The Challenge: building a brand in a niche market
Fireant provides modern digital solutions to public sector customers in Australia. For the first few years of Fireant’s existence, it was “a classic, referral-based startup.” As Fireant grew over the last few years, the challenge was to gain brand recognition and build a customer base beyond employees’ existing professional network.
Without the brand recognition to support inbound traffic, Thomas was tasked with building Fireant’s outbound motion. “Australia’s a small market,” says Thomas, “but then we’re also playing to a small niche in that small market,” so he needed precise, accurate data to get in touch with potential customers.
That means it was time to bring on a sales intelligence solution. “There’s two key tools that I’ve seen again and again that sales or marketing directors will use here in Australia – it’s either Lusha or ZoomInfo.”
For Thomas, the choice was easy.
The Solution: Lusha’s accurate APAC data
Thomas had used both Lusha and ZoomInfo before in previous roles, so he knew immediately what his choice would be. “I consistently use Lusha because the data accuracy, particularly here in Australia and New Zealand, is leaps and bounds above ZoomInfo.”
And the price is right, too: “Lusha provides it at such a reasonable cost that it’s really easy to put the business case forward. With ZoomInfo, it’s a huge investment, and the data accuracy isn’t there. The business case doesn’t stack up.”
The results: effective outbound
With a combination of LinkedIn Sales Navigator, Lusha, and its integration to Hubspot CRM, Thomas built a successful team from scratch in almost no time.
“Within four weeks, we were able to go from literally nothing to an entire business development team executing as you would expect a mature sales team to be executing.”
And since they were starting from nothing, “you could argue that 100% of our KPI achievement is attributed to Lusha.”
Thomas’s favorite things
High ROI: “The ROI per lead, per booked meeting, per SQL, is actually incredibly cost-effective.”
Integrations: “I love that Lusha is ever increasing its number of integrations to other platforms.”
Data accuracy: “Lusha provides far better data accuracy than ZoomInfo, particularly for the Australia / New Zealand market.”
The value: having the tools for success
“Data accuracy is a foundational requirement to hitting any KPI,” says Thomas. And Lusha has proven to be a critical tool to Fireant’s core pipeline-building strategy, giving his team all they need to be successful. There’s one key message Thomas wants to get across to business leaders in Australia who may be looking into a sales intelligence tool for the first time:
“The options on the table will be Lusha, ZoomInfo, and maybe a third, Australian-based solution. But Lusha is the best of the three options, 100 times out of 100. So go with Lusha first.”
We'll help you understand if Lusha can solve your business needs.
