Opportunity

Imagine for a moment that you have a SaaS solution. Your solution has multiple users at each Cutomer's but, every time, there's only one member of your client company who's responsible for your SaaS adoption within his company. Let's call this employee a power user. You'll agree that it's someone who knows your SaaS quite well and is convinced of its benefits.

Suppose now that this power user moves from your client company to another one. This new company is not your client yet. Wouldn't it be great if you could reach out to your ex-power user to try and close the company he recently joined?

The answer is yes, if you're still wondering 🙃

Solution

One of us implemented a solution to leverage this opportunity during one of his previous internships. Hold tight, there are a lot of tools involved and it's quite convoluted. However, it's worth describing as it shows that we're quite adamant at Customations 💪

The identity and contact info of power users happened to be stored in the companies internal databases. Such data was frequently pulled out of databases into Looker (a BI tool) which happens to have a very convenient API.

A Google Apps Script app pulled out the data from Looker into Google Sheets through that very API. There's now a sheet with every power user inside with his contact info.

Then, thanks to Phantombuster, power users LinkedIn profile URLs could be found 70% of the time. There's now a new sheet in the Google Spreadsheet with every power user for which we found a LinkedIn profile.

Then, thanks to Phantombuster again, we could scrape info on the LinkedIn profiles of every power user to check whether or not they changed companies since the last scraping.

If so, we automatically checked into Salesforce (Google Apps Script again and Salesforce's API) if the new company of the power user was already a client. If not, a message was finally sent in Slack in the appropriate channel saying:

📣 "@SDR_In_Charge Company Y just hired John Doe who used to work for company X, our client. Reach out to him: Company Y might be our next customer!"

Outcome

In short: managers were very happy.