Accelerating Conversion Rates by 232% With Cognism

2 minute read
By: Emma Sands
Sales, B2B Data, Marketing

Ottawa's leading economic development agency uses Cognism's sales intelligence platform to:

Surge conversion rates by 232%
Generate over 250,000 prospects
Have a 60% increase in startups hitting revenue goals
Reduce prospecting time by 52%

Website: www.investottawa.ca

Number of employees: SMB

Industry: Non-profit

HQ: Ottawa, Canada

Teams using: Sales & Marketing

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The company

Invest Ottawa’s goal is to make Ottawa the most innovative City in Canada. To get there, they deliver economic initiatives to the City of Ottawa and its surrounding region. At the Invest Ottawa startup incubator and accelerator they host over 30 different companies. Their aim is to help these businesses succeed in hitting their revenue goals. To do this they provide them with the tools and knowledge they need to be successful.

The challenge

We interviewed Vahid Sadr, Marketing Analyst at Invest Ottawa about his experience with Cognism.

What lead generation pain points were they experiencing prior to Cognism?

"For economic initiatives like Invest Ottawa, getting their startups to find a target audience fast is the key to success. After all, if a business does not know its audience, it will not be able to grow."

“We were spending much of our resources on building lists of prospects for each startup we work with. However, the results were often of poor quality; with either incorrect or out-of-date data. This prompted us to look at B2B data solutions like Cognism."

The solution

As a test, Invest Ottawa gave three startups in different verticals Cognism Prospector.

"To measure the results, the startups used the built-in analytics that Cognism provided. The startups also tracked the leads generated in Salesforce after they set up the integration. Invest Ottawa generated customer personas for each company using the tool."

"The startups found thousands of targeted prospects and automated the initial email outreach. In their outreach they tested different messages and scaled it fast."

The results

Invest Ottawa tested Cognism with a proof of value period with the three startups in their hub.

Vahid explained how Cognism initially saved momumental amounts of time.

"The SDRs and BDMs working with their companies became far more productive. It was amazing to see."

"Overall, there was a 52% reduction in the time it took to generate new leads."

As a result of this accelerated productivity, Invest Ottawa saw quantifiable success.

“The BDMs were generating at least twice as many leads and the leads were converting like crazy.”

They also found that the leads were qualified and twice as likely to convert.

“With Cognism, we saw a 232% increase in conversion rate. I don't think our startup will ever need another prospecting tool. Since starting to work with Cognism, Invest Ottawa has generated well over 250,000 prospects for their desired companies!"