Spot technology stack changes in your target accounts

Overview#

Accounts that have recently updated their technology stack are often in the right state of mind to explore new solutions.

This template 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.

Enrich and outreach stakeholders at target accounts that change tech stack#

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:

• domain: The domain name of the company passed by PredictLeads
• jobtitles: An array of job titles to contact at the company. Apollo requires these to follow an array's format, i.e. [ "title1", "title2" ].

Step 2 - Deduplication#

Check for duplicate accounts in your CRM using the company domain

Depending on how extensively your Total Addressable Market (TAM) is mapped in your CRM, the Predictleads model feeding this workflow might output companies that already exist in your CRM.

To avoid outreach or resource duplication, add a search node for your CRM (e.g., Salesforce) followed by a filter node. If the search node finds duplicate company domains, the filter will automatically stop the workflow, preventing unnecessary actions.

Some Cargo users go further by handling duplicate accounts based on their pipeline status. Adapt the logic to suit your needs, such as adding branch logic to handle cases where an account is a duplicate but hasn’t been worked on by a sales rep in the last 60 days and can be reactivated.

Step 3 - Stakeholders search#

Search for contacts working at the companies identified

With the company domain identified from PredictLeads, use a search action with an enrichment integration in Cargo to find stakeholders in relevant roles who could become users or buyers of your product. Use your preferred enrichment node (e.g., PeopleDataLabs, Waterfall.io) to identify stakeholders with relevant job titles.

Note that each enrichment provider has its own job title formats, so check their documentation to align with their formatting when adding job titles, seniorities, etc. Providers also allow you to specify additional filters (e.g., location, seniority) to further refine the search, ensuring the right contact persona is returned.

Since the search will produce an array of contacts meeting the criteria, the subsequent execution flow will continue inside a group node. Pass the entire output of the search node to the group node to proceed.

Step 4 - Allocation#

Allocate leads to the sales team

To allocate the contacts found using the search node, you can use a CRM integration or the Allocate node available in the node catalog. The Allocate node provides the advantage of leveraging Cargo’s territory and capacity features. The territory feature allows simplified management of sales territories, while the capacity feature helps manage your sales team's workload and handle out-of-capacity situations with a fallback member. Refer to our documentation for more details.

Depending on your organization’s rules, this step may also be an opportunity to upsert a new account in the CRM. Additionally, Cargo users often use the Slack integration to notify the allocated owner, reducing activation time, which is crucial since the signal's value diminishes over time.

Step 5 - Outreach#

Push new contacts to a sales sequence

Once a contact is allocated, you can immediately enroll them in an email sequence using your preferred email outreach tool integrated with Cargo (e.g., Instantly, Outreach, Salesloft, Apollo, Smartlead).

Use a filter node before adding new contacts to a sales sequence to ensure no contact without an email is included. Many users also use Cargo’s email validation tools (e.g., Zerobounce, Neverbounce, Theneo) and catch-all email validation tools (e.g., Enrichley, Scrubby) to protect their domains from low-quality emails. We also recommend using CRM integrations in Cargo to filter out duplicate contacts or accounts and upsert any new ones before this step.