Trinity Nguyen is the CMO at UserGems, where she also leads their AI GTM function. UserGems is an ABM platform used by companies like Crowdstrike, Gong, Box, and our friends at Sendoso.
And… THEY EAT THEIR OWN DOG FOOD (or drink their own champagne).
Trinity has been running UserGems’ own ABX program for the last 6 years and iterated and improved on it every year. It now drives over 30% of their overall net new revenue growth.
In this episode, we break down their 2025 ABX program that took 6,000 target accounts, converted 12% into Opportunities, and generated multi millions in ARR - and what she’s changing about that approach for 2026.
Listen on: YouTube, Apple Podcast & Spotify
We discuss:
The complete breakdown of UserGems’ ABX program that converted 12% of 6,000 target accounts into opps - 30% of net new revenue
How to build your TAM/SAM
Why they pick exactly 500 accounts every month
Why Clay is great for testing 3 signals and a trap once you’re running 40
Why Trinity ran cold outbound herself - and tells every marketer to do the same for at least a month
Outbound vs ads for breaking into an account
Role of events in your ABX strategy
Why the SDR function HAS to sit under the CMO if you’re running ABX
The Chrome extension that 3x their meetings booked from cold calls
How to correctly do attribution for your ABX program
Connect with Trinity:
Trinity’s LinkedIn: https://www.linkedin.com/in/trinitynguyen/
UserGems: https://www.usergems.com/
Connect with Finn:
LinkedIn: https://www.linkedin.com/in/finnthormeier/
Project 33 - LinkedIn Agency for CEOs: https://www.project33.io/
Mentioned in the episode:
Clay: https://www.clay.com/
Outreach: https://www.outreach.io/
Pavilion: https://www.joinpavilion.com/
