Using AI agents for company qualification and person-level targeting in plays

Last updated: April 30, 2026

AI agents can help you qualify companies and then target specific individuals within those companies by creating sophisticated routing flows. This approach allows you to maintain the connection to the original person while leveraging company-level data for qualification.

Company size-based qualification and routing

You can implement company size-based targeting using employee count agents that route different company sizes to different prospecting nodes. This allows you to customize your approach based on the scale of the organization.

Here's how to set this up:

  1. Create an AI agent that evaluates company employee count

  2. Set up routing conditions based on company size thresholds

  3. Connect each route to appropriate prospecting nodes for different company sizes

Important: When you use a 'Get the Company' action to access company-level data, the Play's context switches from the person to the company, which means person-level fields will no longer be available in subsequent steps. To maintain access to person data while leveraging company information, you have several options:

  • For person‑triggered plays (like form submissions): Use person-level AI agents for qualification instead of company-level agents. Person-level agents automatically research both the person and the company they work for, giving you access to both person‑level and company‑level data (such as company attributes) without context switching. This ensures the original triggering person remains in the flow while still allowing you to qualify based on company criteria.

  • Design your flow so the original person remains referenced throughout your qualification steps, allowing you to use both person and company data simultaneously

  • Use the 'Get People' action to pivot back from company to people after company‑level qualification, which fetches individuals at that company that exist in Unify

  • When working with a list of people, use a 'Loop' action to run person‑level actions one‑by‑one so each step receives a single person record

Adjusting decision maker targeting by company scale

Your targeting strategy should adapt based on company size:

  • Smaller companies: Target CEOs and Founders directly, as they're more likely to be involved in purchasing decisions

  • Larger companies: Target people at lower organizational levels who may be the actual users or influencers of your product

This approach ensures your outreach reaches the most relevant decision makers for each company size.

Limitations to consider

When building your qualification flows, keep in mind that location-based targeting using IP address data is not currently supported for routing in plays. You'll need to rely on other company attributes like industry, size, or technology stack for your qualification criteria.

Additionally, you cannot currently add enrichment steps (such as enriching phone numbers) between agent qualification and sequence enrollment in a play. For example, a workflow like: 1) Agent qualifies lead = YES, 2) Enrich phone number, 3) Enroll in sequence is not supported.

Best practices

  • Align your AI agent record type with your play trigger record type (e.g., if your play trigger is 'person', set the agent record type to 'person'). While agents may work with mismatched record types depending on how the question is asked, matching them is the safest approach.

  • Design your flow to maintain the connection to the original person throughout your qualification flow by avoiding context switches, or use 'Get People' or 'Loop' actions to restore person‑level data access when needed

  • Use multiple company attributes (size, industry, technology) for more accurate qualification

  • Test your routing logic with sample data to ensure proper flow between company qualification and person targeting

  • Consider creating separate prospecting strategies for different company segments