Title Qualification - Key Arrivals
Ensure your Key Arrival leads are in your ICP
Defining your ICP
New executives frequently mean a top-down change in strategy is coming. Champify alerts you when key executives join your account so you can effectively time and plan your break-in strategy, multi-thread in open opps, and de-risk churn or deal derailment caused by stakeholder turnover.
We recommend prioritizing VP and CXO titles for your key personas (e.g. sales, revenue, GTM). However, if there is a title that signals appetite to explore your software, we recommend excluding any seniority threshold. Best practice example: Champify would qualify marketing, sales and revenue new hires with VP+ titles as well as a pipegen program hire with any level of seniority.
Key Arrivals Scoring
To avoid surfacing too many job changes to a rep and minimizing the efficacy of the job change, we score these new arrivals to determine which ones are worth surfacing. We score jobs based on three criteria
- Keywords - if the title contains an excluded keyword or does not contain any of the specified ICP titles, the new job will not be surfaced.
- Level of seniority - “executive” and “owner” will garner the highest score. These are the levels, listed in order from highest score to the lowest score: owner, executive, VP, director, manager, lead, principal, staff, senior, midlevel.
- Uniqueness - for large companies (FTE 1k+), we will decrease the score if more than 20 people have the same title
To break any ties, we’ll review which titles are closest to those linked to closed won opportunities in Salesforce.