[Skip to content](https://www.hubspot.com#main-content) [](https://www.hubspot.com/startups) - [Resources](https://www.hubspot.com/startups/resources) Show submenu for Resources - [Fundraising](https://www.hubspot.com/startups/fundraising) - [Sales & Marketing](https://www.hubspot.com/startups/sales-and-marketing) - [AI Tech & Tips](https://www.hubspot.com/startups/ai) - [Tech Stack Guide](https://www.hubspot.com/startups/tech-stacks) - [Founder & VC Insights](https://www.hubspot.com/startups/scaling-smarter) - [Podcast](https://www.hubspot.com/startups/podcast) - [Stories](https://www.hubspot.com/startups/stories) Show submenu for Stories - [Digital Magazine](https://www.hubspot.com/startups/magazine) - [DocuSeries](https://www.hubspot.com/startups/docuseries) - [Case Studies](https://www.hubspot.com/startups/stories/customers) - [Community](https://www.hubspot.com/startups/community) - [Partner](https://www.hubspot.com/startups/partners) - [Apply Now](https://app.hubspot.com/signup-hubspot/hubspot-for-startups) - [Resources](https://www.hubspot.com/startups/resources) Show submenu for Resources - [Fundraising](https://www.hubspot.com/startups/fundraising) - [Sales & Marketing](https://www.hubspot.com/startups/sales-and-marketing) - [AI Tech & Tips](https://www.hubspot.com/startups/ai) - [Tech Stack Guide](https://www.hubspot.com/startups/tech-stacks) - [Founder & VC Insights](https://www.hubspot.com/startups/scaling-smarter) - [Podcast](https://www.hubspot.com/startups/podcast) - [Stories](https://www.hubspot.com/startups/stories) Show submenu for Stories - [Digital Magazine](https://www.hubspot.com/startups/magazine) - [DocuSeries](https://www.hubspot.com/startups/docuseries) - [Case Studies](https://www.hubspot.com/startups/stories/customers) - [Community](https://www.hubspot.com/startups/community) - [Partner](https://www.hubspot.com/startups/partners) - [Apply Now](https://app.hubspot.com/signup-hubspot/hubspot-for-startups) - [Home](https://www.hubspot.com/startups) - [Tech Stack Guide](https://www.hubspot.com/startups/tech-stacks/) - [Home](https://www.hubspot.com/startups/) - [Tech Stack Guide](https://www.hubspot.com/startups/tech-stacks/) # Champion Tracking: How to Turn Customer Job Changes Into New Opportunities Learn how to automate champion tracking with Clay and HubSpot to turn customer job changes into warm opportunities with personalized outreach.  Taimoor Tariq, lead at Clay Club Berlin, recently demonstrated a powerful workflow that transforms customer job changes into revenue opportunities. If you're using Clay and HubSpot, this champion tracking strategy is something you can implement today. ## Why Champion Tracking Matters While Clay offers countless use cases—CRM enrichment, TAM sourcing, inbound lead enrichment, and intent-based outreach—champion tracking stands out as one of the most immediately valuable applications. Rather than starting with cold prospecting, this approach begins with your existing customers, the people who already know and trust your product. The logic is simple: when a customer moves to a new company, they bring their positive experience with your product along with them. They're your best advocates, already familiar with your value proposition and potentially positioned to champion your solution at their new organization. ## The Champion Tracking Workflow Taimoor walked through a workflow built for Blinkist, a company known for its B2C offering but which also serves B2B customers. Here's how the system works: ### Step 1: Build Your Customer List in HubSpot Start by creating a list of all customers in HubSpot. For this workflow, Taimoor focused specifically on customers without LinkedIn profiles already in the system—essentially, contacts that need enrichment. ### Step 2: Enrich LinkedIn Profiles The first critical step in any person enrichment is getting to their LinkedIn profile. Taimoor uses a waterfall approach with three different models: - __OpenAI's GPT-4o mini__ (first attempt) - __OpenAI's GPT-4o__ (second attempt) - __LinkedIn's own model__ (final attempt) By bringing your own API keys, you avoid using Clay credits while building your own enrichment system. The result? A very high hit rate with built-in verification to confirm the person worked at the same company. Once you have the LinkedIn profile, you have access to an enriched JSON file with comprehensive profile data. ### Step 3: Classify and Analyze Profiles Rather than relying solely on job titles—which can be broad and inconsistent—Taimoor uses an AI agent to analyze the entire LinkedIn profile and classify contacts into specific personas. For Blinkist, these include: - Learning and development professionals - HR leaders - Program managers - Strategic leaders This classification helps marketing and sales teams target their outreach more effectively. ### Step 4: Detect Job Changes The system monitors for two key changes: - __Title changes:__ Has the person's role evolved? - __Company changes:__ Has the