Automating Champion Tracking and Job Change Notifications

In the SaaS space, customer champions are critical to the success and retention of your accounts. These internal advocates or decision-makers, play a key role in influencing the purchase and renewal of your product. The departure of a champion can pose a serious risk to the account. Losing a champion can lead to reduced product adoption, weakened relationships, and ultimately, account churn.

To mitigate this risk, automating the tracking of champion exits and subsequent job changes is crucial. Automating these processes ensures that sales teams remain proactive in maintaining customer relationships and seizing new business opportunities when champions move to other companies. By setting up an efficient system to monitor champions, sales teams can save time, reduce churn risk, and stay ahead of opportunities.

In this guide, we’ll outline the steps for setting up a notification process when a champion leaves a company and for setting up a workflow that tracks them through their career journey.

Steps to Automate Champion Exit Tracking and Job Change Notifications

1. Detecting the Champion’s Exit Through Product Data

• Monitor Product Usage for Inactivity:

• Track usage patterns within your product. If a champion stops logging in or if their email becomes inactive, this should trigger an internal alert.

• Automated Alert Creation:

• Set up automation in your CRM (e.g., Salesforce) or use tools like Zapier to trigger a notification when a champion becomes inactive. The sales rep will receive a notification to follow up with the remaining account contacts to maintain the relationship and assess the account's health.

2. Setting Up LinkedIn Sales Navigator Notification

• Job Change Tracking:

• Use LinkedIn Sales Navigator’s job change tracking features to monitor when champions leave a company and secure a new job. Sales Navigator can be integrated with your CRM to track this automatically.

• CRM Integration:

• When a champion is marked as inactive in Salesforce, you can use LinkedIn Sales Navigator’s integration or Zapier to create a new alert for that champion's job changes. This ensures that the sales rep stays informed of their next career move.

3. Automating Task Creation in Salesforce When They Get a New Job

• Job Change Alert to Task Creation:

• Once LinkedIn Sales Navigator detects a job change, it can automatically trigger a new task in Salesforce for the sales rep assigned to the champion’s former account.

• This task will remind the rep to reach out, congratulate the champion on their new role, and explore new opportunities at their new company. Use tools like Salesforce Flow or Zapier to automate this process.

Conclusion

Automating the tracking of champion exits and job changes can significantly reduce the risks associated with losing key advocates and ensure a proactive approach to maintaining and expanding business relationships. By setting up a streamlined workflow, you not only safeguard your current accounts but also increase the likelihood of generating new business with champions as they move to new companies. This system ensures that your sales team remains focused on building and maintaining valuable relationships, reduces manual effort, and helps seize new opportunities promptly.

In the fast-moving SaaS world, keeping up with customer champion movements is critical. Automation tools such as Salesforce, LinkedIn Sales Navigator, and Zapier make this process easier, ensuring you stay on top of changes and can continue nurturing key relationships wherever they go.