UserGems Gem-E

& Gitlab

Agenda

Intro

Signals Platform

Active Signals

Workflows

Samples

Best Practices

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What is UserGems?

UserGems is a signals platform that helps boost pipeline & revenue by layering people signals like past champion job changes, new hires, promotions etc. and company signals like account intent, in end-to-end workflows so you can easily reach out with relevant, highly personalized messaging at scale.

4. Results

UserGems Signal Platform

1. Signals

2.Workflows

Update CRM

Alert

Sequence

Assign

Opportunities

Revenue

Pipeline

Meetings

3. Adoption Best Practices

Persistence

Multi-channel

Multi-thread

Speed to lead

Late > never

Give to get

Generate AI Messaging

People Signals

Account Signals

What we were doing:

ACCOUNT SIGNALS

PEOPLE SIGNALS

Past Champions

New Hires & Promotions

Multi-thread buying group

Referrals

Website Visitors

Custom Signals

Website Visits

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Hiring / Job Posts

Customer Competitors

Funding

Custom Signals

Intent

Closed Lost / Churn

Previous Engagements

Call scripts , Emails, Meetings

YOUR CRM DATA

What Gitlab used to do with UserGems..

Create lead in SFDC

Enroll in Groove Sequences

Past Champions

New Hires & Promotions

Create lead in SFDC

Enroll in Groove Sequences

What we’re adding:

ACCOUNT SIGNALS

PEOPLE SIGNALS

Past Champions

New Hires & Promotions

Multi-thread buying group

Referrals

Website Visitors

Custom Signals

Website Visits

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Hiring / Job Posts

Customer Competitors

Funding

Custom Signals

Intent

Closed Lost / Churn

Previous Engagements

Call scripts , Emails, Meetings

YOUR CRM DATA

Overview of new Signals

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• Past Champions → Flags when past buyers, users, or evaluators change jobs so you can reach out to prospects who are already familiar with your company. Past champions are 3x more likely to buy.
• New Hires & Promotions → Flags when a person joins a key account with a buyer title, or gets promoted at a key account with a buyer title.
• Multi-Thread -> Surfaces 6 additional key stakeholder titles at target/ICP accounts.
• Customer Competitors -> Automatically identifies accounts that compete with active customers. AI auto-name drops said customer in email to competing prospect to increase conversion rates by 2.5x.
• Closed Lost Reactivation → Automatically identifies accounts that evaluated 6-24 months ago. AI references past evaluation and evaluator in the email automatically.

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Where we’re going

Dynamic AI Groove Sequences

Past Champions

New Hires & Promotions

Multi-thread buying group

Customer Competitors

Closed Lost / Churn

Create contact/lead in SFDC

Prioritize accounts + contextualize emails

Workflows

VS

Audience is defined to capture all relevant people signals. Ex: Past champions + multi-thread with relevant title, at target/ICP account, not yet contacted.

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UserGems creates a lead for everyone in the audience in Salesforce.

Gem-E will create 3 dynamic AI emails for each contact depending on applicable people & accounts signals.

AI messaging is pushed to the Salesforce contact which is mapped to a dynamic Groove sequence.

Sequences

VS

Sequence 1: Large/Mid-Market (High Touch)

Sequence 2: SMB / Blank (Low Touch)

Real Example

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Best Practices

Keys to signal-based success!

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• Speed → Speed to lead is key for signal based selling. 85% of deals are won by the seller that was first to engage.
• Persistence → Conversions rates double on average after 5+ touches.
• Multi-thread → Not every signal is going to be for a buyer title, but you can leverage relationships to get to the right buyer regardless. Don’t be too picky on title if a signal fires.
• Multi-channel → UserGems provides emails 75%-80% of the time, but we always provide LinkedIn. Leverage other channels when email isn’t available.
• Better late than never → For job changes, recent is better, but anything within the past 12 months still converts much higher than cold outbound. Don’t ignore a signal that happened a little while ago.
• Give to get → Gifting and incentives (referral programs) will always help conversion especially when asking for an introduction (referrals)

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Next Steps

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• Monday, 02/24/2025, we will push 1,460 UserGems Gem-E records:

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• If all looks good we’ll add more each week.
• Provide the team with your feedback!

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SPIFF

UserGems sponsored SPIF: After the first month of being live the rep with the most opportunities generated will win our UG sponsored SPIF which is comprised of $150 gift voucher & UG swag!

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Thank you!

revenue@usergems.com