Is Champion Tracking Right for Your Cybersecurity Team?

This is part 3 of 5 in our Definitive Cybersecurity Champion Tracking Guide. You can find parts 1-5 here.

UserGems works best for specific team profiles. Consider whether your situation aligns with champion tracking before investing in an automated solution:

• Your buyers and users rarely change their jobs. E.g. if you sell to mom-and-pop business owners, if you sell exclusively to founders.

• You have a very niche TAM or small customer base. You could run champion tracking with manual processes and don’t need a highly automated solution like UserGems.

• You’re already flooded with inbound interest. (Congrats!) Adding a new motion on top of that rarely sticks.

• Your target industry or geography is not on LinkedIn. This is rare. We’ve seen companies targeting construction workers who have had success with champion tracking. But for companies selling exclusively to countries like China, where people don’t use LinkedIn as much, it might not be a fit.

But if your team has been tracking champions manually or seen champions come back to re-purchase, it’s likely an indicator that this is a good time to automate and scale.

Before you commit: Run a data test with your vendor. You’ll learn the percentage of job change leads to expect every year. And if it’s worth the investment.

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Next 👉 Chapter 4: 3 pipeline generation success stories from cybersecurity revenue teams

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Track customers, drive pipeline generation

We track buyer signals—like champion job changes and buying group shifts—and run AI-driven outreach on your behalf, so your team is working the accounts most likely to convert. With UserGems, companies can track and automate outreach when their champions change their jobs and identify the full buying group and surface the highest-priority contacts in each account.

Companies like Mimecast, Greenhouse, and Pluralsight use UserGems to drive pipeline generation from champion job changes. They re-engage buyers who already know their product.

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