Crownpeak needed more “at bats” and looked at net new conversations as the leading indicator. The Greenfield BDR team reported that the email-to-conversation conversion was completely different immediately after engaging their 1st batch of Signals. One of the BDRs proclaimed, “I couldn’t believe it. It seemed like each time I reached out to a Relationship Signal, I was starting a new conversation”.
The team realized that each Relationship Signal was, in fact, a previous Crownpeak customer, who changed jobs to a new company, and now was in a vital stakeholder position to evaluate their new company’s internal digital experience platform. This made for very simple but effective conversation starters. Without Pipeline Signals, though, there was no way they could monitor and mine hundreds of job changes per month on their own across their global TAM.
