2x meetings, 40% less prospecting time

The challenge

CloudSuite’s work with Vainu began shortly after Sven van der Roest became Head of Sales. The team had decided it was time to switch CRM, so they were looking for a company data provider that integrated easily with their new CRM, Pipedrive, and could populate it with meaningful data. Outbound was the other problem. Finding good prospects was incredibly time-consuming, and the business development representatives relied on their personal networks, business partners and LinkedIn as their main source of potential clients.

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.

What they did

With a well-defined ideal customer profile in hand, CloudSuite optimised dynamic target lists in Vainu and got a long list of relevant companies to contact. Every Monday morning the team pushes around 100 to 150 companies from Vainu into their CRM, where a task is created automatically for each new opportunity and automated sequences nurture the associated contacts. Workflow Triggers notify the team about relevant organisational changes inside their target groups, such as key position hires like a new eCommerce Manager, Commercial Director or CEO. CloudSuite also monitors target accounts’ use of technologies: a switch in a company’s ERP or CMS can signal that it is a good time to start a conversation. Before contacting a potential client, reps often check the company profile in Vainu and tailor the approach. A team of two BDRs that used to book 8 to 9 meetings a month booked 23 in their first month with Vainu, prospecting takes 40 percent less time, and Sales Qualified Leads are up 45 percent.

Vainu has been the right solution for us. What Vainu excels at is consolidating all the necessary company information in one place.

Sven van der Roest, Head of Sales at CloudSuite