When your entire business model is cold calling, contact data isn’t just important. It’s everything.
Operatix is a sales acceleration company that runs outsourced SDR teams for B2B software vendors. Their clients include Google, Microsoft, Adobe, and 500+ other companies spanning early-stage startups to enterprise tech players.
200 SDRs. Multiple campaigns running simultaneously. One core challenge: finding and reaching the right decision-makers to book qualified meetings for their clients.
Joseph Grieves, Head of Sales and Training Development, knows exactly what makes or breaks an SDR’s success: accurate contact details.
Our lifeblood is contact details – we need to reach out and speak to people on the phone.
Before Lusha, Operatix tested multiple sales intelligence platforms. Cognism. DiscoverOrg. None delivered what they needed—especially for European contacts outside IT departments.
We looked at a lot of different options like Cognism and other alternatives… DiscoverOrg wasn’t that good in Europe. When were going for departments like finance or marketing it didn’t provide us with what Lusha’s been able to.
Then they switched to Lusha. For the past four years, it’s been the #1 choice for their entire SDR team.
The results: 2x more meetings booked. 30 meetings per SDR. Financial growth directly attributed to better contact data.
When you operate 200 SDRs making thousands of cold calls daily, immediate results at scale are exactly what you need.
The switchboard wall problem
SDRs face one consistent obstacle: getting past gatekeepers to reach actual decision-makers.
Generic phone numbers route to switchboards. General email addresses never reach the right person. And when you’re prospecting finance or marketing executives—not just IT contacts—finding verified direct lines becomes even harder.
Operatix tried other platforms. DiscoverOrg worked okay for U.S. IT contacts. But European coverage? Finance and marketing contacts? The data quality dropped significantly.
DiscoverOrg wasn’t that good in Europe. When were going for departments like finance or marketing it didn’t provide us with what Lusha’s been able to.
For an outsourced SDR company serving clients across industries and geographies, partial coverage doesn’t work. You can’t tell a client “we can reach IT contacts but not finance” or “our data works in the U.S. but not Europe.”
You need comprehensive, accurate contact data across departments and regions. Or your entire business model breaks.
What four years of partnership looks like
Operatix has used Lusha for four years. Not as a trial. Not as a supplement to other tools. As their primary sales intelligence platform across 200 SDRs.
Hands down Lusha’s been the best tool that’s enabled us to do that. Lusha is doing such a good job of providing what we need, it doesn’t really make sense to use anything else.
Four years of daily use by hundreds of SDRs. That’s not vendor loyalty—that’s infrastructure dependency. When a platform becomes that embedded in your operations, it’s because removing it would break your business.
For Operatix, Lusha delivers what competitors couldn’t:
Direct contact details that bypass switchboards
European coverage that actually works
Finance and marketing contacts, not just IT
Immediate results across 200 SDRs
Consistent performance over four years
2x meetings, immediate impact
When Operatix deployed Lusha across their SDR team, the results showed immediately.
With Lusha the results were immediate. There were people we were never able to reach before because they were hidden behind a switchboard wall.
Hidden behind switchboards. That’s exactly the problem Lusha solves—direct contact information that gets SDRs to decision-makers without gatekeepers.
Meetings booked: 2x increase
Meetings per SDR: 30 per month
Scope of reachable prospects: significantly expanded
Meaningful conversations: major increase
In terms of the scope of people we can target and reach out to, and increase in meaningful conversations, it all just went up.
Everything went up. Not just one metric. Not just for a few top performers. Across the board, for 200 SDRs, everything improved.
The pandemic safety net
When COVID-19 hit, many sales organizations saw pipeline collapse. Events stopped. In-person meetings disappeared. Cold calling became harder as decision-makers worked from home with unfamiliar phone setups.
Operatix saw the opposite: growth.
Our financial growth is largely down to Lusha. It’s been a huge safety net for us during the pandemic. If we didn’t have Lusha we would have had a drop in results, whereas what we actually saw was an increase.
That’s not luck. That’s what happens when you have accurate direct contact information during a time when reaching decision-makers became harder for everyone else.
While competitors struggled with outdated office numbers and generic email addresses, Operatix had verified mobile numbers and direct emails. While other SDR teams adapted to remote work challenges, Operatix’s infrastructure—built on accurate Lusha data—kept delivering results.
During a pandemic that disrupted most sales operations, Operatix grew. And they directly credit Lusha for that growth.
Worth more than gold
When you operate 200 SDRs making thousands of cold calls daily, you understand exactly what determines success or failure.
For anyone that does cold calling, Lusha’s direct contact information is worth more than gold. It’s the only thing that will determine your success.
The only thing. Not one factor among many. The determining factor.
You can have perfect messaging, ideal timing, compelling value propositions, and well-trained SDRs. But if you’re calling wrong numbers and emailing addresses that bounce, none of that matters.
Accurate contact details are the foundation. Everything else builds on top of that. Without it, your entire operation crumbles.
Operatix learned that by testing alternatives. They tried Cognism. They tried DiscoverOrg. Neither delivered what Lusha provides—especially for European contacts across finance, marketing, and other non-IT departments.
After four years of using Lusha across 200 SDRs generating over $1B in client pipeline annually, Joseph’s assessment is unambiguous: direct contact information is worth more than gold.
When your business depends on data
Operatix doesn’t sell software. They sell results. Their clients pay them to generate qualified meetings that turn into pipeline and revenue.
That business model requires one thing above all else: the ability to reach decision-makers consistently and at scale.
For four years, Lusha has been the platform that enables that:
2x increase in meetings booked
30 meetings per SDR per month
Immediate results after deployment
Growth during pandemic when competitors struggled
200 SDRs using it daily across 500+ client campaigns
European coverage that actually works
Finance and marketing contacts beyond IT
Lusha is doing such a good job of providing what we need, it doesn’t really make sense to use anything else.
That’s not a testimonial. That’s infrastructure assessment. When you’ve tested alternatives and used a platform for four years at scale, you know exactly what it delivers.
Operatix generates over $1B annually in client pipeline. Their 200 SDRs book meetings with decision-makers at Google, Microsoft, Adobe, and hundreds of other companies. That success depends on one fundamental capability: reaching the right people with accurate contact information.
Lusha delivers that. Competitors didn’t. The results speak for themselves.
