Momentum-Decline Displacement
The incumbent is losing ground inside the buyer — sequence the accounts whose install intensity is decaying before the RFP goes live.
Sample output for this workflow will appear here once it is captured.
Run the workflow in Claude, ChatGPT, or HG Insights Playground using the buttons below to see real output.
Overview
Surface accounts whose incumbent product's install intensity is declining ≥20% over the lookback — the displacement window is opening from the inside. Compose with technographic to identify the next-best-fit replacement and return a ranked list with competitor-introduction hooks.
Use cases
Displacement that's in motion before the RFP
Your BDR runs this with the incumbent's name and gets a list of accounts whose install intensity is decaying ≥20% over 12 months AND whose intent is rising on the replacement category. The opening hook ties both signals in one sentence — the buyer is already in motion; the message catches them mid-decision.
The contradiction guard built in
A declining incumbent alone is research-stage churn risk — the buyer is losing capacity, not gaining budget. The workflow gates every row on a rising intent signal on the replacement category, so the SDR isn't sequencing accounts whose 'displacement window' is actually a downsizing.
View workflow prompt
# Momentum-Decline Displacement
## Parameters
- `{{incumbent_product}}` *(required)* — The incumbent product whose declining install intensity opens the displacement window. Example: `Splunk`
- `{{your_product}}` *(required)* — Your product or category — the replacement narrative. Example: `Datadog`
- `{{lookback_window}}` *(required)* — Time-series window — one of last_6_months, last_12_months, last_24_months, last_36_months. Use last_12_months unless the category has unusually fast or slow displacement cycles.. Example: `last_12_months`
- `{{buying_function}}` *(required)* — The function whose contact titles `contact_search` should target. Example: `Engineering`
- `{{territory_filter}}` *(optional)* — Optional firmographic filter for the cohort (industry, country, employee band). Example: `industry: SaaS, country: US`
## Purpose
You are a BDR displacing {{incumbent_product}}. Per [`hg-momentum-signals`](https://phoenix.hginsights.com/gtm/skills/hg-momentum-signals), `intensity_momentum` < -10 and ≥20% drop in `current_intensity` vs lookback start is the displacement-readiness signal. The composed [`sdr-trigger-prioritization`](https://phoenix.hginsights.com/gtm/skills/sdr-trigger-prioritization) skill flags "rising intent + declining incumbent" as a contradiction pattern by default — **this workflow is the deliberate exception**: it ONLY admits accounts at `buyers_journey: "Evaluating"` or `"Purchasing"`, which distinguishes a displacement window from research-stage churn.
## Process
1. **Resolve incumbent** — `get_vendor_information` with `vendorName: {{incumbent_product}}` to capture `vendorId` + `productId`s.
2. **Cohort build** — `search_companies` with `trends: [{"product": "{{incumbent_product}}", "direction": "declining"}]` and any firmographic filters from {{territory_filter}}.
3. **Time-series verify** — `company_install_time_series` per domain with resolved `productIds: [<productId>]`, `timeRange: {{lookback_window}}`. Confirm `intensity_momentum` < -10 AND `current_intensity` down ≥20% vs first `data_points` entry.
4. **Active-buying-stage gate** — `list_intent_topics` once for {{your_product}}; `company_intent` per survivor (`limit: 200`); post-fetch filter; keep ONLY `buyers_journey: "Evaluating"` or `"Purchasing"`. This is the gate that overrides the skill's contradiction default.
5. **Context** — `company_technographic` with resolved `vendorIds` confirms incumbent still installed; `company_firmographic` for ICP; `contact_search` for {{buying_function}} senior titles (no enrichment).
## Output Format
- `# 📉 Momentum-Decline Displacement Targets`
- `## Ranked accounts` — table: rank | domain | incumbent (intensity decline %) | intent `buyers_journey` on {{your_product}}'s category | suggested contact | one-line hook
- Hook ties the incumbent decline + the active-stage intent in one sentence per [`opening-line-discipline`](https://phoenix.hginsights.com/gtm/skills/opening-line-discipline)
- Per-row citation: `[search_companies]` for cohort source, `[company_install_time_series]` for momentum, `[company_intent]` for buyers_journey, `[company_technographic]` for incumbent
## Quality Checklist
- Every row carries BOTH a verified momentum decline AND an active-buying-stage intent signal (`buyers_journey: "Evaluating"` or `"Purchasing"`) — this is the gate that overrides the skill's default contradiction-pattern flag
- Pure incumbent-decline rows (without active intent on the replacement category) are CUT as research-stage churn risk, never retained as candidates
- Citations name the exact `intensity_momentum` value and the % drop — no rounded "intent is falling" prose
- `current_intensity` direction is checked against the FIRST `data_points` entry, not an inferred baseline