Case Study: Mimecast generates $20M+ in new pipeline with UserGems
Key results
The challenge
Mimecast's BDR team needed to monitor a large total addressable market and act on buying signals such as job changes and new leaders joining target accounts. Manually monitoring the full TAM across multiple tools consumed significant research time.
The solution
Mimecast adopted UserGems and its Gem-E AI agent to automatically surface job changes and new leaders at in-market accounts and to build targeted outbound campaigns, including one aimed at new leaders within their first 90 days.
“Our BDRs save hours on their research steps. They don't have to monitor their full TAM or check five different tools - Gem-E is doing all that for them.”
TBTammy BernbergGrowth Marketing Manager, Mimecast
The results, in context
UserGems influenced more than $20M in new pipeline for Mimecast over roughly two years, including $18M within the first year of adoption. A Gem-E automation added more than $1M in new pipeline in just seven months.