Tapping into Previous Users to Unlock Revenue

of all new logo revenue sourced or heavily influenced by Champify
of all Champify-sourced meetings convert to pipeline (2x baseline)
ROI within 6 months
The Highlights
Industry: Enterprise Software
Products: Champify Advocate Tracking
Integrations: Salesforce, Leandata, Outreach
Challenge: need to boost efficiency and creativity with outbound pipeline generation.
Solution: Identify the top power users of their enterprise and PLG offerings, and keep tabs on these advocates as they moved to new roles at prospect accounts.
Results: Surfaced thousands of high- converting opportunities directly into their existing sales tools and workflows.
Founded in 2013, Heap is a digital insights platform that enables its customers to deeply and easily understand user behavior to build better digital products, increase conversion, and reduce churn. Since inception, Heap has raised over $200 Million  in funding and is valued at just shy of $1 Billion.

With the sales team feeling the economic slowdown, Heap needed to get more creative with their outbound strategy. By utilizing Champify’s Track product, Heap was able to identify the top power users for their enterprise and SMB offerings, and keep tabs on these advocates as they moved to new roles at prospect accounts. AEs receive email & slack alerts when a former customer contact joins one of their prospect accounts, and engages them with the same workflow as an inbound lead.  

Not only has every Champify lead directly interfaced with Heap and the Heap team in a previous role, they are also pre-qualified to ensure their new role and company fits squarely in Heap’s Ideal Customer Profile (ICP).  This reduces any manual work to sift through lower quality contacts - achieving the goal of increased productivity, lower CAC, and operationalizing quality outreach > quantity outreach.
"We had a very strong, expedited deal cycle with our, now, customer and are actively working on an expansion deal. Our Champify contact has looped in 10+ other stakeholders who are key to the expansion opportunities, including other potential champions. Champify has made up 23% of my overall pipeline!”
- Zach Hollingsworth, Commercial AE
Meaningful Revenue Impact
Within 1 month of launch, one rep received a notification that a former buyer had joined a prospect account. Following personalized outreach referencing their past relationship with Heap, the former user was looped into the conversation and became the champion the deal needed to close. This was a multi-year, 6-figure agreement that replaced multiple competitive incumbents, and closed within 3 weeks.

Within 6 months of launch, Champify sourced or influenced 24% of closed new logo revenue. Overall, Heap has seen 16x ROI with Champify's solution.
High Opportunity Conversion
Heap’s top-notch product has created a trove of fans that enabled Champify’s Track product to have an outsized impact. Users have a fantastic experience with the product, and business contacts have great experiences with the Heap sales and customer success teams. These positive experiences make former customers eager to use and buy Heap again.

73% of Champify-sourced meetings are converting into opportunities, which is 2x higher than Heap’s standard outbound conversion goal. Education is a huge part of software sales, and Heap's AEs are leveraging the work of prior AEs, CSM, and the product team to drive success through these contacts that have previously interfaced with the company.

In addition to decreasing the time to revenue, Heap achieved a quick time to value with Champify. The Salesforce application integrates natively into Heap’s existing tooling and GTM stack - requiring a low operational lift and minimal change management.
"Champify has been a great resource for our team, it gives reps direction on where to spend their time and what high-value targets to prioritize. We have also seen a direct correlation between reps that prioritize their Champify accounts list having success in scheduling more meetings.”
- Sean Andrew, CRO
A Perfect Match with Security & Privacy
Heap, with hundreds of enterprise customers across a variety of highly regulated industries and multiple continents, needed a powerful solution that didn't compromise on security or data privacy.

With an entire Heap team dedicated to their own platform security, Heap was excited to find out that Champify was fully SOC2 Type II & GDPR compliant, has completed regular penetration testing, and goes the extra mile to ensure customer data is handled properly.

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