TL;DR
  • A champion who loved your product and just joined a new company is your warmest possible outbound target.
  • They already know you work. The objection cycle is compressed. Trust exists from day one.
  • Job change monitoring runs in the background — Clay tracks the contacts and fires when they move.
  • Sequences fire within 24 hours of a detected job change — before your competitor gets there first.
  • This is your highest-converting signal. Most companies aren't working it at all.
Why This Converts

THE *HIGHEST-CONVERTING* SIGNAL IN OUTBOUND

When a contact who loved your product moves to a new company, they bring a problem and a proven preference. They know your product works. They don't need to be convinced — they need to be reminded you exist.

The typical sales cycle with a net-new prospect involves trust building, objection handling, stakeholder alignment, and three months of back-and-forth. With a customer alumni, you skip most of that. The question is just: are they the right person at the new company to make the call?

Most companies sit on a database of past customers, happy users, and power users — and never build a system to track where they go next. This playbook fixes that.

The Build

HOW THE *ALUMNI ENGINE* WORKS

01
Champion List Curation

We pull your list of highest-value customer contacts — power users, champions, decision-makers who bought and saw results. These are the contacts worth tracking. Typically sourced from CRM closed-won contacts and CS health scores.

02
Clay Job Change Monitoring

The champion list loads into a Clay table with job change monitoring enabled. Clay checks LinkedIn data on a weekly or monthly cadence — detecting title changes, company changes, or new LinkedIn entries.

03
Change Detection & Enrichment

When a job change is detected, Clay enriches the new company — firmographic, tech stack, funding status, headcount — and runs an ICP score on the new account. If it fits, the sequence fires.

04
Warm Sequence Trigger

Within 24 hours of detection, a personalized sequence launches in Instantly or HeyReach. Opener: congratulate on the new role, reference the prior relationship, offer to help them get ramped at the new company. Conversion rate: 3–5× standard cold.

05
CRM Record Creation

New company and contact created in HubSpot with source tagged as 'Alumni Play.' Deal record created at new account. All enrichment data populated. Rep gets a Slack alert with the backstory.