Multi-thread to your strongest relationships at accounts with open opportunities
Overview
Entry Criteria
A former customer relationship starts a relevant role at a prospect account with an in-flight opportunity.
Action
Route to & alert the relevant SDR, and auto-queue into a manual step-1 of the the Champify New Pipeline Tier-1 sales sequence.
Why it works
Former customers help accelerate deal cycles and improve win rates because they act as an internal proof point for your product.
Setup
Routing & Alerting: assign to and alert the rep responsible for the account's open opportunity.
Sales Engagement: map the Champify relationship fields (such as "past account name" and "name drop") to automatically generate high-quality messaging. Set up triggers to automatically queue these contacts in the appropriate outreach multi-thread sequence.
Reporting: ensure Champify's out of the box reports (multi-thread lead volume, adoption by rep, revenue impact) are added to existing management dashboards.
Email Templates
Optional Step 0 | Request an introduction from your colleague
If Get Intro From is populated - reach out to your colleague and ask them to send an intro using the following template:
From: {{get_intro_from}}
Subject: {{get_intro_from}} from MYCO | our convo at {{company}}
Hi {{first_name}},
[include something personal if relevant]. Saw you started a new gig at {{company}} - congrats on the move and hope you’re off to a great start!
I wanted to connect you with {{sender.first_name}}. They're actively working with [contacts you’ve been speaking with] at {{company}} to evaluate MYCO. [insert the ask provided by the new opp owner, such as looping them in, getting intros or intel, etc.]
Let me know if there's anything I can help with re: your new role!
Cheers,
{{get_intro_from}}
Lavender Score: 91
Step 1 | Email | Day 1
Thread 1
To: Former Customer
Subject: {{past_account_name}} -> {{company}} | info on {{company}} MYCO eval
Hi {{first_name}},
I've been working with a few of your colleagues [list your primary contacts] on [project description], and thought you may want to join the conversation given your experience with us at {{past_account_name}}.
Below are some details on the conversation. Also happy to shoot you over a loom or meet 1:1 to chat about our progress to date.
Cheers,
{{sender.first_name}}
Step 2 | LinkedIn Connect | Day 2
Step 3 | Email | Day 4
Thread 2
To: Former Customer
Subject: Re: {{past_account_name}} -> {{company}} | connect
Hi {{first_name}},
I'm meeting with [Name 1 and Name 2] to discuss [project description] on [date of next meeting]. Your perspective / experience from {{past_account_name}} could help us get the most of our time.
Let me know if you’d like to join or if there’s anything top of mind for you we should cover.
Cheers,
{{sender.first_name}}
P.S. Here's a quick loom of what we've covered so far
Step 4 | Call | Day 6
Step 5 | LinkedIn Message | Day 9
Hey {{first_name}} - wanted to share some cool updates we've made since you left {{past_account_name}}. Let me know if you want to explore any new use cases!
Step 6 | Email| Day 11
Thread 2 Email 2
To: Customer
From: Subject: Re: {{past_account_name}} -> {{company}} | connect
I reached out because I thought you’d have insight on how MYCO might fit into {{company}}’s [initiatives] based on your experience.
Assuming my timing is off here or this isn’t a focus in your new role. If/when the timing is right would love to explore how MYCO might help or walk through some of our new features with you.
In the meantime, please let me know if there's anything we can help with.
Cheers,
{{sender.first_name}}