PLAYBOOKS & SEQUENCES

Playbook 1: Previous customers recently joined a new company

Recommended for:
  • UserGems leads are your previous customers
  • Their new company matches your Ideal Customer Profile
  • Their current title matches your target Persona
  • They recently started this role (less than 3 months ago)
UserGems Playbook 1: Previous customers recently joined a new account
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UserGems Playbook 1: Previous customers recently joined a new account

Playbook 1: Previous customers recently joined a new company

Recommended for:
  • UserGems leads are your previous customers
  • Their new company matches your Ideal Customer Profile
  • Their current title matches your target Persona
  • They recently started this role (less than 3 months ago)
UserGems playbooks

Playbook 2: Previous customers have been in new role for a while

Recommended for:
  • UserGems leads are your previous customers
  • Their new company matches your Ideal Customer Profile
  • Their current title matches your target Persona
  • They started this role more than 3 months ago
UserGems playbooks

Playbook 3: Previous customers' new job is not within buyer persona

Recommended for:
  • UserGems leads are your previous customers (buyers, users)
  • Their current company matches your Ideal Customer Profile
  • Their NEW title does NOT match your target Persona
UserGems Playbook 4: Ask for referrals when the lead is not at an ICP account

Playbook 4: Ask for referrals when the lead is not at an ICP account

Recommended for:
  • UserGems lead's new company doesn't fit your ICP
  • Having a referral is always better than a cold outreach, and people are more wiling to help than you’d think.
  • Once you get a referral, put the referrer’s name in the subject line to increase the open rate.
UserGems playbook 5: AE to prevent deal risk when someone leaves

Playbook 5: AE to prevent deal risk when someone leaves

Recommended for:
  • UserGems leads were prospects in an open or lost opportunity
  • To accelerate deal if the contact that left was a blocker
  • To prevent a deal risk if that contact was a champion.
UserGems Playbook 6: AE to accelerate deal when customers customer joins the account

Playbook 6: AE to accelerate deal when previous customer joins

Recommended for:
  • If the UserGems lead is the new decision maker or champion, the sooner you reach out as they're still evaluating their new team and tech, the more likely you will get a favorable response.
  • If the UserGems lead is at peer-level or more junior than your current point of contact, reach out to build an internal champion
UserGems Playbook 7: CSM to prevent churn risk when someone leaves

Playbook 7: CSM to prevent churn risk when someone leaves

Recommended for:
  • As a solution that had been selected by someone else, your product could be re-evaluated and/or re-negotiated. Reach out to the new decision-maker timely to understand their priorities and updating them on the impacts (ROI) your product has provided to their team and company.
  • Keep closely in-touch with your existing champions within the account to stay abreast on any changing business priorities.
UserGems Playbook 8: CSM to increase adoption by multi-threading to others

Playbook 8: CSM to increase adoption by multi-threading others

Recommended for:
  • UserGems contact is a previous customers at another account
  • They can be an additional champion to increase your product adoption within the new company

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