Toucan, an analytics software provider based in France, uses Cognism to:
Scroll 👇 to view the case study.
Toucan is a software editor that provides integrated customer-facing analytics to companies that need to display data, reports, and graphs to their end users.
Toucan serves the software, financial services, energy, transportation, logistics and professional services sectors. Toucan also has a use case for enterprise companies who want to display analytics at scale; its goal here is to help non-data experts understand analytics through dashboards and reporting.
Toucan has been using Cognism for 18 months. Its sales team, including its business development and account executive teams, are the primary users.
We spoke to Antoine Lamoureux, Toucan’s Head of Sales, to learn more about his company’s journey with Cognism over the last 18 months.
Antoine explained:
“Previously, we had quite a large tech stack, including Lusha, Kaspr and other vendors – too many solutions, really – coupled with quite a laborious prospecting process.”
“We were dogged in our search for a prospect’s contact information, which led us to search multiple platforms and information sources.”
“We knew we were working very inefficiently from a cost and process perspective. Our CMO suggested we look at Cognism.”
“So we thought, OK, let’s evaluate some data vendors that can handle a lot of those steps within one platform.”
“We wanted really high-quality data and functionality that could replace our tech stack and prospecting process. It was definitely the case of focusing on people for whom we’ve got the right contact details rather than volume at all costs.”
“We figured that Cognism could replace many of the tools we already had.”
Data quality is what Antoine needed, and data quality is what he got:
“The other vendors will have 25-30% incorrect numbers, either duds or numbers that reach the wrong person.”
“With Cognism, that 30% has dropped to 5% or maybe even 3%.”
“Cognism is now doing the job of Lusha, Kaspr and other vendors.”
“Our ICP consists of Chief Product Officers, Directors of Product and Product Managers.”
“Within the current outbound process, we target smallish companies – let’s say sub-200 employees – in Europe and the US, particularly those in data-heavy industries like software, financial services, energy, transportation and logistics and the professional services sectors.”
“We use the Cognism Browser Extension to create lists from Sales Navigator, which we then push to the CRM and our outreach solution, Salesloft.”
“I’ll also use Cognism to do reactivations, so I’ll export lists from Salesforce and update them with new roles, companies and titles. If there are 200 potential leads on there, it will come down to 100, for which Cognism has information that they’ve changed roles. Then I know it’s a good time to contact them.”
Antoine also explained how he uses Cognism’s sales event triggers:
“Before onboarding Cognism, our approach to event triggers was manual search, which was a bit of a pain and a time-consuming process. We would screen newsletters and websites for fundraising rounds and job boards to find out who’s hiring. We spent a lot of time on these tasks.”
“Now we can do them in a few seconds to a minute. It was the end result of us rethinking our internal processes to work out how we can be more efficient.”
Antoine told us:
“Our CMO had the idea of using Cognism to replace our existing tools. We used to have one tool to verify emails, one to verify phone numbers and then we’d move onto another tool if we still couldn’t find the information we needed. It was a complicated sales tech stack.”
“We realised that Cognism could provide about the same level of data as all those tools combined and at a lower price point.”
“Consolidating our tech has cut 30-40% from our sales tech overhead.”
“And our trust in Cognism’s data quality simplified our prospecting in another way. If the data wasn’t on Cognism, we could ignore it because it’s unlikely it would be available elsewhere.”
“This saved a lot of time; we’re talking days per month.”
Antoine also saw improvements in his sales team’s performance.
“With Cognism, it’s less effort to generate leads. Our BDRs can invest more time in each prospect and personalise their approach, rather than using less personal automated approaches.”
“The quality of the meetings that resulted from this more personalised approach increased because the people we were speaking to were closer to our ICP.”
“We’ve seen an uplift of 30-50% in our leads-to-meetings-booked rate and an increase in conversions as well.”
And ultimately, the proof is in the pudding! Antoine told us:
“20% of our revenue now comes from Cognism, and we see a significant ROI on the tool with the results it generates.”
What are Antoine Lamoureux’s top reasons for recommending Cognism to other organisations?
Antoine’s top three reasons for using Cognism are:
Over 3,000 sales and marketing teams around the world trust Cognism to:
âś… Build their ICP and discover their ideal buyers
âś… Connect with decision-makers in accounts that are ready to buy
âś… Plan and launch their outbound campaigns
âś… Power up their social selling
âś… Meet and beat their revenue targets
Why not see for yourself? Book your live screenshare here 👇