Play 7

Executive Arrivals: Customers Hiring New Executives

Contact that qualifies for this play

Customer accounts hiring new executives (CXOs, VPs, Sr Directors based on who is EB)

Why do this campaign ?

Engage new sponsors in customer accounts proactively. Multi-thread to additional stakeholders to prevent churn and drive expansion.

What actions to take with these contacts

Alerts

-> Internal executive sponsor, AM, CSM and RVP CS/Sales

Programs

-> Executive sponsorship reaches out
-> Deal team multi-threads to stay on top

USP

Be the first to engage new executive sponsor to open up upsells / cross-sells and prevent churn risk

Outreach Sequence

Step 1 | Executive led reach out
  • Account Team led by CSM/AM does an internal readout on account health, ongoing initiatives, open tickets, existing relationships, churn risks and upsell opportunities.
  • Executive reachout:
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Current Job Changes
Hi <New Executive>,

Congratulations on your new role at {New_company}?  I am sure you are busy selling in and getting on top of the everything. Short introduction: I'm the {Internal_exec_title} at {company_name} and we have been working with {champion 1} and her team to help with {one line about use-case}

I will love to connect and learn more about your priorities and also share how we are evolving. How is your schedule over the next couple of weeks

Regards,
<Internal_exe_title>
Hindsight Job Changes
Hi <CSM/AE>,

Can you put me in touch with {first_name} from {New_company}?  A refresher: You worked together when he was at {old_company}, and now he has moved to {new_company} (6+ months ago).

Sending you a couple of sample mails that you can use when helping me out with a referral.

Regards,
<BDR Name>
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Step 2 | 2 Internal Reminders
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