The image is a graphic with a purple background showcasing a central target symbol connected by dotted lines to various icons and photos of people, indicating a network of signals.
The image is a graphic with a purple background showcasing a central target symbol connected by dotted lines to various icons and photos of people, indicating a network of signals.

Sales and CS teams have limited time and resources. Dozens of champion tracking signals come in every day, and they don’t have time to figure out which ones matter most. Good thing UserGems can help with that 🫡

Automating the process from buying signal to action is a core differentiator of UserGems. Select what signals matter most, then set up a workflow to configure actions like automatically adding to a Sales Engagement tool or sending a notification.

This signal + action philosophy will help with pipeline generation and hitting revenue targets without wasted effort. And you’ll be thankful opportunities stop slipping through the cracks! 

Follow these steps to set up your own filters and automations!

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Set your program up for automation the right way

Some pre-work needs to be done before you can set up automations. Think of it like setting the table before you eat dinner. You need to complete these four tasks before you can truly begin creating signal-based workflows.

  1. Upload report of Target Accounts - This will help differentiate between high-priority and other prospect accounts.
  2. Define buyer persona - Give your best personas the most attention and the right treatment.
  3. Define ICP (Countries, Company Size) - If you don’t have target accounts, this is a great way to ensure you’re capturing all relevant accounts, but even if you do have target accounts this is a great way to make sure you’re not missing any potentially good fit customers.
  4. Define DRIs (Directly Responsible Individuals)—The person responsible for action will change based on the scenario. You might want your SDRs alerted when a Champion joins a new account. If the Champion leaves an account, the CSM should be notified to avoid churn.
The image is a diagram illustrating different job change signals and their corresponding direct responsible individuals (DRIs) and use cases in a business context. Four job change signals are listed on the left, with dotted lines connecting to the DRIs and use cases on the right. The signals are: "Joined an account without open opp" connected to "Marketing & SDR" for "Pipeline Generation," "Joined an account with open opp" linked to "AE" for "Deal Acceleration," "Left a customer account" leading to "CSM" for "Churn Prevention," and "Joined a customer account" also connected to "CSM" with the same use case of "Churn Prevention." The image has a dark background with neon-colored text and lines, and the logo "USERGEMS" at the top left corner.

Once this pre-work is complete, it’s time to start automating!

How to fully automate signal workflows with UserGems

Before we start, note that UserGems allows for both manual control and full automation of signal-based workflows. Either way, you have to establish filters first!

Use existing and custom filters to focus efforts on your best bets

Job change view in UserGems product with filters set to "high priority" and "persona". A list of prospects are shown organized by person, company, activity, and account owners.

Navigate to the Job Changes section of UserGems to use custom or pre-defined filters. Our pre-built filters capture some of the most common job change scenarios. For example:

  • Past customer recently joined new account
  • Past prospect recently joined a new account
  • Uncontacted high-priority UserGems leads

To make a custom filter, start by choosing a prebuilt filter to use as a base. Navigate to the left of the dashboard and adjust filtering options. Configure your filter based on anything found in the UserGems object, such as:

  • Persona
  • Priority
  • Date range
  • Activity types
  • Past relationship
  • Account joined

💡 Pro Tip: Make sure your filter is set to “Current Email is Not Empty” if you’re planning to add these prospects to an email sequence. This will prevent it from failing.

Contact your CSM if there is an additional field from Salesforce that you’d like to filter. Your CSM can bring it into UserGems for you!

Click the ‘Save Filter’ button when you’re done customizing, and name your filter something memorable so you can find it later. 🔍

Send Gems directly into a sequence or cadence while they're still hot

Edit automation functionality in the UserGems platform with options to assign "Automation name," "select filter," "select sequences to add," and "to be sequenced by"i

Now that you’ve created a filter, it’s time to set up automations that will make outbound easier! You can start turning buying signals into pipeline generation by adding contacts into cadences.

First, navigate to the Automations tab. Click on the “+ Add Automation” button, and a popup window will appear. The first tab in the popup is Add to sequence

Next, select the filter you built and give your automation a name! (Remember to name it something you’ll remember!)

Then choose a sequencer to be the owner. You can pick a record owner, a specific user, or select your own custom user field. Remember, whoever you choose will need an Outreach or Salesloft license.

Click Save to apply your filter! 

💡Tip: If you’d like to retain more manual control, you can skip adding your filter to a cadence and move directly to creating notifications.

Create Slack and email notifications to keep your team in the loop

Setting up automatic Slack and email notifications will ensure you focus on the prospects that matter most while ensuring they don’t get missed! With automatic notifications, no one is left in the dark about what next steps to follow. 

View to create Slack and email notifications in the UserGems platform

To get started, click on the ‘Send notification’ tab to set up automatic Slack or email alerts. Name your automation and choose the filter you’d like to send notifications for. If you’ve already set up a sequence for this filter, this information will flow through into this tab.

Next, you will be presented with a drop-down menu. Here you can choose which DRI to send either an email or Slack notification to. You may choose to send the notification to the previous account owner (for a churn prevention play) or to the new account owner (for a pipeline generation play). Or, if you’re like us, do both!

There is also the option to send a notification to a Slack channel. This makes a lot of sense if you want your whole team to be aware.

Finally, in the Message text field, write a custom note for the notification. Type a $ sign to pull in custom fields from Salesforce to add details like the contact’s name, new email, LinkedIn profile, and status.

You may also write a directive to the DRI, such as “add this contact to the Top Priority Leads cadence”. This level of detail will help the DRI take appropriate action.

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Get faster with automated buyer signal workflows

Champion tracking and qualified pipeline generation are a whole lot faster when you create automated workflows in UserGems. 

Just add the right info up front, create your filters, and you’re set to build out automations. Now any time a contact fits your pre-defined parameters, you’ll know about it and they’ll be automatically added to your outreach sequences. 

Pretty cool, right?

If you’re ready to get more out of your signal-based programs, contact your CSM.

Want to get more pipeline with less work?