A leading revenue operations data automation platform uses Cognism’s B2B data to:
- Influence 72-77% of opportunities.
- Source 56% of their closed/won deals.
- Work alongside CopyAI to maximise outbound efficiency.
- Gain a holistic view of prospects using LinkedIn URLs.
Teams using: Sales, Marketing
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The company
A leader in revenue operations data automation, Openprise facilitates companies in expediting their funnel flow and fostering efficient revenue growth.
The company spearheaded the creation of the inaugural end-to-end, no-code RevOps Data Automation Cloud, empowering individuals without programming expertise to harness customer data and automate operations seamlessly.
Renowned for its unparalleled RevOps proficiency, comprehensive data automation capabilities, and pre-configured funnel solutions, Openprise is the preferred choice of growth-oriented businesses.
Additionally, it boasts a robust ecosystem of data and implementation partners, further enhancing its offerings.
The challenge
We interviewed Openprise’s Director of Revenue Operations.
How did you first discover Cognism?
“Cognism is a partner, so we knew the brand already. Then I heard from customers and colleagues that your phone numbers were better than anybody else’s, so we began exploring the idea of using it ourselves.”
What problems was she trying to solve?
“We used to get a lot of complaints from SDRs about the quality of the data they were finding on our previous platform, ZoomInfo.”
“It was a platform we inherited, and due to the lack of accurate contact information and even the poor UI, we ended up not using it and therefore had no sales intelligence.”
What was the reason for choosing Cognism?
“Even though the overall amount of data can be similar among competitors, Cognism seemed to have excellent coverage of our ICP, which is tech companies.”
“We did a trial, and we found that when we were prospecting large tech organisations in the US, Cognism had a lot of the phone numbers we needed. Especially when it came to direct dials, which meant we could get through to people a lot faster.”
“At the time, we had two territories, a smaller one and a larger one. While we don’t work like this anymore, Cognism had coverage for the smaller territory, which was crucial because ZoomInfo and the other Cognism competitors we’d used in the past never did.”
The solution
Openprise’s Director of Revenue Operations told us that although only the sales team knowingly uses Cognism, every team across the company benefits from the tool as she embellishes the CRM with new contact data from the platform.
Who is the company’s target market?
“By nature, a lot of our target market is based in California as that’s a big hub for technology companies in the US. So we prospect there a lot.”
“But typically, we don’t target based on geographical location, but on the tech stack a company has in place.”
“We search for companies by the tech we integrate with because our software helps companies make sense of their data from Salesforce. It takes the data in and presents it in a way that’s easy for them to understand and use.”
She added:
“The roles we’re looking to speak to are Marketing Operations, Sales Operations, and Revenue Operations, as we’re a RevOps platform.”
“Generally speaking, our ICP is anyone who handles data; it’s not limited to those titles.”
How does your company use Cognism?
“The sales team use the Chrome extension day to day.”
“In RevOps, I use Enhance a lot. And then we also use your API, which directly connects to our platform to fill in from within.”
She added:
“When we think we’re looking at a good company we want to work with, we enrich the data we have on prospects. We then try to find more prospects from that company in Cognism and their LinkedIn URLs.”
“The LinkedIn URLs provided by Cognism have become a crucial matching tool for me. They allow me to track and connect with individuals accurately, even when they use personal emails or respond to LinkedIn ads.”
“This feature ensures we have the right contact information and can effectively engage with our target audience. Multiple matching points, including LinkedIn profiles, greatly enhance our data accuracy and outreach efforts.”
The Director of Revenue Operations told us how she uses Cognism alongside an AI tool to maximise their outbound efficiency.
“Once I gather the necessary information, CopyAI automatically generates a pitch or emails for the prospects. Typically, these prospects are funnelled directly into our SDRs’ sales workflow.”
“This continuous mass sourcing ensures our SDR team doesn’t need to manually search for prospects one by one. It focuses them on engaging with leads efficiently throughout the day while ensuring the accuracy of the information.”
The results
We asked Openprise about the quantifiable success they’ve seen since using Cognism.
“Looking at opportunities over the last year, between 72-77% were influenced by Cognism. This means that Cognism provided one or more of the contacts involved in the deal.”
“Cognism influenced 86% of our open late-stage deals.”
She added:
“And 56% of the opportunities we’ve closed/won over the last year were influenced by Cognism.”
The top reasons for recommending Cognism
1. Automation and scalability
She explained how Cognism automates tasks efficiently and at scale:
“Having the ability to automate a lot of what needs to be done, or do it at scale versus one-by-one, has been a real game changer.”
2. Quality database
“Many complaints about Salesforce are that it’s only as good as the sales data you put into it, and that’s true. There are some things you cannot automate for your reps.”
“But Cognism takes away many of those worries about whether the data is incorrect because we know we can trust it if it’s from Cognism.”
She added:
“I’ve seen that your numbers are better than your competitors. The team complains less about connectivity now. We have better connect rates, and that’s impressive considering we go after a niche audience.”
3. LinkedIn URLs
“RevOps isn’t a common role yet, and Cognism’s done an excellent job finding those people, bringing them into our database and giving us ways to connect with them and find more information on them.”
She concluded:
“The abundance of LinkedIn URLs provided by Cognism is invaluable for connecting with individuals, especially previous buyers.”
“By utilising these URLs, I can create a comprehensive view of each contact, ensuring I’m not limited to their current job status and company but also understand their history. For example, if they’ve changed positions multiple times.”
“This knowledge enhances our understanding and allows for more targeted engagement strategies.”
Try Cognism’s sales intelligence solution
Over 3,000 sales and marketing teams around the world trust Cognism to:
✅ Build their ICP and discover their ideal buyers
✅ Connect with decision-makers in accounts that are ready to buy
✅ Plan and launch their outbound campaigns
✅ Power up their social selling
✅ Meet and beat their revenue targets
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