Prospecting Made Easy With Cognism’s Mobile Numbers

Promon, the Norwegian firm specialising in in-app security, uses Cognism’s B2B data to: 

• Save 10 hours of administrative activities per week.
• Book 33% of new business meetings in Southern Europe.
• Use Cognism’s direct numbers to WhatsApp South American prospects.
• Enrich inbound contact data points in Salesforce.

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The company

Promon is a Norwegian company with other offices in APAC, the US, Germany, the UK, and India. Since 2006, they have been pioneers in app security and delivered world-leading security software to many of the largest banks around the globe, including Moneta and Raiffeisen Bank, to name a few. 

Promon’s technology is research-based and originates from the internationally recognized research environments at SINTEF and the University of Oslo. Promon’s patented deep protection technology Promon SHIELD™ protects apps used by hundreds of millions of users. The technology gives customers peace of mind and allows them to get on with what matters - innovation and increasing app store ratings.

The challenge

We interviewed Beatriz Bastos, Business Development Representative at Promon, about her experience with Cognism. Beatriz joined the company in August 2022 at the same time Promon became a customer. 

What B2B data providers were the sales team formerly using? 

“ZoomInfo and Apollo were used by all global sales teams. While these vendors were valuable in North America, it became apparent that we needed an EMEA market leader for prospecting in this region.” 

What made Cognism stand out in the buying process? 

“Our CMO knew of Cognism from a previous role. After an initial demonstration, she was sold by the slick Chrome Extension and its high-quality, compliant EMEA data.” 

The solution

Beatriz is in a team of six salespeople and is the main user of the platform. 

What is their target market? 

“We typically approach CISO, Security and CTO decision-makers in the healthcare, banking, retail and finance industries. We are a good fit for any business that has a wallet or payment application.” 

Beatriz is from Brazil and can speak a number of languages. She explained what regions she primarily focuses on: 

“My territories are South America, Italy, Spain, Portugal and some countries in Africa. I use Cognism to find the contact data points in these regions.” 

What are the different workflows that Beatriz uses with Cognism? 

“I use the Chrome Extension everyday and I love it! As soon as I’m on LinkedIn, the extension pops up and provides contact information.” 

“I don’t need to spend hours looking for email addresses and mobile numbers because the information is accessible at the click of a button.” 

“I also use the WebApp in two ways. Firstly, to enrich inbound leads by checking the Lead ID in Salesforce and verifying that the contact data points are all correct in the WebApp. Once the fields are filled in, I’ll start reaching out to them via email or phone.” 

“I also use the WebApp for actioning outbound leads. I go into the platform, filter the relevant job titles related to Promon’s ICP and import them to Salesforce through the integration.” 

What WebApp features have been the most beneficial? 

“The revenue and technology filters are super useful. Using these qualification indicators really helps narrow down my list. I have confidence that the companies I am targeting are spot on with our ICP.”  

What channels does Beatriz use to get hold of leads?

“All of my prospecting is managed in Salesforce. First, I send an email followed by a LinkedIn message. If there’s still no response, I give the prospect a cold call.”

Beatriz commented on how impactful Cognism’s direct dials have been for contacting prospects in South America:

“Having access to direct numbers is critical for targeting South America as WhatsApp is their main method of sales communication. It’s a game-changer.”

The top reasons why Promon would recommend Cognism

1. Top-level customer support  

“Occasionally, when I’ve needed customer support, the live chat has responded to me within minutes. Not only were they super responsive, but they were also easy to work with!” 

2. Building prospect lists

“I plan my prospect list for the month ahead in the WebApp. The lists equip me with all the information needed, so it’s ready to go at the start of every month. It’s fantastic as it creates a sense of structure to my work day.” 

3. Reduced workload on administrative tasks

“As a BDR, much of the day is spent scrabbling for lead contact details. Cognism eliminates this productivity drain and saves me around 10 hours of work per week.“

“I can now spend more time having conversations with prospects and improving my sales ability.”

4. Results!

“33% of meetings booked in Southern Europe and 15% in South America are from Cognism generated leads. The meetings booked have resulted in closed revenue and ROI has been achieved!”

Beatriz concluded: 

“You’ll be hard pushed to find another platform that both saves time and delivers results. It’s a lifeline for a BDR and I couldn't recommend it enough.” 

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.

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