Evalian, the specialists in data protection, penetration testing, cyber security and ISO certification, uses Cognism’s B2B data to:
- Book, on average, 10 meetings per rep per month from cold outbound.
- Prospect confidently with its globally compliant database.
- Achieve a 67% opportunity win rate from outbound sourced deals.
- Boost productivity with its accurate mobile numbers.
Teams using: Sales
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The company
Evalian provides trusted, real-world specialist advice in data protection, penetration testing, GDPR, ISO 27001 support and cyber security. They are certified to ISO 9001, ISO 27001 and Cyber Essentials, and CREST accredited for penetration testing.
The IT Security consultancy works with organisations of all sizes, across multiple sectors in the UK and globally with clients including T.M.Lewin, Everbridge and Oxford Brookes University, to name a few.
The challenge
We interviewed Joe Allsopp, Business Development Manager at Evalian, about his experience with Cognism.
How did Joe source new leads before Cognism?
“I joined the business in 2021 as the first salesperson with the aim of growing the team from the ground up. I was initially acquiring leads through LinkedIn. But it became evident that we needed a stronger data supplier to ramp up prospecting efforts. So I was tasked with finding a suitable data provider to achieve this.”
How did they come across Cognism?
“I evaluated Cognism with my previous employer and was eager to check out the platform for Evalian. To ensure the vendor evaluation process was fair, we assessed Cognism against ZoomInfo in an identical one-week data test sample for UK data. I did the same amount of prospecting for each provider by testing their email address and phone number quality.”
“Cognism yielded more accurate mobile numbers and email addresses than ZoomInfo. We were sold from that point onwards.”
Joe also explained how influential Cognism’s compliant B2B data was in influencing the buying decision:
“Partnering with a fully-GDPR compliant data vendor was a key requirement in the vetting process. From the get go, our Managing Director was far more confident with Cognism because of its compliant reputation and ISO 27701 accreditation.”
The solution
Joe now manages the group of SDRs and is the main end user of the tool. What were his workflows like with the platform before he had a team behind him?
“At first, I was using Cognism to help support me with finding contact details for the nitty-gritty tasks such as cold calling, emailing and LinkedIn. As we began to scale, I struggled to keep up with the workload, and we have since hired a team of SDRs.”
What is their target market?
“We approach CISO, Security and Technical decision-makers in the healthcare, banking, retail, pharmaceutical and financial industries in the UK. The WebApp’s revenue filter is always required in searches as we only target businesses with a revenue between 10 and 100 million.”
Joe explained his workflows with Cognism’s WebApp.
“I use the platform in two ways. Firstly, to enrich inbound leads as most enquiries only have an email address. We use Cognism to find the mobile numbers to action the inbounds.”
“I also use the WebApp for actioning outbound leads. I go into the platform and filter the relevant job titles, locations, industries, and revenue range relevant to Evalian’s ICP. Then I extract the list in a CSV and import them to Pipedrive.”
“One of the most useful aspects of Cognism is using the expansive database to experiment with new markets that we wouldn’t otherwise have considered."
"We’ve discovered that we can work with a range of different businesses rather than only focusing on what we are familiar with.”
What outbound channels does the SDR team use to spark conversations with prospective customers?
“From a data protection standpoint, we steer away from mass email outreach. Instead, the team send personalised emails and call their prospects in Pipedrive.”
“Alongside using the WebApp, the SDRs also use the Chrome Extension for finding quick-fire email addresses and mobile numbers."
"Both of these products are extremely intuitive and easy to use!”
The top reasons why Evalian would recommend Cognism
1. Accurate mobile numbers
“Cognism’s mobile numbers cut out the arduous process of speaking to gatekeepers day in and day out. On average, you’ll generate at least a lead for every five phone conversations you have."
"Cognism’s mobiles allow you to have the fruitful conversations all salespeople should be having.”
2. Leading compliant B2B data
“Our ICP consists of very technically astute individuals, and a common question we get asked is: ‘where did you get my data from?’ The SDRs can say with confidence that we work with Cognism, an ISO 27701 accredited globally-compliant international sales intelligence provider. This really reassures the prospect.”
3. Results!
“Cognism is our only data source for acquiring cold outbound leads. On average, the SDRs book approximately 10 outbound meetings each per month with an overall win rate of 67%."
"The proof is in the pudding for how well it works!”
4. Additional educational content
“Not only is the customer support top class but the amount of resources available to aid salespeople to do their job effectively is something I've never experienced before from any other vendor."
"The SDR team regularly attends the cold calling live events. This gives them plenty of tips and tricks to apply to their day-to-day job. This is an intangible perk Cognism gives that doesn’t go unnoticed!”
Try Cognism’s sales intelligence solution
Over 1,000 revenue teams around the world trust Cognism to:
✅ Build qualified B2B contact databases.
✅ Plan and launch their outbound campaigns.
✅ Power up their social selling.
✅ Meet and beat their revenue targets.
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