Case Study: Segment automates champion tracking and drives pipeline with UserGems

Segment automates champion tracking with UserGems

Segment, a customer data platform, had a long-standing challenge with tracking champion job changes manually across its global sales organization. SDRs and account teams were relying on spreadsheets, LinkedIn research, and cross-functional updates to stay on top of former champions, which created inconsistent workflows and made it hard to consistently turn those relationships into pipeline.

UserGems helped Segment automate champion tracking by delivering monthly leads to SDRs, routing them by territory, and supporting tailored outreach and marketing nurture flows based on how long someone had been in a new role. With UserGems, Segment reported 400 accepted leads in a single quarter, 63 open opportunities from UserGems leads, and a major closed-won deal from NerdWallet that paid for UserGems for the next four years.

Segment

Alex Griffin

Director of Global Sales Development