person moved to a new organization? When a change is detected, the new information is automatically enriched and sent back to HubSpot. Because this runs on a schedule, Clay continuously monitors your customer base for job changes without manual intervention. ### Step 5: Qualify the New Company Not every job change represents an opportunity. For Blinkist, the system checks if the new company has more than 100 employees—their minimum threshold for outreach. If the company doesn't meet the criteria, the workflow stops. If it does, the system moves forward with enrichment. ### Step 6: Gather Internal Context Here's where the workflow gets sophisticated. Before reaching out, the system: - __Looks up the old company in HubSpot__ to access historical data - __Retrieves all deals__ associated with that account - __Uses AI to analyze deal history__ and extract relationship details The goal is to answer key questions: - What was the relationship like when they worked with you? - Which products did they use? - How long were they a customer? - Were they the main point of contact? - If not, who was the primary contact? (This person becomes valuable for name-dropping in outreach) This context transforms a generic message into something personal and relevant. ### Step 7: Research the New Company and Role The system uses Perplexity AI agents to gather: - __Recent news and developments__ about the new company - __Details about the contact's new role__ and responsibilities This research ensures your outreach is timely and demonstrates genuine interest in their new position. ### Step 8: Generate Personalized Copy Using Claude AI, the system generates multiple pieces of outreach content: - First email copy - Email subject line - LinkedIn connection message - Follow-up messages All of this content pulls from the enriched data and context gathered in previous steps, creating highly personalized messages that reference specific details about the past relationship and the new opportunity. ### Step 9: Human-in-the-Loop Approval One of the biggest concerns with AI-generated outreach is quality control, especially when reaching out to existing customers. Taimoor's workflow addresses this with a human-in-the-loop approval process using Clay's newer features. The system sends the generated message to Slack, where a salesperson can: - Review the message and all enriched context - Edit the copy directly in Slack if needed - Approve or reject the message Once approved, the final message flows back into the Clay table. ### Step 10: Multi-Channel Outreach After approval, the system executes outreach across multiple channels: - __HubSpot email:__ The approved copy and subject line are added as fields in HubSpot, triggering a workflow that enrolls the contact in a sequence - __LinkedIn outreach via HeyReach:__ A connection request is sent simultaneously A connection between HubSpot and [HeyReach](https://www.heyreach.io/) keeps both channels in sync. If the contact responds on either platform, they're automatically removed from both sequences to prevent duplicate outreach. ## Key Takeaways Taimoor's champion tracking workflow demonstrates several best practices: - __Start with customers, not prospects:__ Your existing customers are your best source of warm leads - __Use AI for enrichment, not replacement:__ AI handles data gathering and draft creation, but humans make the final call - __Prioritize context over volume:__ The more relevant information you gather internally, the more personalized and effective your outreach becomes - __Schedule and automate:__ Once built, this workflow runs continuously without manual intervention - __Sync your tools:__ Keeping HubSpot and your outreach tools connected prevents duplicate messaging and provides a unified view This approach to champion tracking shows how Clay and HubSpot can work together to turn passive customer data into active revenue opportunities—all while maintaining the personal touch that makes B2B relationships successful. * * * *AI Disclaimer: AI helped us summarize the key points from these videos, and our editorial team reviewed everything to make sure it's clear and correct.* ## Other Stories You Might Like  ### Overlooked to Opportunity: HeyReach Automates Tier 3 Leads with Twain HeyReach unlocked $100K in hidden revenue by using AI to personalize outreach to tier 3 leads. Learn their proven framework for scaling with Twain. [Watch Video](https://www.hubspot.com/startups/tech-stacks/sales-csx/heyreach-automating-tier-3-leads)  ### How to Turn Every Sign-Up Into a Personalized Outreach Opportunity Using Clay and Twain Learn how to turn every product sign-up into a hyper-personalized outreach opportunity using Clay and Twain's automated research and AI writing. [Watch video](https://www.hubspot.com/startups/tech-stacks/sales-csx/personalize-inbound-flows-with-clay-and-twain)  ### How to Build a Lookalike Prospecting Engine in Clay (Step-by-Step for Startups) Use Clay and HubSpot to build a