Targeting Accounts with Recent Tech Stack Changes using PredictLeads

Get started with PredictLeads in Cargo

Overview#

Identifying accounts that have recently updated their technology stack is a strong indicator of their readiness to explore new solutions.

This guide demonstrates how to leverage PredictLeads to boost your outreach process, ensuring you’re connecting in a timely way with key players at just the right time in their tech adoption.

Note

All integrations mentioned in this guide require an associated connector to be set up in your Cargo workspace. Some integrations are eligible for use with Cargo credits. See the documentation for instructions on setting up connectors and using Cargo credits.

Get started with PredictLeads in Cargo#

Step 1#

Receive company domains from PredictLeads

PredictLeads continuously scans the web to detect key changes in company signals, such as updates to their technology stack. These changes often represent pivotal moments for a company and provide valuable opportunities for vendors looking to engage them.

Once configured, PredictLeads will send payloads when companies demonstrate a shift in their technologies used, e.g. the addition of paypal.com in their stack. Cargo will receive these payloads, which include a website domain for those companies domain, which is necessary for further enrichment.

Step 2#

Receive company domains from PredictLeads

With the company domain identified from PredictLeads, use a search node in Cargo to find stakeholders by job title. Use your favorite enrichment node to find stakeholders with relevant job titles (e.g., PeopleDataLabs, Waterfall.io are available to use with Cargo credits).

Additionally, each enrichment provider allows for the specification of additional filters (e.g., location, seniority) to refine the search further, ensuring only the right contact persona is returned.

Step 3#

Allocate to Account Executives

Use the allocation node in Cargo to assign stakeholders (from Step 2) to the appropriate territory, defined using Cargo’s revenue organization feature.

This setup lets you group sales representatives flexibly according to your sales playbooks. Additionally, it helps you manage each territory member’s capacity, ensuring no sales representative is overwhelmed with too many leads.

Step 4#

Push new contacts to a sales sequence

Once allocated, you may choose to immediately enrol stakeholder contacts to an email sequence with a preferred email marketing tool integrated with Cargo (e.g., Instantly, Outreach, Salesloft, Apollo, Smartlead, etc).

We also recommend using the CRM integrations in Cargo to filter out duplicate contacts or accounts and upserting any new ones.

Guide