HG Insights|Phoenix

Re-engagement Brief

Walk back into a dormant account with a reason to call — not 'just checking in' fatigue.

Industrial tech · Re-engagement trigger map

A new interim CEO + a 6-unit reorg = every vendor relationship up for grabs

2
red-flag changes
in 12 months
Two buyer-layer resets — simultaneously
Economic buyer (new interim CEO, 7+ months in seat) and technical buyers (new P&L heads in 6–7 carved-out units) both lack incumbent vendor loyalty.
Signal What changed AE angle
🔴 CEO change 7-yr tenure ended Oct 2025; interim GC now in seat — no inherited vendor stack loyalty Day-1 reset
🔴 Reorg (Mar 2026) 2 giant divisions → 6–7 standalone units; each needs its own demand-gen + audience data motion 6–7 new buyers
🟢 Stack gap Oracle Eloqua still anchored; no ABM, CDP, or modern B2B data layer confirmed across 30 categories Open whitespace
Open with this
“Your reorg splits one Eloqua instance across 6–7 units with fresh budget owners. What’s the plan for unifying account intelligence across the new structure?”

Overview

Reviving a dormant account starts with knowing what's actually changed — not 'just checking in' fatigue. This workflow pulls leadership shifts from HG contact_search, new tech-stack additions from technographic intensity, fresh SEC filings, and emerging intent topics since your last touch — then ranks the 3 most consequential changes for the buying environment. Your AE walks back in with a reason to call, not a pretext.

Use cases

  • Pipeline revivals ranked by what actually changed

    Your reps run the dormant book quarterly and treat every account the same — generic 'circle back' messaging that gets 2% reply rates. This workflow batch-runs across the dormant set, ranks accounts by the size of HG signal change since last touch (new C-suite hires, 3+ tech-stack additions, material 8-Ks, intent topics surging), and surfaces only the accounts where something concrete moved. The 'work the dormant book' Friday becomes a ranked list of 5, not 50.

  • CSM expansion conversations rooted in what's new

    When your CSM re-opens a customer conversation, 'how are things going?' gets a polite nothing. This workflow pulls the customer's HG signals since last QBR — new VP of Engineering joined, Snowflake first-seen 3 months ago, recent 10-K language about a strategic initiative — and gives the CSM a 4-sentence opener tied to one specific named change. The conversation pivots from check-in to discovery.

View workflow prompt
# Re-engagement Brief

## Parameters

- `{{domain}}` *(required)* — Target company domain HG Insights uses for lookup. Example: `siemens.com`
- `{{last_touch_date}}` *(optional)* — ISO date of the last meaningful touch — defaults to 12 months ago if empty. Example: `2025-05-01`
- `{{product_context}}` *(optional)* — What you're selling — calibrates which leadership / signals matter. Example: `data platform for B2B marketing`

## Purpose
You are an AE reviving a dormant {{domain}} account. The output gives the AE a then-and-now snapshot since {{last_touch_date}} (or the last 12 months if empty), the top 3 changes that change the buying environment, and a 4-sentence opener tied to one specific named change — not "just checking in."

## Process
1. **Anchor the window** — if {{last_touch_date}} is provided, use it. Otherwise default to 12 months ago. Call out the window explicitly in the brief header.
2. **Leadership changes** — call `contact_search` to identify current decision-makers. Use `web_search` for any changes since {{last_touch_date}}: new hires, departures, role changes — especially in roles that buy {{product_context}}.
3. **Tech-stack changes** — call `company_technographic`. Surface adds (first-seen since {{last_touch_date}}) and drops (last-seen before {{last_touch_date}}) in categories relevant to {{product_context}}.
4. **Strategic signals** — call `sec_filing_section` and `sec_full_text_search` for filings since {{last_touch_date}}. Capture material news: acquisitions, restructuring, layoffs, funding events.
5. **Intent shifts** — call `company_intent` for the last 90 days. Surface topics newly trending or trending up — especially in the {{product_context}} category.
6. **Top 3 changes** — pick the 3 most consequential changes for the buying committee. Tag any change that directly affects the economic buyer or technical buyer as **high-leverage**.
7. **Opener** — draft 4 sentences:
   - Sentence 1: Reference one specific named change (a person, a deal, a filing).
   - Sentence 2: Why that change matters for {{product_context}}.
   - Sentence 3: A specific question that opens a path to discovery.
   - Sentence 4: A low-friction next step (15-min call, async DM, intro).

## Output Format
Markdown with these sections in order:
- `# 🔄 {{domain}} — Re-engagement Brief` (header + window line)
- `## Then-and-Now Snapshot` (table: Dimension | Then ({{last_touch_date}}) | Now | Change Type)
- `## Top 3 Changes` (each tagged high-leverage / supporting, with evidence)
- `## 4-Sentence Opener`

Cite every change with its source (HG product, SEC filing, web URL).

## Quality Checklist
- Every change has a date that anchors it inside the window
- Top 3 changes name specific people, deals, or filings — never "leadership transitions"
- High-leverage tag explicitly cites which buying-committee role the change affects
- Opener references ONE named change, not three (more dilutes the hook)
- No "just checking in" or "wanted to circle back" phrasing — must lead with the signal