lookalike prospecting engine that finds, qualifies, and engages high-fit accounts automatically so your startup can grow smarter, not harder. [Read post](https://www.hubspot.com/startups/tech-stacks/sales-csx/how-to-build-lookalike-prospecting-engine) Back Close ## Popular Features - [All Products and Features All Products and Features](https://www.hubspot.com/products) - [HubSpot AEO HubSpot AEO](https://www.hubspot.com/products/aeo) - [Free Meeting Scheduler App Free Meeting Scheduler App](https://www.hubspot.com/products/sales/schedule-meeting) - [Email Tracking Software Email Tracking Software](https://www.hubspot.com/products/sales/email-tracking) - [AI Content Writer AI Content Writer](https://www.hubspot.com/products/cms/ai-content-writer) - [AI Website Generator AI Website Generator](https://www.hubspot.com/products/cms/ai-website-generator) - [Email Marketing Software Email Marketing Software](https://www.hubspot.com/products/marketing/email) - [Lead Management Software Lead Management Software](https://www.hubspot.com/products/crm/lead-management) - [AI Prospecting Agent AI Prospecting Agent](https://www.hubspot.com/products/sales/ai-prospecting-agent) - [Free Website Builder Free Website Builder](https://www.hubspot.com/products/cms/drag-and-drop-website-builder) - [Free Landing Page Builder Free Landing Page Builder](https://www.hubspot.com/products/marketing/landing-pages) - [Free Online Form Builder Free Online Form Builder](https://www.hubspot.com/products/marketing/forms) - [Free Chatbot Builder Free Chatbot Builder](https://www.hubspot.com/products/crm/chatbot-builder) - [Free Live Chat Software Free Live Chat Software](https://www.hubspot.com/products/crm/live-chat) - [Marketing Analytics Marketing Analytics](https://www.hubspot.com/products/marketing/analytics) - [Breeze Assistant Breeze Assistant](https://www.hubspot.com/products/artificial-intelligence/breeze-ai-assistant) - [Free Web Hosting Free Web Hosting](https://www.hubspot.com/products/cms/web-hosting) ## Free Tools - [See All Free Business Tools See All Free Business Tools](https://www.hubspot.com/free-business-tools) - [AEO Grader opens in a new tab AEO Grader](https://www.hubspot.com/aeo-grader) - [AI Search Sensor opens in a new tab AI Search Sensor](https://www.hubspot.com/aeo-sensor) - [Make My Persona opens in a new tab Make My Persona](https://www.hubspot.com/make-my-persona) - [Email Signature Generator Email Signature Generator](https://www.hubspot.com/email-signature-generator) - [Free Business Templates Free Business Templates](https://www.hubspot.com/resources/templates) - [Software Comparisons Library Software Comparisons Library](https://www.hubspot.com/comparisons) - [Website Templates Website Templates](https://ecosystem.hubspot.com/marketplace/website) - [Connector for Claude Connector for Claude](https://www.hubspot.com/claude) ## Company - [About Us About Us](https://www.hubspot.com/our-story) - [Careers Careers](https://www.hubspot.com/careers) - [Management Team Management Team](https://www.hubspot.com/company/management) - [Board of Directors Board of Directors](https://www.hubspot.com/company/board-of-directors) - [Investor Relations opens in a new tab Investor Relations](https://ir.hubspot.com/) - [Blog opens in a new tab Blog](https://blog.hubspot.com) - [Sustainability Sustainability](https://www.hubspot.com/sustainability) - [AI Instructions AI Instructions](https://www.hubspot.com/ai-instructions) - [Contact Us Contact Us](https://www.hubspot.com/company/contact) ## Customers - [Customer Support opens in a new tab Customer Support](https://help.hubspot.com/) - [Join a Local User Group Join a Local User Group](https://www.hubspot.com/hubspot-user-groups) ## Partners - [All Partner Programs All Partner Programs](https://www.hubspot.com/partners) - [Solutions Partner Program Solutions Partner Program](https://www.hubspot.com/partners/solutions) - [Technology Partner Program Technology Partner Program](https://www.hubspot.com/partners/app) - [HubSpot for Startups opens in a new tab HubSpot for Startups](https://www.hubspot.com/startups/partners) - [Affiliate Program Affiliate Program](https://www.hubspot.com/partners/affiliates) - [Facebook](https://www.facebook.com/hubspot) - [Instagram](https://www.instagram.com/hubspot/) - [Youtube](https://youtube.com/user/HubSpot) - [Twitter](https://x.com/HubSpot) - [Linkedin](https://www.linkedin.com/company/hubspot) - [Reddit](https://www.reddit.com/r/hubspot) - [Tiktok](https://www.tiktok.com/@hubspot) [](https://apps.apple.com/us/app/hubspot/id1107711722) [](https://play.google.com/store/apps/details?id=com.hubspot.android&hl=en_US) [](https://www.hubspot.com) Copyright © 2026 HubSpot, Inc. - [Legal Center](https://legal.hubspot.com/legal-center) - [Privacy Policy](https://legal.hubspot.com/privacy-policy) - [Security](https://legal.hubspot.com/security) - [Website Accessibility](https://legal.hubspot.com/website-accessibility) - [Manage Cookies](https://www.hubspot.com)