Why Champion Tracking Alone Isn't Enough (And What to Add)
Champion tracking is one of the smartest strategies in B2B sales. When a former customer moves to a new company, they bring trust, context, and a built-in understanding of your product's value. Reaching out to them at their new organization produces conversion rates 3–5x higher than cold outreach. No wonder tools like UserGems, Champify, and MarketBetter have built entire businesses around this concept.
But here's the uncomfortable truth that champion tracking vendors rarely discuss: alerts without execution are wasted signals. Knowing that a champion changed jobs is only valuable if you can act on that information quickly, effectively, and through multiple channels. And for most teams relying on champion tracking alone, the gap between "alert received" and "deal closed" is where pipeline goes to die.