzes which API endpoints they've been testing, enriches them with firmographic data, and generates comprehensive qualification reports with personalized talking points—giving your sales team everything they need to prioritize and convert high-quality leads.

DEMO

Template Demo

Credentials Required

To use this workflow, set up the following credentials in your n8n environment:

Salesforce
Type:** OAuth2 or Username/Password
Used for:** Pulling lead reports and creating follow-up tasks
Alternative CRM options: HubSpot, Zoho, Pipedrive
Get credentials at Salesforce Setup

Databricks (or Analytics Platform)
Type:** HTTP Request with Bearer Token
Header:** Authorization
Value:** Bearer YOUR_DATABRICKS_TOKEN
Used for:** Querying product usage and API endpoint data
Alternative options: Datadog, Mixpanel, Amplitude, custom data warehouse

Explorium API
Type:** Generic Header Auth
Header:** Authorization
Value:** Bearer YOUR_API_KEY
Used for:** Business matching and firmographic enrichment
Get your API key at Explorium Dashboard

Explorium MCP
Type:** HTTP Header Auth
Used for:** Real-time company intelligence and supplemental research
Connect to: https://mcp.explorium.ai/mcp

Anthropic API
Type:** API Key
Used for:** AI-powered lead qualification and analysis
Get your API key at Anthropic Console

Go to Settings → Credentials, create these credentials, and assign them in the respective nodes before running the workflow.

Workflow Overview

Node 1: When clicking 'Execute workflow'
Manual trigger that initiates the lead qualification process.

Type:** Manual Trigger
Purpose:** On-demand execution for testing or manual runs

Alternative Trigger Options:
Schedule Trigger:** Run automatically (hourly, daily, weekly)
Webhook:** Trigger on CRM updates or new lead events
CRM Trigger:** Real-time activation when leads are created

Node 2: GET SF Report
Pulls lead data from a pre-configured Salesforce report.

Method:** GET
Endpoint:** Salesforce Analytics Reports API
Authentication:** Salesforce OAuth2

Returns: Raw Salesforce report data including:
Lead contact information
Company names
Lead source and status
Created dates
Custom fields

CRM Alternatives: This node can be replaced with HubSpot, Zoho, or any CRM's reporting API.

Node 3: Extract Records
Parses the Salesforce report structure and extracts individual lead records.

Extraction Logic:
Navigates report's factMap['T!T'].rows structure
Maps data cells to named fields

Node 4: Extract Tenant Names
Prepares tenant identifiers for usage data queries.

Purpose: Formats tenant names as SQL-compatible strings for the Databricks query
Output: Comma-separated, quoted list: 'tenant1', 'tenant2', 'tenant3'

Node 5: Query Databricks
Queries your analytics platform to retrieve API usage data for each lead.

Method:** POST
Endpoint:** /api/2.0/sql/statements
Authentication:** Bearer token in headers
Warehouse ID:** Your Databricks cluster ID

Platform Alternatives:
Datadog:** Query logs via Logs API
Mixpanel:** Event segmentation API
Amplitude:** Behavioral cohorts API
Custom Warehouse:** PostgreSQL, Snowflake, BigQuery queries

Node 6: Split Out
Splits the Databricks result array into individual items for processing.

Field:** result.data_array
Purpose:** Transform single response with multiple rows into separate items

Node 7: Rename Keys
Normalizes column names from database query to readable field names.

Mapping:
0 → TenantNames
1 → endpoints
2 → endpointsNum

Node 8: Extract Business Names
Prepares company names for Explorium enrichment.

Node 9: Loop Over Items
Iterates through each company for individual enrichment.

Node 10: Explorium API: Match Businesses
Matches company names to Explorium's business entity database.

Method:** POST
Endpoint:** /v1/businesses/match
Authentication:** Header Auth (Bearer token)

Returns:
business_id: Unique Explorium identifier
matched_businesses: Array of potential matches
Match confidence scores

Node 11: Explorium API: Firmographics
Enriches matched businesses with comprehensive company data.

Method:** POST
Endpoint:** /v1/businesses/firmographics/bulk_enrich
Authentication:** Header Auth (Bearer token)

Returns:
Company name, website, description
Industry categories (NAICS, SIC, LinkedIn)
Size: employee count range, revenue range
Location: headquarters address, city, region, country
Company age and founding information
Social profiles: LinkedIn, Twitter
Logo and branding assets

Node 12: Merge
Combines API usage data with firmographic enrichment data.

Node 13: Organize Data as Items
Structures merged data into clean, standardized lead objects.

Data Organization:
Maps API usage by tenant name
Maps enrichment data by company name
Combines with original lead information
Creates complete lead profile for analysis

Node 14: Loop Over Items1
Iterates through each qualified lead for AI analysis.

