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Back to case studies

AVEVA Accelerates Outbound Pipeline by 40% With Cognism

AVEVA, a leader in industrial software, uses Cognism to:

  • Increase event and webinar engagement by 26%.
  • Improve outbound pipeline by 40%.
  • Add 36% more targeted personas.
  • Shorten their prospecting time.
AVEVA_White-1

40%

improvement in outbound pipeline.

36%

more targeted personas added.

Website:
www.aveva.com
Company size:
6,500+ employees
Industry:
Industrial Software
HQ:
Cambridge, United Kingdom
Teams using:
Sales

AVEVA is a global leader in industrial software, supporting the complete industrial lifecycle with a broad solutions portfolio spanning engineering, operations and supply chain functions. It’s headquartered in the UK and was founded in 1967. 

AVEVA began with design software and has since grown into a multinational business with over 6,500 employees worldwide, serving customers across multiple industries and markets. 

AVEVA’s Lead Development Representative team uses Cognism.

The challenge

We interviewed Adina Apachitei, Global Director Best Practices Program at AVEVA, to find out why her team uses Cognism and the results it helps them achieve.

How did you first find out about Cognism?

Adina told us:

“I used Cognism in a previous role, so I was familiar with the tool and knew the value it could bring.”

What problems was Adina trying to solve?

As the team looked to expand into emerging markets, the need for high-quality data became clear. 

Adina explained:

“We wanted to have the most accurate data possible to support our lead development team, especially in EMEA. It was crucial for efficiently and quickly penetrating new markets.”

“We were using ZoomInfo for US and APAC targeting, but needed something more reliable for Europe, the Middle East, Africa and Latin America”

How does Cognism perform against its competitors?

AVEVA conducted a comprehensive pilot to evaluate the tool.

We tested everything available on the market, including Lusha, Apollo and ZoomInfo. We ran a pilot and proved that Cognism’s data was stronger than other tools we evaluated, particularly in EMEA.”

“Our sales cycles typically run 9-18 months, so having accurate contact information from the start is absolutely critical.”

The solution

How does AVEVA use Cognism?

Adina explained AVEVA’s target audience and use case:

“We cover the end-to-end industrial lifestyle, so our ICP is quite vast compared to a standard SaaS company. We operate with portfolios in a variety of industries, including engineering, operations, and supply chain.” 

“Because we serve such a wide range of industries, we need to identify the right decision-makers and buying centres depending on which part of our portfolio we’re looking for.”

“Support for new buying centre penetration is critical for us when dealing with large industrial companies and a multi-product portfolio like ours. Cognism has been instrumental in helping us navigate that complexity.”

She explained how Cognism supports efficient outreach:

“With Cognism, we can segment personas by tier and role in each account. This helps us find the connections we’re looking for, based on very specific criteria.”

“We use Cognism both for ad hoc research and strategic initiatives - anything from identifying personas to launching outbound initiatives.”

“It performs particularly well in EMEA and Latin America, which are strategic regions for us.”

The results

How has Cognism helped AVEVA?

Adina outlined the impact of using Cognism:

“Cognism has definitely made a huge impact. The research phase is far more efficient. We can now go from identifying the right personas to executing outreach much faster.”

“We’ve seen a 26% increase in engagement for our events and webinars using Cognism, particularly for the pure outbound motion.”

“We’ve enriched our CRM, adding 36% more targeted personas to our new logo campaign audience.”

Adina explained how the quality of Cognism’s data has improved AVEVA’s outbound efforts:

Overall, more than 40% of the outbound pipeline we generated last year came from Cognism prospecting.”

Have there been any other benefits to having Cognism?

Adina said:

“It’s definitely made us more efficient. The research phase is faster, which means we can identify personas and move to outreach much more quickly.”

“The time we’ve saved has helped the team streamline their workflow and be more successful. This is really important when operating across diverse buying centres and long sales cycles.”

How has AVEVA found Cognism’s support? 

“The Cognism team is always very supportive - even with ad hoc requests. It’s not just about the data, it’s also about the collaboration and responsiveness.”

What are AVEVA’s top reasons for recommending Cognism to other organisations?

“I would absolutely recommend Cognism.” 

“Anyone managing SDR teams or looking at new market penetration should definitely evaluate it. With our long sales cycles, starting with accurate, validated data makes all the difference in our outreach effectiveness.”

Having access to validated data has been key to accelerating our growth, and Cognism made that possible!”

- Adina Apachitei, Global Director Best Practices Program at AVEVA