How Adven uses real-time company data to streamline their sales process
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Streamlined sales process
After implementing Vainu, Adven's CRM is up to date and sales prospecting straightforward. The teams know when they should be in contact with current or potential customers.
Better customer experience
Having an apparent reason for every customer contact and deeper customer understanding have built up the team's confidence positively impacting their customer experience.
Finnish company offering energy and water solutions.
Close to 400, 200 in Finland
Nordics and Baltics
Dynamics 365 Online
Data Updates, Company Profiles, Workflow Triggers
- In 2017, Adven's sales team was at a turning point. The team needed a suitable CRM system and a service that could provide up-to-date business information.
- Adven's new strategy shifted focus to larger projects–rather limited in Finland.
- With the help of Vainu, Adven has found significantly more potential SMEs to be in contact with and offer more holistic solutions in line with the new strategy.
- With up-to-date company information, the team's understanding of the SME segment's market potential brightened—there was now twice as much potential.
Adven and Vainu have been developing Adven's sales in cooperation since 2017. Adven is a growing Finnish company that offers energy and water solutions, operating in the Nordic and Baltic countries, employing almost 400 energy professionals, close to 200 in Finland. Vainu supports Adven's strategy to increase their market share through more extensive projects.
Up-to-date company data as a driver of growth
Adven's Sales Director Juha Elo recalls the early days of Vainu and Adven: "Despite our professional sales team, there was a lack of systematics in making sales. We did not have a CRM in place. Hence, salespeople and account managers had to maintain separate prospect and customer lists when forming a holistic view of the sales pipeline was time-consuming or almost impossible." Prospecting was not structured, and Adven's team spent much time looking for potential customers. "It was challenging to get information about projects that open up sales opportunities for us, especially in the SME sector, because SMEs do not have the same reporting obligations as large companies do," Elo continues.
Vainu's solution was the best match for Adven's needs: Vainu integrates with their Dynamics CRM, which meant that maintaining a reliable database would require less manual work. Furthermore, the team could systematically monitor the development of both the existing customer base and new projects.
Director, New Industrial Sales at Adven
More efficient sales process and customer tracking
One of the main goals of Adven's sales team was to increase the market share in the SME segment by providing more holistic solutions. But first, the process had to be put in order, along with implementing their new CRM. The team's customer lists, the top-100 prospects, and the so-called Hold-list were brought to Vainu to systematically follow these segments and be notified about all relevant changes within them. Hold-list consisted of companies where the need for Adven's services had already been identified, and discussions about cooperation had taken place, but the time for cooperation had not yet been ripe for one reason or another.
Elo explains how Vainu helps them on a daily basis: "In addition to prospecting new companies, we have up to 100 customers where something happens all the time. We are systematically looking for new projects to invest in. Through Vainu, we can always keep abreast of any changes happening in our clients, and we know which projects we should be working toward." The team's understanding of the SME segment's market potential brightened with up-to-date company information—there was now twice as much potential!
With the help of Vainu's signals, the sales team gets notified about, e.g., environmental permits and new projects, which, with the changes in production, often open up investment needs and, therefore, new opportunities for cooperation. "In the chemical industry, for example, we have been able to use Vainu's signals to identify which players in this segment are relevant to us," Elo explains. Now Adven's sales team and account managers know when contacting current or potential customers is necessary or profitable. For Adven, monitoring personnel changes among their core customer segments is also crucial. Improving the efficiency of the upper end of the sales funnel has considerably freed up time for the most important; customer work. "Above all, Vainu has simplified the way we do sales. For instance, when we have up-to-date financial information always at hand, we can immediately get an idea of whether it is worth proceeding conversations with that specific company," says Elo.
Deeper customer understanding and better customer experience
According to Elo, accelerating the beginning of the sales cycle and a more systematic approach to sales and managing the customer base has brought much certainty to the team. With Vainu's reports, every team member knows the situation in their customer segment, and there is an apparent reason for every customer contact. According to Elo, a deeper understanding of the customers has positively impacted the team mentally by bringing more confidence. This, in turn, is visible to customers and potential future ones as a better customer experience. "With the help of Vainu, we can quickly find all the information needed for the first customer encounter," says Elo.
Adven has continuously developed their sales process for the past three years, and Vainu has played a key role in streamlining the company's sales. "Good customer care describes well our cooperation with Vainu," says Elo and mentions that Vainu has been prompt in replying to his development requests.
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.
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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