How to leverage your champion customers to source new prospects using Waterfall.io

Overview#

Expand your client base by tapping into the networks of your chamion customers belonging to your clients in Salesforce.

This guide outlines a workflow using Waterfall.io within Cargo to enrich champion contacts, identify their previous employers, and initiate contact with potential leads.

Get started with Salesforce and Waterfall.io in Cargo#

Step 1#

Extract champion contacts from Salesforce

Begin by setting up a segment in Salesforce data for contacts who are identified as champions at clients who already have a strongly positive opinion about your product.

These champions have typically worked at several previous companies which could equally be interesting to prospect - with a warm introdction from these champions.

Step 2#

Enrich contacts to find previous employers

Use Waterfall.io within Cargo to enrich these champion contacts by finding names and domains of their previous employers.

Step 3#

Prospecting with previous employer domains

With the domains of the previous employers identified, employ Waterfall.io’s prospector action in Cargo to find new contacts (including their emails) at these companies.

At this point, Waterfall allows you to specify the job titles for favorable contacts at these companies. The closer these are to your champions' previous job titles, the more likely that they are to know them well.

Step 4#

Allocate to Account Executives

Use the allocation node in Cargo to determine the Slack IDs of the Account Executives (AEs) responsible for the accounts associated with the newly identified contacts.

Step 5#

Send Slack notifications to AEs

Once new contacts are allocated, send a Slack notification to the respective AEs. In the slack message, you can instruct them to request introductions from the champions to these newly found contacts.

This strategy enhances the likelihood of warm introductions, thus increasing the potential for successful new client acquisitions.