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Your lead qualification logic is no one-size-fits-all, it’s much more nuanced, and for good reason. Maybe your enterprise deals have different rules depending on the region. High-value prospects bypass normal thresholds. When you’re trying to enter a new market, certain industries may qualify regardless of revenue. That’s three different paths to qualification. Not one monster condition chain. With Subgroups, you can organize these distinct qualification paths clearly instead of wrestling with one impossible condition chain. It lets you nest multiple conditions within logical groups, making your distribution rules easier to build, maintain, and troubleshoot. Subgroups are available in:
  • Distribution Rules (used in Inbound Routers)
  • Distribution Pods (used in Relay Routers)

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How Subgroups Work

Here’s how conditions are evaluated when you use subgroups:
LevelLogicBehavior
Between GroupsORA lead qualifies if they match ANY group
Between Subgroups (within a group)ORWithin a group, a lead qualifies if they match ANY subgroup
Within a SubgroupORAll conditions in a subgroup must be true
Within a ConditionANDAll logic within a condition must be true

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BEFORE WE BEGIN

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Enable Advanced Condition Grouping

Go to Settings → Distribution → Enable advanced condition grouping
  • Set the toggle to Allowed​ Enable Subgroups

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Create Teams


You’ll also need to have Teams already created before setting up distribution rules or pods with subgroups.

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Adding Subgroups to Distribution Rules

Use subgroups in Distribution Rules to organize complex qualification logic for your Inbound Routers.
1

Navigate to Distribution Rules

Go to Inbound → Distribution Rules and either:
  • Click Create Distribution Rule to start fresh, or 
  • Select an existing rule to edit Subgroups Distribution Rule
2

Set Up Team Assignment

Choose how meetings should be assigned:
  • Single team round robin - Assign to members within one team
  • Collective round robin - Assign across multiple teams
Select the team(s) that should receive qualified prospects.For detailed steps on team assignment, see Creating a Distribution Rule.
3

Add Condition With Subgroups

In the Add Conditions section, click Add Condition With Subgroup.Subgroups Distribution Rule Add SubgroupA dropdown appears showing available fields from:
  • Form Inputs - Data submitted through your form
  • HubSpot Properties or Salesforce Fields - Data from your connected CRM
  • Enrichment - Data from enrichment providers like Ocean, Apollo, Clearbit, or Crustdata
4

Build Your First Subgroup

Click on a field to add it as a condition. For example:
  • Select Country from HubSpot Properties
  • Choose an operator (equals, contains, is not empty, etc.)
  • Enter the value: “United States”
To add more conditions within the same subgroup, click AND. Remember, all conditions within a subgroup must be true for the lead to qualify through that path.Subgroups Visual HierarchySubgroups appear with colored borders and indentation to show they’re nested within a group.
5

Add More Subgroups or Groups

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To add another subgroup within the same group:

Click Add Subgroup within that group. This creates an alternate qualification path using OR logic.

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To add another group:

Click Add Condition Group / Add Condition with Subgroup at the bottom. This creates a completely separate qualification path that also uses OR logic at the top level.You can nest subgroups within subgroups for even more complex logic.
6

Continue Setup

Proceed Creating Distribution RuleOnce your conditions are configured, click Proceed and review the distribution rule. Click I’m happy with the distribution rule to finish.Your distribution rule with subgroups is now ready to use in your Inbound Router!

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​ Adding Subgroups to Distribution Pods

Use subgroups in Distribution Pods to organize qualification logic for your Relay Routers.
1

Navigate to Distribution Pods

Go to Relays → Distribution Pods and either:
  • Click Create Distribution Pod to start fresh, or
  • Select an existing pod to edit Adding Subgroups to Distribution Pod
2

Set Up Team Assignment

Choose how meetings should be assigned:
  • Single team round robin - Assign to members within one team
  • Collective round robin - Assign across multiple teams
Select the team(s) that should receive qualified prospects.For detailed steps on team assignment, see Creating Distribution Pods.
3

Add Condition with Subgroups

In the Add Conditions section, click Add Condition With Subgroup.Add Subgroup to a Distribution Pod The interface works exactly the same as Distribution Rules—select fields from Form Inputs, CRM properties, or Enrichment data to build your qualification logic.
4

Build and Organize Your Subgroups

Follow the same process as Distribution Rules:
  • Add conditions within subgroups (connected by AND)
  • Add multiple subgroups within groups (connected by OR)
  • Add multiple groups (connected by OR)
  • Nest subgroups within subgroups as needed
5

Continue Setup

Once your conditions are configured, click Proceed and review the distribution rule. Click I’m happy with the pod to finish.Your distribution pod with subgroups is ready to use in your Relay Router!

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Best Practices

  • Start with groups, then add subgroups. Think about your major qualification categories first (regions, deal sizes, product lines), then break them into specific subgroups.
  • Use subgroups for “AND” logic, groups for “OR” logic. If conditions must ALL be true, put them in one group. If ANY could qualify a lead, create separate subgroups or groups.
  • Keep subgroups focused. Each subgroup should represent one clear qualification path. Put your most common qualification paths first.
  • Test as you build. Use the Refresh to get the latest fields link to ensure you’re seeing current data from your CRM and enrichment sources.
If leads aren’t routing as expected, check that:
  • Your CRM fields are correctly mapped and contain data
  • Enrichment providers are properly configured
  • The team members in your distribution rule/pod have connected calendars