Redgate, a leading UK provider of database DevOps solutions that serves 92% of the Fortune 100, uses Cognism to:
- Generate a 42% increase in EMEA BDR pipeline.
- Prospect with a 30% conversion rate.
- Improve connect rates by 50%.
- Save 3-4 minutes per phone call.
- Hit their KPIs and quotas.
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The company
Redgate helps companies with database management challenges across the Database DevOps lifecycle, serving clients in multiple industries including financial services, healthcare and business services.
Its solutions automate software delivery and improve release quality while helping companies stay compliant and reduce risk.
Which teams use Cognism?
Around 15 of Redgate’s BDRs use Cognism and a similar number of SDRs have access.
The challenge
We interviewed Jordan Veglio, Global Sales Development Leader at Redgate, to find out how he uses Cognism and what results he has seen from it.
How did Redgate first find out about Cognism?
Jordan explained the simple interaction that kicked off the evaluation process:
“An SDR reached out while the contract with our previous data provider was coming to an end, so we were in the market.”
What problems was Redgate trying to solve?
Jordan told us how Redgate needed clearer ROI attribution and more accurate mobile data:
“One thing we didn’t do with our previous EMEA lead enrichment solution was tracking the ROI and success we could attribute to the solution. The Cognism AE took us through the options they offer, and was very clear about how we should track that and what kind of metrics we should look at.”
“The other challenge we had was mobile phone numbers. Our biggest source of success for meetings is over the phone; understanding the quality of the numbers Cognism had was a big part of the decision-making process.”
He explained the mobile number evaluation process:
“I sent a list of accounts to Cognism and they came back with a list of accurate numbers. And in terms of fit, there was the question of how comfortable the BDRs who were going to be using it found it.”
How does Cognism perform against its competitors?
Jordan said:
“In terms of EMEA, Cognism has been a massive success compared to our previous provider.”
The solution
Who is Redgate’s ICP/target audience?
Recently, Redgate has shifted its targeting to a new ICP. Jordan explained:
“We had been focused on the technical end-user. But what we’re starting to use Cognism for now is to focus on a more senior audience – IT Directors, for instance. Having access to those people was previously a challenge.”
In terms of geography, Jordan said:
“Our main focus is on the UK and Ireland but we have reps in the Nordics and the Middle East as well.”
How does Redgate use Cognism?
Jordan told us about his teams’ workflow:
“We use Cognism to build a target list of new teams within accounts we already work with, and then use those existing relationships as a referral.”
“So we’ll build persona lists in Cognism, verify the number, import into Salesforce and then put it into a Salesloft cadence, depending on the persona or industry.”
The results
How has Cognism helped Redgate?
Jordan shared some of the impressive results his teams have achieved with Cognism:
“Within the first 4 months, we booked more SDR meetings in EMEA than we had all year using our previous provider."
"Since implementing Cognism in 2024, we have seen a 42% increase in EMEA BDR pipeline."
“The main metric for the sales development team is meetings. To date, we’ve booked over 200 meetings via Cognism. Prior to Cognism, we didn’t even have this visibility, which has been great.”
Jordan explained the numbers behind the number:
“A company-wide initiative has been to contact new teams, and many of those meetings have been aligned with that goal. That equates to 60 opportunities.”
"Within that, we’ve seen around a 30% conversion rate. Going by our average opportunity size, that will be a significant amount of pipeline and contribute to our goals for the upcoming year."
“That’s a tangible success to implementing Cognism.”
Redgate’s call data also showed a double benefit of an uptick in connect rates while reaching higher-value prospects. Jordan said:
“We’ve also seen connect rates improve from 8% to 11-12% – and those calls represent access to a certain persona that we didn’t have previously.”
“Cognism is central to our outbound go-to-market motion.”
Have there been any intangible benefits to using Cognism?
Jordan explained how Cognism has boosted his teams’ morale:
“Cognism has improved our daily call blitzes – we’ve seen so many more connects, it’s making them more enjoyable.”
“Optimising those sessions has a knock-on effect on more meetings and pipeline.”
"I think much of the team would say they’d struggle to hit their new customer acquisition targets without Cognism."
There was also a noticeable time-saving thanks to Cognism’s direct dials:
"We’re also saving 3-4 minutes in each call as the direct dials let us bypass the switchboards."
Why Redgate recommends Cognism
Jordan was delighted with the onboarding process:
“From the proof of concept to the trial process and implementation, our AE has been great. He upskilled the team and enabled best practices. And that’s not just the BDR team but generally to Redgate as a business and how to get the most out of it.”
“We also did an in-person session in the office at the beginning of the year, which was really useful.”
"It’s one thing to have access to a tool and another thing to be able to optimise it. By utilising the customer support, we’ve optimised our usage."
What are Jordan’s top reasons for recommending Cognism to other organisations?
"If you’re looking for good-quality mobile data and want to have new conversations, I’d absolutely recommend Cognism."
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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