This is part 4 of 5 in our Definitive Cybersecurity Champion Tracking Guide. You can find parts 1-5 here.

Does champion tracking work as a pipeline generation channel in the cybersecurity industry? It's a good question worth exploring!

We always say that if you have customers and believe in your product, you should be keeping in touch with your champions because the benefits compound over time. This is true across industries, including cybersecurity.

The revenue teams at Mimecast and Cobalt have seen (and still see) incredible ROI with UserGems.


How Mimecast uses UserGems as a new pipeline channel

With Mimecast for example, UserGems has:

  • Become the second highest converting channel after demo requests
  • Brought in 276 sales opportunities
  • Generated $18M in new pipeline

The tool also books 20x more meetings than other pipeline generation channels for Mimecast. The best part? Results started pouring in within days of implementing UserGems. Kory Himmer adds more context:

Cobalt's winning champion tracking playbook

Running the “champion on the move” playbook with UserGems, Cobalt saw:

  • $1.7M in new business pipeline
  • An 18X ROI from UserGems-sourced pipeline
  • And 8% of new logo pipeline revenue coming from UserGems-sourced leads.

Clare Corriveau adds, “UserGems provides a nice warm lead who is open to having a conversation with a BDR. Our BDRs are happy. I look forward to the first week of every month because it’s the UserGems day.”

LeanIX generates a 6-figure pipeline in six weeks

Before UserGems, the LeanIX team had been manually tracking 50,000 buyer job changes. But they quickly realized it was near impossible to run this program successfully with spreadsheets and LinkedIn Sales Navigator.

Erik Taylor, their Head of Global Business Development, recalls, “It was literally an impossible thing to do at scale manually. So we kind of just gave up. And I'm not someone that gives up easily.”

Within six weeks of adopting UserGems, LeanIX saw:

  • $800K in UserGems influenced pipeline
  • $120K in forecastable revenue with a close rate of 15%
  • One closed won opp. for $33K.

Erik adds,” We almost paid off our full investment in UserGems in the first six weeks.”

Next 👉 Chapter 5: Ready to buy a champion tracking tool? Build a fool-proof business case

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?