When NetSPI first turned to UserGems in April 2025, the goal was clear: build a scalable outbound motion that could generate more pipeline with less effort, and prove ROI fast.
They soon leveled up their go-to-market motion with UserGems’ AI agent, Gem-E. By combining multiple buying signals with AI research, enrichment, and personalization, NetSPI is driving pipeline faster, more efficiently, and with better precision.
In just 4-5 months with Gem-E, NetSPI booked 71 meetings, created 32 sales qualified opportunities, and generated $610K in pipeline, with $44K already closed-won. Director of Sales Development Abby Orehosky's team saw the program pay for itself within months, all while reducing manual prospecting and transforming their efficiency from "call 300" to "call 30."
About NetSPI
NetSPI is a global leader in enterprise penetration testing and offensive security solutions. They partner with the world's most respected organizations to identify security gaps, reduce risk, and strengthen cyber resilience through scalable, technology-powered testing. With deep expertise across cloud, application, and network security, NetSPI helps security teams stay ahead of threats and make informed decisions that protect their business.
About Abby Orehosky
Abby Orehosky is the Director of Sales Development at NetSPI, where she leads a high-performing SDR organization focused on driving pipeline through strategic, high-quality outbound execution. At NetSPI, she champions a signal-driven outbound motion, powered by data, automation, and AI to help her team engage security leaders with precision and purpose.
The challenge: Manual prospecting was draining resources
NetSPI's SDRs were spending countless hours manually hunting for prospects across different tools like ZoomInfo and Sales Navigator. They struggled to track job changes, revive closed-lost accounts, and find warm paths into CISOs. Without clear signals to guide them, reps couldn't prioritize who to contact and when, making outbound effort inconsistent and inefficient.
The team needed a better way to identify high-value prospects at exactly the right moment, without wasting time on repetitive, manual work. The challenge was even bigger because their audience, security buyers, are tough to reach and protected by strict spam filters.
The solution: UserGems as NetSPI's AI command center
When Abby assessed their needs, three factors made UserGems the clear choice: seamless automation, actionable context, and scalable efficiency.
NetSPI transformed UserGems into an AI Command Center where signals, scoring, and Gem-E work together to power their entire outbound motion. Instead of SDRs juggling multiple tools and manually piecing together context, everything they need flows automatically into their daily workflow.
The signals that matter most
UserGems now automatically surfaces the highest-intent contacts for NetSPI's team:
- Closed-lost champions – Contacts who previously evaluated NetSPI and have moved to new companies, bringing their awareness and need with them
- Promotions and new-in-role leaders – Decision-makers becoming more influential within existing accounts, creating expansion opportunities
- Past champions who changed jobs – Known advocates landing at new companies, providing warm entries into fresh accounts
- Platform users on the move – Users of NetSPI who changed roles, turning product familiarity into a powerful buying signal
Next up: Abby's team is planning to feed 6sense "hot" accounts into UserGems to surface and stack relevant contact-level signals, making intent data actionable for reps.
Instead of digging through these scenarios manually, NetSPI now sees them automatically surfaced and ready to act on.
From signals to action: How it works daily
Prioritization: Know who to call first, every day
UserGems surfaces around 20 highly qualified leads per day (sometimes more) directly from Salesforce reports into SDR workflows. Each morning, reps get a short, curated list showing:
- Which contact to reach out to
- What changed (job move, promotion, closed-lost champion, platform user)
- Why now is the right time to engage
Abby and her managers review performance and efficiency inside UserGems, while SDRs work where they're most comfortable: in their sales engagement platform. Using the UserGems Chrome extension, they can instantly see which contacts to engage with and the exact reasons why, without having to switch between tools or dig through multiple data sources.
"They are not like switching between Salesforce and SalesLoft… It’s all just like one screen with the Chrome extension as they’re calling and emailing."
Gem-E in action
Once the right contacts are identified, Gem-E takes over to accelerate execution:
- Surface - UserGems workflows automatically route the right contacts into cadences based on signals, so reps never miss a high-value opportunity.
- Draft – Gem-E generates tailored emails for each contact by combining account and contact-level signals with first- and third-party data.
- Personalize & send – SDRs work from Salesloft using the UserGems Chrome extension. They can review, tweak, and send messaging without bouncing between tools.
- Talk-tracks for calls – Reps use the email messaging and "reasons to engage" as phone talk-tracks, keeping email and call outreach perfectly aligned.
- Review & coach – Abby's leadership team tracks campaigns, pacing, and outcomes in UserGems, using the insights for coaching and enablement.
This creates agentic workflows that eliminate manual triage and content creation while keeping humans in control of personalization, edits, and approvals.
Results: More pipeline, less effort
Since going live in July 2025, NetSPI's UserGems program has delivered impressive results:
- 71 meetings booked
- 32 Sales Qualified Opportunities
- $610K in pipeline created
- $44K in closed-won revenue
Abby told us UserGems paid for itself within roughly five months of running the motion at full speed.
“UserGems has kicked up over 70 meetings in five months, which is exceeding what a lot of our SDRs do.”
Beyond the revenue metrics, the efficiency gains speak for themselves: NetSPI moved from calling 300 contacts to calling 30 and seeing better results. With UserGems handling target selection and drafting, the team's output actually looked like they'd added a rep.
“It’s basically like giving you an extra headcount.”
Rep Experience: Quality over quantity from day one
Reps now learn a quality-over-quantity outbound philosophy from their first day. Instead of celebrating raw activity volume, Abby coaches them to focus on high-signal contacts where they can explain exactly why this is the right moment to reach out.
The Chrome extension and Gem-E also dramatically simplify onboarding:
- New SDRs can see exactly why each contact is in front of them (signal, timing, account context)
- They get a draft email and talk-track to start from, rather than facing a blank screen
- Everything happens in a single view, reducing cognitive load and tool switching
Security buyers are among the hardest to reach, with strict spam filters and crowded inboxes. For NetSPI's team, verified signals, precise timing, and tailored messaging make the difference between getting filtered out and getting a meeting.
Why Gem-E works for security ABM
NetSPI's success with UserGems has completely transformed how they approach their market. Gem-E helps Abby's team show up with a credible reason to reach out (job change, promotion, prior champion, platform user), clear timing (the moment the change happens, when buyers are most receptive), and a path to expand into prioritized accounts by combining 6sense intent and UserGems signals for targeted ABM plays.
Signals, scoring, and agentic workflows all come together in one place, the UserGems AI command center, allowing Abby's team to spend less time guessing and more time getting through and talking to the right security leaders at exactly the right moment.
