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Building a Strong Pipeline With Cognism’s US & EMEA Data

An established US mobile forensic software company uses Cognism’s sales intelligence platform to:

  • Gain high-quality mobile phone coverage in the US 
  • Book a significant number of meetings per month with Cognism's Diamond Data®
  • Boost the diversity and amount of information on their target accounts
  • Reduce campaign building time from 3 hours to 15 minutes
Number of employees: 30
Industry: Public Safety Software  
HQ: Virginia, USA  
Teams using: Sales 

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The company

A leading global digital forensics software provider gives law enforcement, federal agencies, and enterprises access to critical data and insights faster than ever before. Specialising in mobile devices, cloud, drones, and IoT data, they provide the most advanced digital forensic data extraction and analytical tools for criminal and corporate investigations.

Today, the organisation has a presence in over 150 countries, servicing nearly 10,000 customers. Its client base spans local and regional law enforcement agencies, defence and homeland security organisations, and private enterprises.

The challenge

We interviewed Andrew, Director at the business, about his experience with Cognism. 

“I’ve been with the business for a year. I was hired to help scale the organisation and expand the sales team. My first task was to evaluate the tools the business was using for outreach, productivity and prospecting and assess their contribution to the organisation.” 

Andrew described how the team previously used to prospect at the firm.  

“There was very much a run and gun mentality which wasn’t scalable. My goal was to see the aspects that were working and scale those with process and structure. Lead generation and prospecting were a huge part of this plan.” 

What lead generation tools were they using prior to Cognism? 

“They were using an array of free tools with a very low adoption rate. In addition to this, the team were using ZoomInfo. However, the diversity of information available was unsatisfactory. The quality of data for law enforcement agencies was poor in both the USA and Europe which is our core target market.” 

“Despite the team being moderately happy with the tool, the business as a whole needed a well-established global B2B data tool. This led to conversations with senior leadership to re-evaluate their existing tech and sales processes.” 

How did Andrew discover Cognism? 

“Our European team members knew of Cognism from the B2B sales community and were huge advocates. As a result of these recommendations, I requested to trial the platform.” 

Andrew described the evaluation process he undertook before choosing Cognism. 

“I did a very broad ‘trial surge’ for a variety of different platforms and tested them as if I was a sales rep. I searched in a variety of different regions in the US and EMEA, as well as checking out the UI and the CRM integrations.” 

“Cognism stood out to me the most. The platform is easy to use and the diversity of information available was far among the best. Law enforcement data in the USA and EMEA is hard to source but Cognism delivered and had more contact details available than any other provider. The data far exceeded my expectations.”

“Cognism is a complete product and it felt like the perfect fit.”

The solution

Andrew manages a sales team of twenty. He told us more about their daily workflows. 

“The Inside Sales Reps focus on customer renewals whereas the Account Executives focus on new business. Our team prospect in three ways: cold calling, email and LinkedIn.” 

“The Account Executives use the Chrome Extension exclusively and the sales reps build campaign lists in Prospector.” 

Andrew told us more about the Account Executives’ workflows with the Chrome Extension. 

“The API enables them to find the contact information they need about a prospect at the click of a button.” 

What platform features have been most valuable to the sales team? 

“Cognism’s phone-verified Diamond Data® has been fantastic in the remote working world. The human-verified element no longer requires my team to manually search and scrape inaccurate mobile numbers. They can reach out with confidence knowing they will speak to the person they’re targeting.”

“Cognism’s mobile numbers are excellent in North America. They give us more results with fewer calls.” 

How has Cognism helped the team's productivity levels? 

“The Account Executives used to take three hours to build a target list of contacts. Now it takes 15 minutes. Taking all that time that was previously productivity-draining and automating it has been a game-changer. They are spending less time curating lists and more time selling!”

Andrew praised the accuracy of Cognism’s data for their target market in the USA and EMEA. 

“We target highly-restrictive industries like the Department of Defence and non-military agencies. The issue we’ve had previously is the data is not replenished in real-time or the contact details are inaccurate for these particular sectors.” 

“I’ve been highly impressed by how represented these industries are in the Cognism database, especially in the US. We haven’t experienced this diversity of information with any other provider. I’m really pleased.”

“Overall, the team uses Cognism every day and we can’t imagine not having the tech as part of our daily workflows!”

The results

Andrew explained the number of conversations they’ve had as a result of using Cognism’s prospecting tool.

“We are steadily booking meetings on a monthly basis. Cognism is my team's go-to revenue generator.”

“Aside from booking meetings with prospects, many inbound leads from the website are driven from Cognism campaigns created months before. We see the return of Cognism either instantly or later down the line. It’s a win-win!”

Andrew further explained how Cognism has made their overall sales process more streamlined. 

“Cognism has turned the business into a professional sales organisation. We now have a streamlined sales process, a prospecting process and a more predictable pipeline as a result of Cognism’s accurate data.”

What’s the biggest reason they’d recommend us?

“If you’re an organisation that has a sales team, you’re going to be hard-pressed to find a tool that serves broad geographies across regions in the US and EMEA for the price Cognism offers.”

“Cognism is not a tool that’s up for discussion. We will certainly keep it. The platform is doing a great job and we love using it!” 

Try Cognism’s sales intelligence solution

Over 3,000 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

Why not see for yourself? Book your live screen share here 👇

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