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:

1. Identifies ex-employees of the newly closed customer
2. Enriches their current employment details
3. Routes each alumni opportunity to the right sales representative
4. 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.

Step 2: Enrich Alumni Contacts #

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.