Build the quarterly account contact change log
Images on this page are for illustrative purposes only. Example outputs are based on Lusha data, with personal details masked or abbreviated for privacy.
This Claude prompt scans your account base for contact departures and significant role changes over the last quarter. Lusha verifies who’s gone, finds replacements where they exist, and flags the accounts with no verified successor. The output is a structured change log — COVERED, GAP, ROLE CHANGED — with one recommended action per gap account.
The prompt
<context>
I want to build a contact change log for this quarter — a structured record of every key contact who left our accounts, whether we've found their replacement, and which accounts now have a coverage gap.
My account base:
- Account list: [PASTE COMPANY NAMES — one per line]
- Contact tier to check: [ALL CONTACTS / DECISION MAKERS ONLY / ECONOMIC BUYERS ONLY]
- Quarter: [Q1 / Q2 / Q3 / Q4 YEAR — or "last 90 days"]
- What I want to track: [DEPARTURES ONLY / DEPARTURES + ROLE CHANGES / ALL CHANGES]
</context>
<task>
1. For each account, use Lusha to identify contacts who have left or significantly changed roles in the last 90 days:
- Cross-reference the account against expected key contacts in the relevant function
- Flag anyone whose Lusha record no longer shows them at this company
- Flag anyone whose title has changed significantly — seniority shift or function change
2. For each departed contact, use Lusha to find their replacement:
- Who now holds the equivalent role at the account?
- How long have they been in the role?
- Return verified title, email, and direct phone
- If no replacement found: flag as structural gap
3. Build a quarterly change log with three categories:
COVERED: contact left, replacement found and verified
- Old contact, new contact, replacement tenure, verified details
GAP: contact left, no replacement found
- Old contact, account, how long the gap has existed
- Recommended next action: who at the account is most likely to own the relationship now
ROLE CHANGED: contact still at the company but significantly different role
- Old title, new title, whether the change affects their relevance to our relationship
- Flag if they moved into or out of the buying function
4. Return a summary:
- Total accounts checked
- Total contacts who departed this quarter
- Total COVERED vs GAP
- Accounts with the longest-running gap — highest priority for outreach
- One recommended action per GAP account
5. Flag any account with multiple changes in the same quarter — sign of broader org instability, not just normal attrition.
</task>
<constraints>
- Only flag changes Lusha verifies. Don't infer departures from email bounces or LinkedIn activity alone.
- COVERED means the replacement is verified in Lusha — not just assumed from an org chart.
- Role changes only matter when they affect the buying function or decision-making authority. Don't flag every internal promotion.
- The change log is a tool for RevOps and managers — keep it structured and exportable. One row per change.
</constraints>What you'll get back
The situation: A RevOps lead runs the prompt at the end of Q2 across 12 mid-market accounts. Decision makers only. Looking for departures and significant role changes.
Output: 7 departures detected across 6 accounts. 4 COVERED, 3 GAP. 1 account flagged for multiple changes — broader instability signal. One account has a 61-day gap with no replacement.
Q2 Contact Change Log — 12 accounts · 7 changes detected
4 COVERED · 3 GAP · 3 ROLE CHANGED
Run: May 19, 2025. Decision makers, Q2 (last 90 days). Validated via Lusha.
COVERED — replacement found and verified
| Account | Departed | Was | Replacement | Now | Tenure | Verified contact |
|---|---|---|---|---|---|---|
| Meridian Logistics | M.T. | VP Revenue Operations | J.P. | Head of Revenue Operations | 8 months | j.p@[meridian].com ✓ |
| Pallet Systems | D.F. | VP of Sales | K.R. | VP of Sales | 6 weeks | k.r@[pallet].com ✓ |
| Bright Arc Systems | C.S. | CFO | R.M. | Chief Financial Officer | 3 months | r.m@[brightarc].com ✓ |
| Kestrel Labs | A.W. | VP of Engineering | S.N. | VP of Engineering | 11 weeks | s.n@[kestrel].com ✓ |
GAP — no verified replacement found
Cartway Technologies · 61 days · ⚠ Longest-running gap
- Departed: S.V., Head of Procurement
- Context: Cartway was acquired 9 weeks ago. Procurement function under integration review — no equivalent role confirmed in Lusha yet.
