Clear steering for sustainable growth — Interview with Kaspr (Cognism Group)

Foundedin 2018, Kaspr quickly established itself as one of theleading SaaS solutions for automated B2B prospecting. Acquired by the CognismGroup in 2022, the French company continues to grow at a strong pace,with a rapidly expanding user base and several thousand active customers.

Itsmission: helping sales teams identify, contact, andengage prospects more efficiently through an all-in-one platform connected toCRM systems and modern communication channels.

Kasprserves both freelancers and structured sales teams, providing instant access toverified contact data (emails, phone numbers, LinkedIn profiles) andeasy-to-use automation features.

BichHa Duong (Finance Director) and Anne-CharlotteLazou (Head of Operations) shared their experience using Fincome—particularlyhow it helped them ensure revenue data reliability, automate reporting, andestablish a shared understanding of performance across the Kaspr organization.

Kaspr: The scale-up acceleratingB2B prospecting in Europe

Originallyfocused on lead capture from LinkedIn, Kaspr has progressively expanded tocover the full prospecting cycle: database enrichment, sales performancetracking, and seamless CRM integrations with tools such as HubSpot andSalesforce.

Thisevolution mirrors the growing maturity of its clients: individual users aregiving way to structured teams seeking reliability, compliance, and operationalefficiency.

Atthe same time, Kaspr has strengthened its European footprint andpositioning—offering a local and ethical alternative toAnglo-American data giants.

“Ourgoal is to help Sales go faster while maintaining quality and commercialefficiency.” — Anne-Charlotte Lazou

A high-volume SaaS model driven by recurringrevenue

Kaspr’sbusiness model is based on monthly or annual subscriptions, with multiple usagetiers (enrichments, credits, automations).

Thisrecurring revenue is the company’s backbone, supporting a high-volumemodel with several thousand invoices each month.

Thecompany combines a large user base with a moderate average revenue peraccount—a typical Product-Led Growth (PLG) approach. Thismodel is efficient for acquisition but demanding when it comes to trackingperformance metrics.

BeyondMRR, effective management depends on a detailed understanding of revenuemovements—upsell, churn, renewals—and the ability to ensure datareliability at scale.

The challenges of rapid growth

Inrecent years, Kaspr has experienced strong acceleration—driven by demand forB2B prospecting tools and its integration into Cognism.

However,this growth also brought increasing complexity: product development,international expansion, and heightened financial management expectations.

Tosustain healthy growth, the team needed to adapt its tools andprocesses to maintain data reliability and indicator clarity in ascale-up context.

Sustained growth and european ambitions

Sincethe acquisition, Kaspr has scaled up significantly. The solution is nowdeployed internationally, with a fast-growing subscriber base.

Itsgoal is clear: maintain double-digit growth within the Cognismgroup while reinforcing financial and operational foundations.

Thistrajectory relies on three pillars:

1. Product innovation — with a platform enhanced by     automations and CRM integrations.
2. International expansion — supported by the Cognism brand and     multilingual distribution.
3. Operational discipline — with reliable data and unified     reporting to drive decisions.

“Theobjective was to have clarity on the numbers and smoother performancemanagement.” — Bich Ha Duong

The complexity of financial monitoring

Witha large customer base, Kaspr quickly hit the limits of its legacy tools.

Thefinance team, still dependent on manual exports and partial tracking in Maxio,faced several key challenges

• Time-consuming reconciliations between billing, CRM, and reporting systems;
• Gaps between operational and accounting figures that were hard to explain;
• Limited analytical depth to track new business, churn, and expansion by segment or region;
• Fragmented indicators across teams, with no single source of truth.

“Wehad the numbers, but we were never fully confident to make quick, sounddecisions.” — Anne-Charlotte Lazou

Tosupport its growth, Kaspr needed to move from a partial view toa consolidated, actionable vision shared among Finance,Operations, and Go-to-Market teams.

Thatneed for clarity and reliability led Bich and Anne-Charlotteto choose Fincome as their new control hub.

“Thegoal is for everyone to rely on the same figures and speak the same language.” — Bich Ha Duong

Structuring management with Fincome

Toreach a new level of data reliability and visibility, Kaspr needed a toolcapable of automatically centralizing key revenue metrics andmaking them accessible to Finance, Operations, and Leadership.

Securing and automating data

Kaspr’sfirst priority was clear: build on reliable, real-time automatedmetrics with no manual adjustments.

BeforeFincome, producing reports required lengthy exports and multiple cross-checksacross systems.

