Intellectual Property Rights
Company Profiles, Data Updates, Workflow Triggers
Berggren is an international full-service intellectual property house that helps its customers with intellectual property rights (IPR), including protection, conflicts, contracts, and commercialization. As an established company, Berggren has a broad customer base, which has been increasingly difficult and time-consuming to offer service to. Thanks to Vainu, artificial intelligence now aids the process and reveals when a customer should be contacted.
Berggren, an 80-year-old IPR house based in Helsinki is one of the older Vainu-customers. The company has trusted Vainu's sales intelligence solution since 2016. The challenge for Berggren was to keep an increased amount of customer data updated. They also needed the information about current affairs at any firm to offer their services at the right time. With a customer base of more than 4,000 companies, this was a difficult feat through manual labor.
Initially, Berggren acquired Vainu to help with their new business efforts. Shortly, the focus shifted to enriching their CRM data and monitoring changes in their current customers, in which Vainu proved crucial.
Vice President / Business Development and Digitalization at Berggren
AI-monitored customer base
Berggren first purchased Vainu to support sales and to build target groups with companies matching Berggren's Ideal Customer Profile. At the same time, a need emerged to have up-to-date firmographic data (industry, revenue, personnel, etc.) in Berggren's CRM. This is when Vainu showed its real power. Vainu's company information is now integrated into their HubSpot CRM, updating the firmographics in real time.
In addition to firmographics, Berggren uses Vainu's sales alerts to monitor its current customer base, ultimately wanting to know when they should reach out. The buying signals they look for include brand-related recruitments, internationalization, and new product releases.
According to Heikki Kinnunen, Vice President and Partner at Berggren, the company has stopped cold calling altogether. "In the world of IPR, one needs to seize the day. If you – by chance – make a call when there's an invention that needs a patent, you're a lucky person. When we reach out, there's always a buying signal to back it up. To use static calling lists is not relevant in today's business."
Contacting when there's a need
In the past, when looking for new sales opportunities, Berggren would reach out to roughly 100 contacts to acquire 10 customers. Now, with Vainu's advanced company data, the process is 5 times more efficient: Only 20 contacts are necessary to close 10 new deals. This has an effect also on customer satisfaction. As Berggren employees are better informed of their customers' situations, they are able to provide improved customer service. During the past years, Berggren's Net promoter score has improved by 20 points, in which Vainu played a vital role.
Berggren has used Vainu for several years now and plans to do so in the future. "We've tried many premium services, but they haven't worked for our niche business. Vainu's comprehensive data sets and versatility make it worthwhile, even for us!" Heikkinen praises and finishes:
"Vainu is a genuinely useful tool. I've recommended it to many colleagues in other companies, and many of them have chosen Vainu. I'm happy to give positive feedback, and I hope that our customer feels the same way. Nothing beats positive customer feedback."
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
Vainu is a genuinely useful tool. I've recommended it to many colleagues in other companies, and many of them have chosen Vainu.
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.
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.
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 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.
When data moves automatically between different systems without manual work, it does not only make our work easier but improves our sales results.
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!"
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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