- Recommended action: Ask the main account contact (A.K., VP of Operations) directly who now handles vendor approvals. Don’t wait for the role to be posted.
Finova Group · 34 days
- Departed: B.R., CFO
- Context: No replacement confirmed. Interim budget decisions being made at VP level.
- Recommended action: Confirm with the CS owner whether budget sign-off has temporarily moved to the COO or a VP-level owner. Update before the next renewal conversation.
Thornwick Media · 28 days
- Departed: P.N., Director of Procurement
- Context: Promotion out of procurement into a broader ops role — no direct replacement in procurement confirmed.
- Recommended action: P.N. is still at the company in a new role. Reach out directly — they may be the best path to whoever now owns vendor approvals.
ROLE CHANGED — still at company, function or seniority shifted
| Account | Contact | Old title | New title | Impact |
|---|---|---|---|---|
| Waverly Digital | A.S. | Sales Ops Manager | Head of Sales Operations | Promotion — broader scope, likely higher approval authority. Update CRM. |
| Dune Analytics | T.K. | CFO | Chief Financial and Operating Officer | Expanded remit — now owns operations too. Relevant if deal touches ops budget. |
| Corelink SaaS | P.L. | Senior Director, RevOps | VP of Revenue Operations | Promotion into VP — now likely owns vendor decisions previously above their level. |
⚠ Multiple changes — org instability flag
Cartway Technologies — 2 changes this quarter S.V. (Procurement) departed + broader restructuring signals post-acquisition. Two changes in one quarter at an acquired entity is a pattern, not coincidence. Treat this account as structurally unstable until the integration settles.
Summary
| Metric | Count |
|---|---|
| Accounts checked | 12 |
| Contacts departed Q2 | 7 |
| COVERED (replacement verified) | 4 |
| GAP (no replacement) | 3 |
| ROLE CHANGED | 3 |
| Accounts with multiple changes | 1 |
| Longest gap without replacement | 61 days (Cartway) |
All contact changes validated via Lusha connector, May 19. Names masked to initials, emails abbreviated for privacy.
FAQ
How is this different from the territory contact validation play?
The validate contacts before a QBR play is a pre-QBR accuracy check — it validates whether the contacts in your CRM are still current before a specific cycle. This play is a quarterly audit that builds a permanent change record — who left, when, whether they were replaced, and how long gaps have been open. One is tactical prep, this one is the operational record that informs coverage planning and account risk management over time.
What counts as a structural gap vs a temporary gap?
A structural gap is one where the role itself is unclear or has been eliminated — like Cartway’s procurement function during acquisition integration. A temporary gap is where the role clearly exists but the replacement hasn’t been hired yet. The distinction matters for how you act: a temporary gap gets a hold-and-monitor, a structural gap needs a direct conversation with whoever is most likely filling the void.
Should I track this in a spreadsheet after running it?
Yes — export the COVERED and GAP tables into a running log, tagged by quarter. Over time it shows you which accounts have consistent turnover, which functions churn most, and where your coverage is persistently weak. That’s RevOps intelligence, not just a one-time check.
What if an account has five or six changes in one quarter?
The play flags accounts with multiple changes as an instability signal. Five or six changes in one quarter almost always indicates a restructure, an acquisition integration, or leadership turnover — not normal attrition. Those accounts need a different conversation with the CS or AE owner, not just a contact update.
Can I run this retroactively for a past quarter?
Lusha’s data reflects the current verified state, not a historical snapshot. A contact who left in Q1 and whose replacement has already been in role for three months will show as COVERED today — you won’t see the gap that existed in February. For real-time tracking, run this at the end of each quarter rather than trying to reconstruct past quarters retrospectively.
Who should own the GAP actions — RevOps or the account owner?
The recommended action in each GAP row is written for the account owner — the CS or AE who manages the relationship. RevOps surfaces the gap and assigns it. The account owner makes the call or sends the email. Don’t let GAP accounts sit in a report unassigned.
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