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.
Elo progressed in discussions with Vainu. The requirement was to get necessary company information into MS Dynamics 365 CRM—into which Vainu integrates. Vainu's solution was the best match for Adven's needs: A system that would allow the team to systematically monitor the development of both the existing customer base and new projects. Elo was convinced.
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 follow these segments systematically and to 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.” 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!
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 service experience
Accelerating the beginning of the sales cycle and a more systematic approach to sales and managing the customer base has, according to Elo, 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 had a positive impact on the team mentally by bringing more confidence. This, in turn, is visible to customers and potential future ones as a better customer service experience. "With the help of Vainu, all the information needed for the first customer encounter can be found in one place quickly," says Elo.
For the past three years, Adven has continuously developed their sales process, and Vainu has played a key role in streamlining their sales. "Good customer care describes well our cooperation with Vainu," says Elo. Samu from Vainu's customer success team receives special praise from Elo for his flexibility and perseverance. Elo also mentions that his development requests have been replied to promptly from Vainu's side.