When global tools fail regional teams
Andrew Knox joined insightsoftware as Director of Business Development for EMEA. The company already had a sales intelligence platform rolled out globally from U.S. headquarters. It worked well in North America. But EMEA? The data quality wasn’t there.
insightsoftware provides connected solutions for finance teams—software that helps CFOs move beyond manual processes and make better decisions. With 1,000-5,000 employees serving customers globally, they need reliable contact data across every region they operate in.
Andrew’s EMEA team had two groups prospecting: one focused on net new customers, another selling additional solutions to existing clients. Both needed accurate contact information. The existing global tool wasn’t delivering it for Europe, Middle East, and Africa.
Andrew knew exactly what they needed. He’d used Lusha in a previous role.
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.
Two weeks later, the results were clear: 2x ROI. Pipeline doubled. Contacts they couldn’t reach before were now booking meetings.
Within the first two weeks, we’d already doubled that return on investment in terms of pipeline build with contacts we didn’t have details for in our CRM or business information provider.
Not months. Not quarters. Two weeks.
The EMEA coverage problem
insightsoftware’s existing sales intelligence tool worked fine globally—in theory. In practice, regional coverage varies dramatically across providers.
We found the data from Lusha was better in EMEA.
Not marginally better. Demonstrably better. Better enough that Andrew recommended adding Lusha as a complementary tool specifically for the EMEA region within weeks of joining.
For enterprise companies with established tool stacks, adding another platform requires justification. You’re asking for budget, integration work, and team adoption of something new. The business case needs to be obvious.
Andrew’s pitch was straightforward: our current tool doesn’t give us the EMEA coverage we need. Lusha does. Let me prove it works.
Onboarding time: 1 hour.
Time to 2x ROI: 2 weeks.
The business case made itself.
How 25+ users leverage regional data
insightsoftware deployed Lusha across 25+ users at the Enterprise plan level. Not as a replacement for their existing global tool—as a regional supplement that filled critical gaps.
BDR teams use Lusha as their “guiding point” for prospecting. When the global tool doesn’t have verified EMEA contact information, Lusha does. They pull phone numbers, verify emails, and book meetings with prospects the existing tool couldn’t help them reach.
Business Development Associates (BDA team) use Lusha for data operations. They build, enrich, and cleanse contact records so sellers and BDRs always have accurate information when they need it most.
They use Lusha to bring better data to the sellers and BDRs when they need it the most.
That division of responsibilities makes sense at enterprise scale. BDAs handle data quality. BDRs focus on outreach. Everyone benefits from better EMEA coverage.
Pipeline doubled in two weeks
Most platforms take months to prove ROI. Lusha took 14 days.
Within the first two weeks, we’d already doubled that return on investment in terms of pipeline build with contacts we didn’t have details for in our CRM or business information provider.
Those contacts existed in insightsoftware’s CRM and existing sales intelligence tool. But critical information was missing—verified phone numbers, accurate emails, current job titles.
Lusha filled those gaps. Contacts that were previously unworkable became prospects the team could actually reach. Meetings got booked. Pipeline grew.
The result: 2x ROI within two weeks. Not projected ROI. Not estimated ROI. Measured pipeline growth from contacts they couldn’t work before.
Multi-threading that closes deals
Better contact data doesn’t just create pipeline. It changes how deals get closed.
We’ve closed several deals using Lusha to multi-thread more effectively.
Multi-threading—reaching multiple stakeholders within a single account—is how complex B2B deals move forward. But you can’t multi-thread if you only have contact information for one person at each company.
Lusha gave Andrew’s team the ability to find and reach decision-makers they couldn’t access before. Instead of relying on a single contact to champion the deal internally, they could engage multiple stakeholders directly.
That changes close rates. When you’re selling to finance teams at enterprise companies, you need to reach CFOs, Controllers, FP&A Directors, and accounting managers. One contact rarely drives the entire buying process.
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.
Existing customers. Net new prospects. Better contact data improved results across both segments.
Response time that matters
Beyond pipeline growth and closed deals, Lusha impacted something else: speed to action.
We’ve also decreased our lead-to-action response time thanks to better contact data.
When a lead comes in, every minute matters. The faster you respond with accurate information and relevant outreach, the higher your conversion rates.
But you can’t respond fast if you’re hunting for contact information. Missing email? Wrong phone number? Outdated job title? Those gaps add hours or days to response time.
With Lusha’s data complementing their existing CRM and business intelligence tool, insightsoftware’s EMEA team had the verified contact information they needed immediately. No research required. No verification delays.
Leads came in. Team responded. Speed improved.
Simplicity at enterprise scale
When asked about Lusha’s biggest strength, Andrew didn’t mention features or integrations. He mentioned simplicity.
When I think of Lusha’s superpower, simplicity comes to mind. The ease of use is just great.
For enterprise deployments across 25+ users, simplicity matters. Complex tools require extensive training. Difficult interfaces slow adoption. Clunky workflows create support tickets.
Lusha’s extension and platform are intuitive enough that teams start using them productively within an hour of onboarding. No multi-day training. No certification courses. Just clean, straightforward access to the contact data they need.
It’s laid out simply so our guys can get quick access to data and make the calls that are important to them.
At enterprise scale, that simplicity compounds. When 25 people can be productive immediately instead of ramping over weeks, the time savings add up fast.
Partnership that supports growth
Beyond the platform itself, Andrew values the support insightsoftware receives from Lusha.
The service we’ve received has been fantastic. We feel well looked after and well-supported.
For enterprise customers, support quality matters. You’re running critical sales operations on the platform. When issues arise, you need responsive help.
insightsoftware gets that from Lusha. Not just reactive support when problems occur—proactive partnership that helps them maximize value from the platform.
When “transformational” is accurate
Asked to describe Lusha in one word, Andrew chose: Transformational.
That’s not marketing hyperbole. That’s measured impact:
2x ROI in 2 weeks
Pipeline doubled from previously unreachable contacts
Multiple deals closed through better multi-threading
Faster lead-to-action response times
25+ users onboarded in 1 hour
Better customer relationships through earlier engagement
Lusha has helped get us to the people that we need to speak to much more quickly than normal.
insightsoftware didn’t replace their global sales intelligence tool. They supplemented it with a platform that delivers superior EMEA coverage. Two weeks later, that decision had paid for itself twice over.
Andrew knew from previous experience that Lusha would work for EMEA. He recommended it immediately after joining. The company gave him the budget to prove it.
Two weeks later, the numbers proved him right.
When your existing tools leave regional gaps, you can accept lower coverage or fill them with better data. insightsoftware chose better data. Their EMEA pipeline growth shows exactly what that decision delivered.
