Overview
Every customer in your CRM can offer a dozen new opportunities through ex-employees of those company who are likely aware of your product and can smoothen the entry in their new employer.
This template explains a Play that automatically identifies ex-employees (alumni) of a newly closed customer, enriches their current details, and allocates the opportunity to the right sales representative for targeted outreach.
How It Works #
When you close a new deal, this workflow automatically:
- Identifies ex-employees of the newly closed customer
- Enriches their current employment details
- Routes each alumni opportunity to the right sales representative
- Notifies the rep with context-rich messaging
Setup
Required Variables #
Configure the following input variables in the variables node at the beginning of the workflow:
- companyDomain: The domain of the company you just closed (e.g., ramp.com)
- titleKeywords: Title/keywords to filter for relevant alumni (e.g., “revenue operations”, “sales operations”, “head of growth”)
Workflow Steps
Step 1: Enrich Company & Search for Alumni #
Use Cargo’s LinkedIn Enrich action to convert the company domain into a LinkedIn company ID. This ensures you are searching for alumni from the correct organization, even if there are naming ambiguities. Then, use the Search node to find all ex-employees of the company who match your ICP criteria (using the title/keywords filter). This step builds a list of potential prospects who have moved on to new companies and are likely to be receptive to outreach referencing their shared background.
For each alumni contact found, use the LinkedIn Enrich action to pull their current company, title, and contact details. This ensures your outreach is accurate and up-to-date.
Step 3: Check if Alumni’s Current Company Exists in CRM #
Use a Search node of a CRM integration to check if the alumni’s current company already exists in your CRM. This helps determine whether to upsert a new company/contact or update an existing record.
Step 4: Route Based on CRM Presence #
If an existing company is found:
- Use a Upsert action of a CRM integration to upsert the company and alumni contact, then ping the owner on Slack
If no existing company is found:
- Use an Allocate action to assign the new company/contact to the appropriate owner (using round-robin or territory rules), update the contact, and ping the new owner on Slack
Step 5: Update CRM Records #
Depending on whether the company exists:
- Write: Upsert the alumni contact and link to their new company. Mark the relationship as “alumni of [closed-won company]” for context
- Update Contact: Update the alumni’s details if already present, ensuring the alumni connection is noted
Step 6: Notify the Owner in Slack #
Use a Slack node to notify the owner that an alumni, \{\{alumni.firstName\}\} \{\{alumni.lastName\}\}, formerly of \{\{ companyDomain \}\}, is now at \{\{ alumni.currentCompany \}\} and matches your ICP. Include a suggested opening line referencing the alumni connection and a specific GTM win, process, or unique strength from their former company for maximum relevance.
Pro tip: Don’t just mention the alumni connection—reference a specific GTM win, process, or unique strength from their former company and use it as context for your outreach. For example: “Most ex-{{ companyDomain }} folks I meet have a super advanced vision of the revenue engine. Curious if you’re seeing similar playbooks work.”
Automation
Schedule the play to run automatically after every new closed-won deal. Cargo will surface warm alumni opportunities straight into Slack—letting your team focus on closing, not building lists.