“Wespent too much time verifying data instead of analyzing it.” — Anne-Charlotte Lazou

WithFincome, billing flows were centralized and standardized.

Theintegration was fast: data connection, key metric configuration, and validationof the first dashboards.

Thisstep allowed Kaspr to start fresh—with reliable tracking of ARR, ARR movements,and key indicators such as churn, NRR, and cohort analyses.

Dashboards tailored to each team

Fincomenow enables Kaspr to cross-analyze multiple dimensions and extract actionablebusiness insights for Go-to-Market teams:

• By customer type: monthly, annual, or enterprise accounts;
• By product or offer: enrichment, automation, CRM integrations;
• By country or region—in line with Cognism’s European strategy.

“Today,we finally have a clear, shared view of the numbers, including for Cognism.” — Anne-Charlotte Lazou

Thisgranularity enhances understanding of churn and expansion dynamics while givingevery team a clear view of their contribution to growth by segment and region.

Hands-on support during implementation

Throughoutdeployment, the Fincome team provided proactive and responsive support,helping Kaspr integrate key data and fine-tune calculation settings to matchinternal rules.

“Veryresponsive support—we always get quick, detailed answers that guide us throughsetup and data analysis.” — Bich Ha Duong

Injust a few weeks, Kaspr transitioned from fragmented monitoring to consolidated,shared tracking, laying the groundwork for clear, scalable revenuemanagement for the years ahead.

Tangible results and measurable impact

Ninemonths after implementing Fincome, Kaspr now benefits from morereliable, faster, and more collaborativeperformance tracking.

Thetool has become the single source of truth for revenuemonitoring—shared by Finance and Operations—and offers Cognism increasedvisibility into its French subsidiary’s performance.

“Real-timerevenue tracking is something we’d been waiting for—it’s truly transformed ourday-to-day.” — Bich Ha Duong

Reliable and accessible data

Thanksto automatic synchronization with Stripe, Kaspr’s teams can trackin real time:

• ARR growth by upsell, cross-sell, and new business;
• The evolution of active customers and the most resilient offers/products;
• Cohorts  by segment, intra-year seasonality, and average basket growth.

“Revenueand KPIs are clear, usable, and available in real time—no manual processing,total peace of mind.” — Anne-Charlotte Lazou

Thisreliability enables Kaspr to deliver consistent, clean data to Cognism withoutmanual adjustments—strengthening the credibility of group-wide reporting.

Significant time and autonomy gains

BeforeFincome, weekly and monthly reports required hours of manual exports and Excelconsolidation—introducing a high risk of errors.

Now,reports are generated automatically, with ready-to-use dashboards for each teamand the group.

• Up to one  full day saved per week on data preparation;
• ‍Zero  manual adjustments for key metrics;
• Direct data access for each team—no interdepartmental dependency.

“WithoutFincome, we’d easily lose two days a month—and miss out on valuable businessinsights.” — Bich Ha Duong

Deeper understanding of revenue dynamics

Fincomeis not just a measurement tool—it’s a decision-making tool.

Ithelps identify true churn and expansion trends, validate internal assumptions,and detect risk areas.

• Monthly customer behavior, once seen as “loyal,” has been re-evaluated;
• Misjudged “zombie clients” have been correctly identified;
• Retention and reactivation rates are now tracked rigorously.

A group-level reporting benchmark

Fincomeis now Kaspr’s primary reporting tool.

Eachweek, Bich shares a standardized PDF report generated from Fincome—used as the singlereference in internal meetings and discussions with Cognism.

Thisrigor has reinforced Kaspr’s position as a model entity withinCognism’s financial consolidation framework.

“Fincomehas become essential to properly manage our operations.” — Bich Ha Duong

Conclusion

Injust a few years, Kaspr has evolved from a simple prospecting tool into a must-haveSaaS platform for B2B sales teams across Europe. Its integrationwithin the Cognism Group marks a new phase—structure and consolidation.

WithFincome, Kaspr has gained in reliability, clarity, and speed inrevenue management. Data is now centralized and updated in real time, providinga shared view between Finance and Operations while simplifying internalcommunication with the group.

Thistransformation has professionalized financial management withoutadding complexity: key metrics are aligned, reporting is automated, and teamsare more autonomous.

Withthis solid foundation, Kaspr looks ahead confidently—refining its analyses,exploring new insights from Fincome, and contributing to the futureimplementation of unified group-wide financial steering withinCognism.