Key Takeaways
- insightsoftware improved EMEA contact data quality with Lusha, helping BDR teams reach the right buyers faster and reduce lead-to-action response time.
- The team doubled pipeline ROI within two weeks, onboarded 25+ users in one hour and closed several deals through stronger multithreading.
Even a company with a solid marketing engine needs outbound. Such was the case for insightsoftware, a company that connects CFOs across finance, accounting and operations.
When Andrew Knox joined insightsoftware as Director of Business Development for EMEA, the team was already using a global sales intelligence tool rolled out from U.S. headquarters. But the data provided wasn’t strong enough for their regional needs.
Both the net-new BDR team and the client-focused BDR team selling additional solutions to existing customers needed better contact coverage to do their jobs. Without it, they were leaving meetings on the table.
Why insightsoftware Needed a Better Contact Data Solution
To tackle the issues, Knox contacted a company that he had worked with in a previous role that he knew would help solve these issues: Lusha.
A B2B data intelligence solution, the company provides two layers of data: one universal, the other unique to each client’s business. Lusha’s Search layer covers contacts, companies and real-time signals. It’s fast, objective and available to everyone. Their Deep Intel layer is tailored specifically to each client’s business—it learns from configuration, usage patterns, integrated systems, and unique data and signals, producing smart, relevant predictions that adapt and improve with every use.
“It was one of the first things that I suggested we implement when I joined to help enrich our data that we have over here in the region,” said Knox.
How Lusha Improved Pipeline Generation, Sales Engagement
With more than 25 users on an Enterprise plan, Lusha became a complementary tool alongside the existing global platform. “We found the data from Lusha was better in EMEA,” says Knox. “So whilst the team was using our existing business intelligence tool to some extent, Lusha has been a complementary tool to clarify data and give us another option to phone people.”
The BDR teams use Lusha as a guiding point to build better connections, while a dedicated Business Development Associate team uses it to build, enrich and cleanse data. “They use Lusha to bring better data to the sellers and BDRs when they need it the most.”
Ease of adoption was immediate. It took just one hour to get users onboarded. “When I think of Lusha’s superpower, simplicity comes to mind. The ease of use is just great,” Andrew says.
The Results
The impact showed up fast. Within the first two weeks, insightsoftware doubled their return on investment in terms of pipeline built with contacts they didn’t previously have details for in their CRM or business information provider. Among the improvements and results seen were:
- 2x ROI within less than a month of using Lusha
- 2 weeks to double pipeline
- 1 hour to onboard users
- 25+ users on Enterprise plan
- Closed several deals via multithreading
- Decreased lead-to-action response time
As a result, insightsoftware was able to close several deals using Lusha to multithread more effectively and decreased its lead-to-action response time thanks to better contact data.
‘Transformational’
According to Knox, the results were “transformational” and went beyond pipeline metrics.
“We’ve not only been able to forge better relationships with customers because we’ve been able to engage with them earlier on, but we’ve also seen improvements in the net-new space as well,” he said. “Lusha has helped get us to the people that we need to speak to much more quickly than normal.”
