Follow your champions to new companies
Someone who already bought from you once has just landed somewhere new.
How it runs
- Step 1 / 4
Watch the people, not the logos
Your CRM knows who bought from you. Unify matches those people against role changes, so a champion landing somewhere new surfaces on its own.
What you getFormer champions and where they landed - Step 2 / 4
Check how it went last time
Before anyone reaches out, the last deal comes back up: what they bought, what they cared about, and whether it ended well.
What you getWhat the accounts you won had in common - Step 3 / 4
Arrive knowing what they walked into
The new company is a new account. What it sells, how big it is and what changed recently, so the conversation is about them and not about last time.
What you getA brief on the new company, with sources - Step 4 / 4
Open on the relationship
The note does not re-introduce the product to somebody who already bought it. It picks up where you left off, and says why now.
What you getThe note, drafted from the history
Following the champion, with and without Unify
Someone who already bought from you once has just landed somewhere new.
| Without Unify |  With Unify |
|---|---|
| You find out a champion moved when the email bounces | Role changes are matched against your CRM, so champions surface as they move |
| The new company is unknown, so the account looks as cold as any other | The new company arrives already qualified by who now works there |
| Nobody remembers what they bought last time, or why | What happened last time comes with them: what they bought and what they cared about |
| The note starts from scratch, as though you had never worked together | The opener picks up a relationship that already exists |
Start from this prompt
Make it your own in Unify, then review the results.
Find people in our CRM who recently changed jobs, show their new company, and tell me what happened with them last time.
How it changes by who you sell to
- Software
- Champions move every two to three years, often to a similar stack, so the list is long. Ask for moves in the last 90 days only, and have BuiltWith show whether the new company already runs what you replace.
- Financial services
- Moves are less frequent but carry more authority, and the new institution is usually larger. Ask for moves into director-level roles or above, and for the compliance contact at the new firm alongside the champion.
- Healthcare
- Clinical leaders move between systems and take their preferences with them. Ask for moves at the system level and have Unify note which facilities the new role covers.
- Retail and e-commerce
- Buyers move between retailers inside the same category. Ask for moves within your category, and for the platform the new brand runs, since that decides whether the old objection still applies.
- Manufacturing
- Operations leaders move between plants and companies, and the champion travels with them. Ask for the new site as well as the new company, and for the site's operations owner if the champion moved to head office.
- Professional services
- Partners move practices, and the relationship is with the person, not the firm. Ask for lateral partner moves and whether the new firm's practice matches the one you served before.
Next in relationships and reactivation
+6Dormant pipelineCatch dormant pipeline heating upOpen deals that went quiet are not dead. When the account comes back to your site, hires, raises or adds a stakeholder, the deal is warm again and nobody is looking. Catch it the day it happens.
RelationshipsFind a warm introductionStart from the accounts showing intent this month, find the ones where someone on the team already knows the buyer, and spend the favor where it is likely to land.
+3Bad-timing repliesFollow up on 'not now' repliesSomeone said 'not now' six months ago. Find what changed at their company since, and write to that rather than to the old thread.
Connect what this workflow uses
Each guide covers the connection, what Unify reads and writes, and what to check before the first run.
Questions about this workflow
How does Unify know a contact changed jobs?
It re-checks the people in your Salesforce or HubSpot against ContactOut and public sources through Exa, and reports the new company and role.
What does 'what happened last time' include?
The deal outcome, the last activity and any notes on the original record, so you know whether this person was a champion or a blocker.
How often should this run?
Weekly is enough. Moves are announced once and stay relevant for a quarter, so a weekly pass catches them in time.
Can it check the new company before I write?
Yes. Ask for what the new company runs, from BuiltWith, and whether it is already in your CRM, so the note fits the situation.