New Executive Arrivals at Target Accounts

New Champify Contacts

Best Practices

• Whenever possible, get intro from or name drop your colleague that worked with the former customer at the past role.
• If previous engagements were meaningful, call it out specifically. Otherwise, you can leverage prior opp learnings / and new company initiatives
• Customize the value prop based on the past customer’s use cases, and persona of the new exec.

Example First Touch

Subject: new push for initiative with leadership changes

Name - saw company just brought on a new exec title.

Usually when we see companies bring on department leadership, it means relevant initiative is top of mind.

Based on your experience with MyCompany at Past Company, do you think it might make sense to have a conversation? 

- Sender

Warm Contacts

Best Practices

• Use existing two-way threads if you or someone on your team has one
• Reference the past engagements they may have had
• Use an interest-based CTA - you're working to establish a connection/interest

Example First Touch

Subject: new exec title/ relevant initiative

Name - saw company just brought on a new exec title to. A category of tech is usually part of driving this change.

Based on past-engagement, I thought you might be close to the initiative and related projects.

Any thoughts on how MyCo might be able to help?
- Sender

Relevant Cold Contacts

Best Practices

•  Provide value → relevant case study, useful insight from past opp

•  Reference any warmth → name drop colleagues that are champifys, company drop if their past company is a customer, name drop other contacts at the account with engagement

Example first touch

Subject: new exec title/ relevant initiative

Name - saw company just brought on a new exec title. In our experience this change is usually associated with relevant initiative.  

My Company helped reference customer with similar title at reference company drive results when they were in a similar situation.
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Here to help if exec name is driving these changes.
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- Sender

New Executive

Approach:

•  Try to engage other people on the account first for warmth
•  Try to get exec to exec connections – Draft message for your executive (the recipient’s peer) to send on your behalf‍

‍Content:

•  Name drop colleagues / connections
•  Call our specific intel from your research and/or other contact engagement
• Provide value → relevant case study

Goal:

• Establish a connection and get on their radar. 
• No CTA – If relevant they will bump this with the internal team.

Exec to Exec Template

Exec-name - I lead sender-function at MyCo, which helps your peers outcome similar-initiatives.

Some intel to help as you settle in:

- Specific insight / trend based on their initiatives / business
- Relevant example / story from ref-customer

‍While our teams aren’t in active discussions yet – know you have a direct line to me at any point.

‍And, MyCo aside, please let me know if there's anyway I can help as you settle in.

- sender-name‍

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Exec Outreach with Warmth

Subject A: MyCo - name-drops
Subject B: MyCo - initiative/project name

Exec-name – we spoke with name-drop(s) about your initiative/project.

Given success with ref-customer(s), there may be a similar opportunity to help.

For your back pocket:
- Problem & negative impact to initiative
- Potential future state and positive impact
- How MyCo directly bridges the gap

While our teams aren't in formal conversations yet, I wanted to share resource  as you settle in.

- Sender

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