Overview#
Expand your client base by leveraging the networks of your champion customers present in the CRM.
This template outlines a workflow using Waterfall.io within Cargo to enrich champion contacts, identify their previous employers and initiate contact with potential leads.
Engage previous employers of your best customers using Cargo#
Step 1 - Set variables#
Set up your input variables to the workflow
Inputs used in the workflow are set up in the variables node at the beginning of the workflow. This node is used to define the parameters that will be passed through the rest of workflow as inputs to the rest of the nodes.
To power this workflow, the following variables are needed:
- email: The email address of the champion contact
- jobTitles: Job title(s) that you want to filter for when searching for stakeholders at the said domain. Waterfall.io requires these to follow an array's format, i.e.
["title1", "title2"]. - ownerCRMID: The sales representative best connected to the original champion contact
- slackMessage: The slack message you wish for your sales representative to receive asking for an intro to a prospect
Step 2 - Extract champions#
Extract champion contacts from CRMs
This step involves identifying key contacts who have engaged with your product among existing clients. These champions likely hold positive opinions about your product and can be used as sources for introductions to new prospects.
These contacts have likely worked at multiple companies and may still be connected with former colleagues and successors. Warm introductions from champions often result in high response rates and should be leveraged effectively.
Step 3 - Enrich for previous employers#
Enrich contacts to find previous employers
Some enrichment providers offer an object containing an array of a person’s previous experiences. Cargo's LinkedIn and Waterfall.io are popular among Cargo users. In this example, we demonstrate using Waterfall.io in a workflow to find the names and domains of a contact’s previous employers.
Since this object is formatted as an array, the flow's logic will continue inside a group node, looping over each of the previous employers' details one by one.
Step 4 - Retrieve stakeholders#
Find relevant contacts working at those companies
Inside the group node, it’s good practice to check if the previous employer’s company is already a client in the CRM to avoid duplication. After this check, pass the company’s domain to an enrichment provider’s search action (e.g., Waterfall.io’s prospector action) to identify contacts currently working at those companies.
Specify additional filters like job titles, location, and seniority to focus on relevant contacts likely involved in the buying decision. Each enrichment provider has its own job title formatting, and the closer these titles are to your champions’ previous roles, the higher the chance they know them well. Refer to the provider’s documentation to align with their job title and seniority formats.
As the search will produce an array of contacts, henceforth, the rest of the execution flow will proceed inside a second group node.
Step 5 - Allocate leads#
Allocate new leads to the original owner
Pass the output of the first group node to the second group node using a flat method to ensure all contacts are included.
If the first group node is called group, use the expression {{ nodes.group.flat() }} as the input for the second group node.
Inside the second group node, use the allocation node in Cargo to assign the contact to the original sales representative who is best connected to the champion customer.
The allocate node in Cargo will produce the Slack ID of the sales representative. Use this ID to send a Slack message, prompting them about the opportunity to request a warm introduction. Include a custom message with the LinkedIn URL of the target prospect, which the sales rep can share with the champion contact to verify if they can provide an introduction.
