Champion tracking for cybersecurity revenue teams
Champion tracking for cybersecurity revenue teams

This is part 1 of 5 in our Definitive Cybersecurity Champion Tracking Guide. You can find parts 1-5 here.

Your alumni customers - or Gems as we prefer to call them - offer you a warm path into target accounts and make it easy to generate high-converting pipeline. And we’ve got the data to back this point up.

Data from our Hidden Gems series show involving your past customers in new deals leads to:

  • 2X higher win rates (114% higher)
  • 54% bigger deal sizes
  • 12% shorter sales cycles

But with 20% of people switching jobs every year, manually tracking champions and your past buyers can be time-consuming. It not only takes a toll on your sales teams’ productivity. But you also run the risk of losing out on qualified opportunities.


Mimecast, a cloud cybersecurity software provider, is no stranger to manually tracking its champions. Here’s Kory Himmer, Director of Marketing Analytics, on manually tracking champions:

“Before UserGems, our internal processes were often dependent on individual Marketers, BDRs, and Sales logging info in Salesforce. There was no incentive to do data or CRM clean-up. Linking the past and new records was impossible, our manual, clunky and tedious process just couldn’t do that.”

Automating customer job tracking with UserGems helped them to:

📈 Find the right people at the right time, at scale

📈 Improve team motivation and efficiency.

Clare Corriveau agrees with Kory Himmer:

Next 👉 Chapter 2: 7 things to consider when evaluating champion tracking software

Track customers, generate predictable pipeline

UserGems is pipeline generation software that helps revenue teams generate and protect revenue efficiently. With UserGems, companies can track and automate outreach when their champions change their jobs and capture the buying groups to find the warmest path into every account.

Companies like Mimecast, Greenhouse, and Pluralsight use UserGems to reach their revenue goals quickly and efficiently. Book a demo to learn more.

Want to get more pipeline with less work?