Case Study: Cobalt achieves 18X ROI with UserGems

Cobalt gets amped with 18X ROI from UserGems-sourced pipeline

Cobalt, a mid-market cybersecurity company and PtaaS pioneer, wanted a better way to capture opportunities created when customers, champions, or prospects changed jobs. Their team saw that these “former champion” moments often led to strong conversion, but manually tracking them on LinkedIn was too time-consuming and risked missing warm leads.

Using UserGems’ customer job-change trigger and “Former Champion” playbook, Cobalt automated lead detection and routed these leads to BDRs for timely outreach. The result was 91 influenced opportunities, $1.7M in new business pipeline, 8% of new logo pipeline revenue, and 18X ROI from UserGems-sourced pipeline, while also shortening sales cycles.

Cobalt

Clare Corriveau

Sr. Director of Demand Gen