RevOps doesn’t guess. It measures.
Dani Feldsher manages revenue operations at Zesty, a cloud optimization platform that reduces AWS spend for DevOps teams. Founded in 2018 with 51-200 employees, Zesty operates across Europe and the U.S.—two markets with very different data quality needs.
The BDR team had one clear mandate: find accurate contact information for prospects in both regions. Business numbers. Direct dials. Verified emails. The kind of data that actually converts into meetings.
They tested RocketReach. Disappointing.
They tested ZoomInfo. Better for the U.S., but European coverage fell short.
They tested Lusha. For Europe, the data quality was significantly better.
In parallel to Lusha, we also use ZoomInfo. But we just find Lusha is better for the areas we focus on, which are primarily in Europe. For Europe, Lusha has far better contact data than ZoomInfo.
Now Zesty runs both platforms in parallel. ZoomInfo for certain use cases. Lusha as the BDR team’s primary prospecting tool.
Not because Lusha replaced ZoomInfo entirely—but because for the regions Zesty targets most, Lusha delivers better data.
The accuracy numbers prove it: 80-90% across European prospects. And one feature that ZoomInfo doesn’t offer: flexible admin seats that let RevOps manage the tool without consuming user licenses.
Lusha gave us an admin user, unlike ZoomInfo. This is a huge benefit for our team.
Sometimes the best solution isn’t one tool. It’s the right tool for each job.
The European data problem
Cloud optimization sells globally. But data quality isn’t global—it’s regional.
ZoomInfo works well for U.S. prospects. Strong coverage. Good accuracy. Comprehensive business information.
European prospects? Different story.
We tried out RocketReach and several other tools but they were far from what we expected.
When you’re prospecting DevOps leaders and cloud infrastructure teams across European companies, you need verified contacts that actually work. Generic business numbers don’t cut it. Outdated emails waste time.
Zesty’s BDR team needed accurate European data to hit their enrollment targets in HubSpot. Without it, outreach stalls. KPIs don’t get met.
They needed a provider with strong European coverage. They tested multiple platforms. Lusha delivered what others couldn’t.
Testing what actually works
Revenue operations doesn’t guess. It measures.
Dani ran a comparison test across platforms. Same prospects searched on RocketReach, ZoomInfo, and Lusha. Measured which platform returned accurate, verified contact information.
Lusha won.
Lusha has far better results. The accuracy rates are high in general, somewhere between 80-90%.
80-90% accuracy for European prospects. That’s not marketing copy. That’s measured performance from a RevOps manager who tested it.
For Zesty’s BDR team, that accuracy means the difference between hitting enrollment targets and missing them. Between productive outreach and wasted time on invalid contacts.
The admin seat that ZoomInfo doesn’t offer
Beyond data quality, Lusha solved an operational problem that ZoomInfo created.
At most companies, RevOps manages sales tools. They configure settings, troubleshoot issues, monitor usage, and help teams optimize workflows.
With ZoomInfo, RevOps needs user licenses to access the platform. That means paying for seats that aren’t actually prospecting. Or constantly asking BDRs for their credentials to make changes.
Lusha offers admin seats separately from user licenses.
Lusha gave us an admin user, unlike ZoomInfo. This is a huge benefit for our team as it helps us to play with settings, explore, and learn the software better. As admins, we’re not the end-users and we don’t have to pay for the end license.
That flexibility matters operationally. RevOps can:
Configure settings without interrupting BDR workflows
Troubleshoot issues without asking for user credentials
Test features and integrations independently
Monitor usage and optimize team performance
All without consuming prospecting licenses
For a RevOps manager responsible for tool efficiency, that’s not a minor feature. That’s how you actually manage sales tools effectively.
The workflow that drives KPIs
Zesty’s BDR team has one primary KPI: enroll the right prospects in HubSpot with complete, accurate information.
Their workflow is straightforward:
LinkedIn: Find prospects based on ICP criteria
Lusha extension: Pull verified contact information
HubSpot: Bulk save contacts with enriched data
Sequences: Route to appropriate outreach campaigns
The results with Lusha are immediate. You search for the prospect, you get the information you need, enroll the prospect in the right sequence or whatever outreach tool you’re using, you reach out, and you’re done.
Immediate results. No waiting. No manual enrichment. No data cleanup.
BDRs find prospects on LinkedIn. Lusha provides verified contacts. HubSpot receives clean, complete records. Outreach happens immediately.
That speed determines whether BDRs hit their enrollment targets.
When prospecting becomes impossible
Ask Dani what would happen without Lusha, and the answer is direct.
Prospecting without Lusha is impossible.
Not difficult. Not slower. Impossible.
That’s the assessment from a RevOps manager who tested alternatives, measured results, and runs both Lusha and ZoomInfo in parallel.
For European prospects—where Zesty focuses most heavily—Lusha isn’t optional infrastructure. It’s the only tool that delivers the data quality their BDR team needs to hit enrollment KPIs.
Could they prospect with just ZoomInfo? Technically. But European coverage gaps would cripple their ability to reach the prospects that matter most.
Could they use only RocketReach or another alternative? They tried. The data quality didn’t meet their standards.
Lusha isn’t their only data provider. But for European prospecting, it’s the one that makes their workflow possible.
Running two platforms intentionally
Some companies consolidate onto one sales intelligence platform. Zesty runs two deliberately.
ZoomInfo for certain use cases. Lusha for European prospecting where data quality matters most.
That’s not vendor indecision. That’s intentional tool selection based on measured performance.
In parallel to Lusha, we also use ZoomInfo. But we just find Lusha is better for the areas we focus on.
The areas they focus on happen to be where most of their pipeline comes from. Europe. DevOps teams at cloud-infrastructure companies. Technical decision-makers who control significant AWS spend.
For those prospects, Lusha delivers:
80-90% contact accuracy
Better European coverage than ZoomInfo
Admin seats that don’t consume user licenses
Immediate results that keep BDRs on pace
Integration with their LinkedIn → HubSpot workflow
Not every company needs multiple platforms. But when regional data quality varies significantly, running specialized tools for different markets makes operational sense.
Zesty tested the alternatives. They measured the results. They chose Lusha for European prospecting because the data quality proved better.
Simple as that.
