Nothing business-critical gets missed

A growing portfolio, too much to track by hand

3stepIT grew fast, and with that growth came a problem. Keeping track of every business-relevant change across continually growing customer portfolios was time-consuming and laborious, and the new business sales teams needed company information that was actually up to date. The public sector is one of 3stepIT’s client groups, so the teams also had to follow public tenders and the projects and decision-making inside municipalities’ and cities’ meeting minutes. Before Vainu, that meant ploughing through immense amounts of meeting minutes, which took far too much time and resources. As an active sales organisation with a systematic sales process, 3stepIT did not want to settle for anything less than a state-of-the-art sales prospecting tool. Vainu, committed to protecting personal information and keeping customer data safe and protected, matched those criteria and was chosen as a trusted 3stepIT partner.

When we’re managing a significant customer portfolio either in terms of the number of customers or the value, Vainu enables us to react proactively to critical changes happening among our client base. Vainu’s notifications also help us find new opportunities to do business.

Notifications on the changes that matter

Antti Konkari introduced Vainu to the sales and customer management teams. “Nowadays, our sales teams have access to a broader range of company information. Not only to more data points but to data, that is always up-to-date, which is, of course, essential for every salesperson,” he says. “Having the possibility to quickly check all the necessary background information about the prospects before any outreach has made salespeople’s job more efficient.” The sales team uses Vainu mainly to recognise companies that are growing, with a notification when predefined parameters reach a certain level. The sales and account management teams also use Vainu to find Finnish companies that have plans to expand their business abroad. Salespeople follow selected keywords, or combinations of keywords, appearing in meeting minutes and public tenders. Both the new business and customer management teams get notified of new public tenders they should know about. On the account management side, Vainu flags the changes that often open up new business, such as news about expanding the business, plus new appointments and key person hires into certain roles. Being informed of bankruptcies helps the teams mitigate possible churn.

We must be aware of every upcoming, relevant public tender there is. Vainu saves a lot of our salespeople’s and account managers’ time, and we don’t miss any business-critical information.

Antti Konkari, Account Manager at 3stepIT