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Company Profiles, Workflow Triggers
3stepIT did not want to settle for anything less than a trusted partner that could provide them with a modern way of doing sales prospecting and enabling them to keep as effortlessly as possible abreast of any changes happening within their client base. Vainu is helping the sales and account management teams to land at the right place at the right time.
3stepIT is one of Finland's prominent ICT companies, specializing in sustainable IT lifecycle management services. Circular economy principles are at the core of 3stepIT: 97% of the returned equipment is resold for secondary use through their partners.
Vainu has done co-operation with 3stepIT since 2015. Antti Konkari, 3stepIT Key Account Manager, introduced Vainu to their sales and customer management teams. The teams faced a challenge resulting from the company's fast growth: It was time-consuming and laborious to stay on track of all the business-relevant changes within the companies in the continually growing customer portfolios. Furthermore, 3stepIT was looking for a solution that could provide its new business sales teams with up-to-date company information.
As an active sales organization with a systematic sales process and a highly skilled sales team, 3stepIT did not want to settle for anything less than a state-of-the-art sales prospecting tool. A tool that could provide the teams with a modern way of doing sales prospecting and enable them to keep as effortlessly as possible abreast of any changes happening within their existing clients. Committed to protecting personal information and keeping customer data safe and protected, Vainu matched these criteria and was chosen as a trusted 3stepIT partner.
Business-critical information through Vainu's notifications
So what changed when Vainu stepped into the picture? "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," Konkari explains and continues. "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 is primarily using Vainu for recognizing companies that are growing, and they get notified through Vainu when predefined parameters reach a certain level. The sales and account management teams are also using Vainu to find Finnish companies that have plans to expand their business abroad.
The public sector is one of 3stepIT clients. Thus another critical use case for Vainu is following public tenders and the upcoming projects and decision-making through the municipalities' and cities' meeting minutes. Now both new business and customer management teams get notified of, e.g., any new public tenders they should know of. Before Vainu, it took way too much time and resources to plow through immense amounts of meeting minutes. With the help of Vainu, salespeople can systematically follow selected keywords or combinations of keywords that appear in the meeting minutes or public tenders. "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."
Account Manager at 3stepIT
Discovering new sales opportunities and decreasing churn with more systematic customer tracking
In addition to systematically following public tenders and meeting minutes, account managers needed to stay on track of other business-relevant changes within the companies in their continually growing customer portfolios. "No matter how highly skilled professional you are, it's impossible to keep track of all the essential changes in your customer portfolio, if you have more than 100 clients, for example. Through Vainu, we can follow specific changes that often open up new business opportunities for us, such as news about expanding the business," explains Konkari. For a 3stepIT account manager or a salesperson, getting notified, for example, new appointments and key person hires to certain roles is worth gold.
Furthermore, being informed of, e.g., bankruptcies, is crucial in helping the teams to mitigate possible churn. "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," Konkari elaborates.
Vainu has made us see the value of unique data points that help us be more relevant than our competitors. We already know how we add value for our customers, but the timing has been a hard nut to crack–that’s where Vainu comes in and gives us good prospects to contact at the right time.
Vainu is clearly the best comparable software I've ever used. In less than one month our investment reached positive ROI, and in less than 9 months we gained 350 new customers – all of them practically from Vainu.
By enriching the company profiles directly in our CRM, we are now able to put real-time information directly in the hands of the salesperson. Vainu helps us prioritize our activities and to be more productive.
At the beginning of the year we recruited three new sales reps to solely search for new business and they have closed new deals worth 5 million euros with the help of Vainu.
When we get a scent of a customer, we are fast to react and use the data from Vainu to tailor an offer to fit the particular customer and their current situation.
We were impressed by the Vainu playbook and the atmosphere at the Academy. We listened carefully, and think it was an excellent idea to take part in this.
Vainu has been the right solution for us. What Vainu excels at is consolidating all the necessary company information in one place.
All our sales prospecting in Finland, Sweden and Norway is done through Vainu and our employees are nuts about it! Everyone uses Vainu and it is a part of the onboarding process of every new salesperson.
Earlier I could have spent a whole afternoon finding a list of 100 prospects. With Vainu, I'm able to get the list instantaneously with a few clicks.
We've grown 300% year-to-year so far, and without Vainu, it would have impossible to do that.
Previously our salespeople could spend a whole day on prospecting. Now all that's needed to get the same job done is one search in Vainu. We find better prospects while spending a staggering 90 percent less time on prospecting.
Vainu is a genuinely useful tool. I've recommended it to many colleagues in other companies, and many of them have chosen Vainu.
Our transformation was about establishing a crystal clear goal and a routine for our sales. The insights provided by Vainu's data are inseparable from our sales process and fundamental for the team's success every day.
Our first call resolution has gone up from 75% to around 90%. Also, our contact volume has gone down about 20%, and our net benefit can be counted in millions by the end of the year. And we’re just getting started.
I think it's fantastic that Vainu develops continuously and I think there are many ways of using Vainu that neither party has yet realized.
Soon after starting to use Vainu, we won a public tender which translated into a large deal. The fact that we were even involved in a deal like this gave us enough reason to count the yearly investment of Vainu as profitable. We would never have been part of this deal without Vainu.
I've acquired several new accounts by simply following the reports of new companies from Vainu. In this business, being the first is being the winner!"
When we're managing a significant customer portfolio either in terms of the number of customers or the value, Vainu helps us prioritize them and focus our efforts on the ones that matter the most right now. Vainu's notifications help us find new opportunities to do business.
When data moves automatically between different systems without manual work, it does not only make our work easier but improves our sales results.
Vainu enables us to use our time and energy more wisely. Our business figures are heading in a positive direction, and Vainu supports our journey.
Our time spent on prospecting has decreased by 67% from what it was before Vainu. It is now extremely easy to identify the companies with many open positions who are already using other SaaS technologies.
What's really good about Vainu, is that you can find companies that aren't that visible everywhere - hidden gems! Those are also easier to close because they haven't been contacted that heavily. For 95% of prospects that we're looking for it's much much faster with Vainu.
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