How CloudSuite spends 40% less time sales prospecting using Vainu
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IT, eCommerce, Software
Data Updates, Company Profiles, Workflow Triggers
- CloudSuite develops a midmarket eCommerce platform for wholesalers and (brand) manufacturers to support different eCommerce strategies in B2B and B2C environments.
- The sales team uses Vainu to get the most relevant prospects straight into their CRM with up-to-date company data.
- The sales team gets notifications from Vainu of relevant organizational changes occurring within their target groups.
- In just a few months of using Vainu, CloudSuite has seen significant improvements in their sales metrics.
For more than a decade, CloudSuite has been building a standardized and scalable commerce platform to help wholesalers and (brand) manufacturers creating a leading eCommerce experience. Choosing CloudSuite, these companies accelerated digital sales and improved service and experience levels. With the help of Vainu, CloudSuite has streamlined their sales process, and the results of this collaboration speak for themselves.
CloudSuite’s cooperation with Vainu began shortly after Sven van der Roest became Head of Sales. Their team had decided it was time to switch CRM, and they were therefore on the lookout for a company data provider that easily integrated with their new CRM, Pipedrive, and could populate it with meaningful data. On top of that, CloudSuite was looking to improve their outbound sales process, as finding good prospects was incredibly time-consuming. According to Sven van der Roest, Head of Sales at CloudSuite, the search for new prospects used to be a laborious process: The business development representatives (BDRs) had to use their personal networks, business partners, and LinkedIn as their primary source of new potential clients.
Efficient sales prospecting through Vainu's native CRM integration
Before Vainu, a team of two BDRs would book on average 8-9 meetings per month. That same team of two booked 23 meetings in their first month of using Vainu—the number of booked meetings tripled! By using Vainu, CloudSuite’s sales process has become more scalable with BDRs spending 40 percent less time on sales prospecting, which means that they have more time for other sales-related activities. In this way, Vainu has been a boon for CloudSuite, with van der Roest commenting: “Vainu has been the right solution for us. What Vainu excels at is consolidating all the necessary company information in one place.”
CloudSuite’s sales team is constantly looking for companies that want to develop their online customer experience. With a well-defined Ideal Customer Profile at hand, it didn’t take long for CloudSuite to optimize the dynamic target lists in the Vainu platform and get access to a long list of relevant companies to contact. “Every Monday morning, we push around 100-150 companies from Vainu to our CRM, where a new task is automatically created for each of these new opportunities. We are using automated sequences to nurture the associated contact in the target companies,” describes van der Roest.
Relevant outreaches with the help of real-time company information
Vainu’s Workflow Triggers provides CloudSuite’s sales team with updates on relevant organizational changes occurring within their target groups, which means that the team will be notified immediately about things such as key position hires, for example, a new eCommerce Manager, Commercial Director, or CEO. Moreover, CloudSuite is able to gauge a company’s willingness to use digital solutions to help optimize their IT infrastructure by monitoring their target accounts’ use of technologies. For example, a switch in the target account’s Enterprise Resource Planning (ERP) or Content Management System (CMS) can signal that it is a good time to start a conversation.
Van der Roest explains how dialog with target accounts has improved significantly now that CloudSuite has access to a wide range of data points. Up-to-date company information can be found easily by the people who need it—directly in their CRM. According to van der Roest, the team often checks the company profile in Vainu before contacting a potential client. This allows the CloudSuite sales team to tailor their approach when contacting their target accounts.
More Sales Qualified Leads
Not only has the team gotten significant results in the reduction of time spent in prospecting and the increase in the number of meetings booked, but the number of Sales Qualified Leads (SQLs) has gone up by 45 percent. Van der Roest concludes. "I think the most painful thing for salespeople is to find the right companies. Vainu makes it so easy! The quality of the prospects is excellent, and you'll have a lot more time to spend, for example, preparing your outreach."
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.
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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