When leaders change, deals do too
A new executive often reviews suppliers, sets new plans and brings new priorities. Harpoons finds new leaders at your target accounts and tells you while they’re still new in the role.
Why new leaders review suppliers
New leaders want to make a mark. In their first months, they review what they inherited, including suppliers and systems. They also bring preferences from their last job.
The arrival of a relevant new leader is one of the best reasons to start a new conversation. They’re looking for ideas, and they haven’t made their choices yet.
What we look for
- New executives in the roles that buy what you sell
- Promotions into those roles
- New regional or team leaders
- Departures that leave a relevant role open
An example factor
A payments team knows a new finance leader will review vendors. So a new VP Finance counts as a factor for them, but only while the person is new in the role.
The account brief names the new leader, their role and when they started. It also suggests a first message. See account briefs.
Example rule from a payments team
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+11
New executive
A VP Finance in the seat less than 90 days. They will review vendors.
Where we find leadership changes
- Company announcements and team pages
- News coverage
- The leader’s own posts, including on LinkedIn where we can access and attribute them
- Conference talks and speaker profiles
- Public filings, for senior officers of public companies
- Other sources we’ve checked for usage rights and quality
How we record a leadership change
We record when someone started in the role, not when we found out. A leader who started two years ago isn’t a new leader, even if we only just found them.
We also record how sure we are that the person still works there, and when we last checked. People move on, and a brief should say when that’s possible.
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