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BearingPoint Drives 60% of Sales Qualified Leads Using Cognism

BearingPoint, an independent management and technology consultancy, uses Cognism to:

  • Drive more than 60% of sales-qualified leads.
  • Scale GDPR-compliant outbound across Europe.
  • Save SDRs 6 hours per week.
  • Increase connection rates with mobile-verified numbers.
BearingPoint_Logotype_White_RGB

60%

sales qualified leads.

6 hours

per week saved.

Website:
www.bearingpoint.com
Company size:
6,200 employees
Industry:
Consulting Services
HQ:
Amsterdam, Netherlands
Teams using:
Sales

BearingPoint is a leading consulting and software firm. While widely recognised for its consulting expertise, BearingPoint has been developing and delivering software products for decades through what it calls “asset-based consulting”. Software is now at the core of the business. Today, they offer more than 17 IP products and services spanning AI, cyber security, data management, equipment management, rental and leasing, and sustainability.

BearingPoint’s sales team uses Cognism. With each product targeting different industries and buyer personas, the team needed a scalable, GDPR-compliant way to identify and reach decision-makers across Europe.

Scaling marketing and sales across multiple software products was the key challenge

We interviewed Frank Duscheck, Head of Sales at BearingPoint, to understand how they used Cognism to scale outbound sales for their growing software portfolio.

Frank explained that while product development and operations were well established, scaling marketing and sales across multiple software products was a significant challenge.

“BearingPoint focuses on large enterprise customers. However, our software products also target mid-sized organisations, many of which were not existing BearingPoint clients.”

To grow this segment, the sales team needed to:

  • Define ideal customer profiles across industries.
  • Identify key decision-makers within target accounts.
  • Reach prospects efficiently across Europe.

A non-negotiable requirement was GDPR compliance, given BearingPoint’s strong European footprint, Frank explained:

“It was important for us to find a database to identify contacts and customers in our ICP area and for this to conform to Europe’s GDPR requirements.”

BearingPoint evaluated multiple vendors, ran demos, and conducted a proof of concept before selecting Cognism.

“During the evaluation, Cognism stood out for the quality and depth of its European contact data.”

Prioritisation of phone-first outreach was the solution

Who is BearingPoint’s ICP/target audience?

Frank explained that BearingPoint’s ICP varies by product and use case:

“While IT, cyber security and data management are key audiences, sales teams also engage business stakeholders across production, purchasing, sustainability, and other functions. So, there’s not one target group, and we use Cognism across multiple verticals.”

Cognism is embedded into BearingPoint’s daily sales workflows

All sales, outreach, and business development team members have access to the platform.

“Cognism is part of the team’s daily routine. They look for contacts that align with the particular account. Each week, they select three to five priority accounts and use Cognism to research target companies, identify key stakeholders, find verified email addresses and direct mobile numbers and build outbound calling lists.”

Calling is still the best way to get in contact with people, and 98% of the telephone numbers come from Cognism.”

“The team combines Cognism with LinkedIn Sales Navigator, but Cognism is the primary source for mobile numbers that aren’t publicly available. This really helps us scale the number of prospects and ensure we have established contacts.”

BearingPoint is also rolling out CRM integration to streamline contact creation, data management, and handling unsubscribes.

60% of all sales qualified leads now come from Cognism

How has Cognism helped BearingPoint?

Cognism is a major driver of pipeline creation for BearingPoint’s software business.

Frank explained:

60% of all sales qualified leads come from Cognism, making it the most impactful source for an outbound-driven pipeline.”

“Cognism is the key tool to fill our CRM with relevant, high-quality contacts and to build relationships in our target industries.”

In addition to pipeline impact, Frank described how Cognism has significantly improved sales productivity:

Thanks to improved data quality, automated processes, and higher connect rates - particularly through mobile-verified numbers - each SDR saves an estimated 6 hours per week.”

“Cognism has improved confidence and efficiency, and nobody wants to work without it anymore.”

How did BearingPoint find Cognism’s onboarding process?

Frank described the onboarding and customer success experience as smooth and highly collaborative.

“There’s nothing to complain about. It’s a really great collaboration, and the team is very responsive.”

What are BearingPoint's top reasons for recommending Cognism to other organisations?

Frank explained that Cognism is essential for any European organisation serious about outbound sales:

“It’s a must-have if you want to do efficient outreach. There is no better data partner than Cognism in Europe.”