How TNS Catering Increased Its Revenue By 177% with Cognism

TNS Catering, the award-winning contract catering company, uses Cognism’s B2B data to:

• Increase their new business revenue by 177%.
• Get 40-50% more leads.
• Integrate with HubSpot.
• Uncover hard-to-find data in the hospitality and catering industry.

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The company

TNS Catering is an award-winning company creating and enhancing a new style of management for the provision of catering services in the business & industry, healthcare and education sectors of the food service market.

They aim to produce and serve creative, affordable, comforting food by a well-trained and supportive catering team.

The challenge

We interviewed David Sumnall, Business Development Executive at TNS Catering.

How did they discover Cognism?

“One of my colleagues was looking into purchasing some new data, and they discovered one of your competitors, ZoomInfo.” 

“So she decided it’d be best to compare three data providers, including Market Reach and Cognism.”

What problems was she trying to solve?

“After the pandemic, it became clear that we needed new data. We were apprehensive in terms of what the state of the market would be moving forward. With many people moving towards agile working and hybrid working, there weren’t as many opportunities for us as businesses were moving away from offices and therefore taking the catering away.”

He added:

“Our data was also quite stagnant. We assessed our data after the pandemic, and only around 20% of it was of any value. So we needed to get some new data, which brought Cognism to our attention.”

What was TNS Catering’s reason for choosing Cognism?

“One reason was that the team found Cognism much more user-friendly and simple compared to ZoomInfo.”

“Secondly, the fact that you integrate with HubSpot was a huge deciding factor for us. I don’t think ZoomInfo had that functionality.”

The solution

What is TNS Catering’s target market?

“We target anyone that is looking for catering management across the UK. Our main focus is business and industry, but we also work with the health care and education industries.”

“In terms of roles, we try to speak to Facilities Managers in direct procurement, Human Resources Directors and Workplace Managers.”

How does TNS Catering use Cognism?

“Our Sales team use Prospector and the Chrome Extension.”

“Day-to-day, I’ll sign in to Cognism and utilise Prospector by putting in the different filters, depending on what I’m searching for and who I want to target. That’ll bring back loads of data that we’re looking for.” 

“But, if I can’t find what I’m looking for on Prospector, I’ll go onto LinkedIn, find the company or the contact there and use the Chrome Extension to pull through the data that way.”

He added:

“We then move the information into our HubSpot and use it from there.”

The results

We asked David what quantifiable success TNS Catering has seen since using Cognism.

“It’s helped massively, hence why we’ve renewed for a second year!”

• “It’s brought in 50% of our new contracts or unearthed the initial stages of 50% of our revenue for last year.”
• “We get between 40-50% more leads through Cognism.”
• “Since implementing Cognism, our new business revenue has increased from £270,000 last year to £748,000 this year, so it’s almost tripled in value. That’s a 177% increase.”

The top reasons why TNS Catering recommends Cognism

1. Morale

“It brings so much value to the job. It makes your life easier, saves you from getting frustrated, and builds morale as well. You know you’ll be speaking to the right contacts, or you’ve got the right data to go after, so it allows you to bypass those gatekeepers you’re constantly fighting against to get information.”

2. Quality database

“It’s saved us a huge amount of time purely by being able to bypass gatekeepers. But also in terms of prospecting, it’s cut that down massively.”

“Our prospecting is a lot more targeted now that we can be sure we have the correct contact information of the individual we need to have a conversation with.”

“It’d be a very difficult job without it! Cognism has such a magnitude of information. It’s not just contact information but also the company information as a whole.”

“Cognism will give you your prospect’s information but also various other contacts that you can build relationships with in case you can’t reach that main contact that you need to speak to straight away.”

“You may need to build up a relationship with the company before you can close a deal. But the proof is in the pudding - it’s brought in 50% more leads to the business."

3. Value for money

“The ROI is there. We needed this to win approximately two contracts for Cognism to pay for itself. It brought in six or seven contracts last year, so it’s more than worth it!”

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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