Batch Size:** 1 (analyzes leads individually)
Purpose:** Generate personalized qualification reports

Node 15: Get many accounts1
Fetches the associated Salesforce account for context.

Resource:** Account
Operation:** Get All
Filter:** Match by company name
Limit:** 1 record

Purpose: Link lead qualification back to Salesforce account for task creation

Node 16: AI Agent
Analyzes each lead to generate comprehensive qualification reports.

Input Data:
Lead contact information
API usage patterns (which endpoints tested)
Firmographic data (company profile)
Lead source and status

Analysis Process:
Evaluates lead quality based on usage, company fit, and signals
Identifies which Explorium APIs the lead explored
Assesses company size, industry, and potential value
Detects quality signals (legitimate company email, active usage) and red flags
Determines optimal sales approach and timing
Connected to Explorium MCP for supplemental company research if needed

Output: Structured qualification report with:
Lead Score:** High Priority, Medium Priority, Low Priority, or Nurture
Quick Summary:** Executive overview of lead potential
API Usage Analysis:** Endpoints used, usage insights, potential use case
Company Profile:** Overview, fit assessment, potential value
Quality Signals:** Positive indicators and concerns
Recommended Actions:** Next steps, timing, and approach
Talking Points:** Personalized conversation starters based on actual API usage

Node 18: Clean Outputs
Formats the AI qualification report for Salesforce task creation.

Node 19: Update Salesforce Records
Creates follow-up tasks in Salesforce with qualification intelligence.

Resource:** Task
Operation:** Create
Authentication:** Salesforce OAuth2

Alternative Output Options:
HubSpot:** Create tasks or update deal stages
Outreach/SalesLoft:** Add to sequences with custom messaging
Slack:** Send qualification reports to sales channels
Email:** Send reports to account owners
Google Sheets:** Log qualified leads for tracking

Workflow Flow Summary

Trigger: Manual execution or scheduled run
Pull Leads: Fetch new/updated leads from Salesforce report
Extract: Parse lead records and tenant identifiers
Query Usage: Retrieve API endpoint usage data from analytics platform
Prepare: Format data for enrichment
Match: Identify companies in Explorium database
Enrich: Pull comprehensive firmographic data
Merge: Combine usage patterns with company intelligence
Organize: Structure complete lead profiles
Analyze: AI evaluates each lead with quality scoring
Format: Structure qualification reports for CRM
Create Tasks: Automatically populate Salesforce with actionable intelligence

This workflow eliminates manual lead research and qualification, automatically analyzing product engagement patterns alongside company fit to help sales teams prioritize and personalize their outreach to the highest-value inbound leads.

Customization Options

Flexible Triggers
Replace the manual trigger with:
Schedule:** Run hourly/daily to continuously qualify new leads
Webhook:** Real-time qualification when leads are created
CRM Trigger:** Activate on specific lead status changes

Analytics Platform Integration
The Databricks query can be adapted for:
Datadog:** Query application logs and events
Mixpanel:** Analyze user behavior and feature adoption
Amplitude:** Track product engagement metrics
Custom Databases:** PostgreSQL, MySQL, Snowflake, BigQuery

CRM Flexibility
Works with multiple CRMs:
Salesforce:** Full integration (pull reports, create tasks)
HubSpot:** Contact properties and deal updates
Zoho:** Lead enrichment and task creation
Pipedrive:** Deal qualification and activity creation

Enrichment Depth
Add more Explorium endpoints:
Technographics:** Tech stack and product usage
News & Events:** Recent company announcements
Funding Data:** Investment rounds and financial events
Hiring Signals:** Job postings and growth indicators

Output Destinations
Route qualification reports to:
CRM Updates:** Salesforce, HubSpot (update lead scores/fields)
Task Creation:** Any CRM task/activity system
Team Notifications:** Slack, Microsoft Teams, Email
Sales Tools:** Outreach, SalesLoft, Salesloft sequences
Reporting:** Google Sheets, Data Studio dashboards

AI Model Options
Swap AI providers:
Default: Anthropic Claude (Sonnet 4)
Alternatives: OpenAI GPT-4, Google Gemini

Setup Notes

Salesforce Report Configuration: Create a report with required fields (name, email, company, tenant ID) and use its API endpoint
Tenant Identification: Ensure your product usage data includes identifiers that link to CRM leads
Usage Data Query: Customize the SQL query to match your database schema and table structure
MCP Configuration: Explorium MCP requires Header Auth—configure credentials properly
Lead Scoring Logic: Adjust AI system prompts to match your ideal customer profile and qualification criteria
Task Assignment: Configure Salesforce task assignment rules or add logic to route to specific sales reps

This workflow acts as an intelligent lead qualification system that combines behavioral signals (what they're testing) with firmographic fit (who they are) to give sales teams actionable intelligence for every inbound lead.