Case Study: UserTesting generates millions in pipeline and 18X ROI with UserGems

UserTesting Generates Millions in Sales Pipeline + an 18X ROI by Monitoring their Customers for Job Changes

UserTesting, an enterprise on-demand consumer research platform, wanted a better way to identify when existing customers moved into new roles or companies. With more than 2,000 organizations in its customer base, the team needed a scalable way to surface warm leads from former champions without manually combing through thousands of contacts.

Using UserGems, UserTesting set up a job-change trigger workflow that automatically pushed new alumni leads, updated titles, companies, and email addresses into Salesforce each month. The sales and marketing teams then ran personalized outreach through email and direct mail, generating 1,300 job-changer leads in a week and, within less than a year, millions in pipeline, over $1M in closed-won revenue, and an 18X ROI.

UserTesting

Steve Jones

VP of Demand Generation