Scalable new customer acquisition and efficient lead qualification
Quick access to dynamic company lists, comprehensive company details, and Vainu-HubSpot CRM connection help the sales team save time every day.
Efficient segmentation for targeted sales and marketing campaigns
Vainu is used to identify companies for targeted campaigns and email nurturing based on attributes like industry, size, revenue, and technologies in use.
IT, Consulting, Software
Company Profiles, Workflow Triggers, Data Updates
Since its founding in 2000, Exsitec has been on a steady, strong growth path, providing around 4,000 clients with market-leading business systems, IT support, and consultation in several business-critical areas and processes. Exsitec is one of the biggest partners in the Nordics for software vendors like Visma and Qlik BI systems and is also a HubSpot platinum solution partner.
Driven by a desire for continued growth, Exsitec sought a scalable solution to support the company's new customer acquisition in Sweden, Norway, and Denmark. Since 2019, Exsitec has relied on Vainu as a trusted source for company data. Powered by Vainu, the company's processes for sales prospecting, segmentation, and lead management have undergone a significant transformation.
To scale up new customer acquisition
In 2019 when Pernilla Chis, Sales and Marketing Manager in CRM and E-Commerce branch, joined Exsitec as the company's first BDR, the sales team used multiple company databases and vendors, and the sales process included a lot of manual work from generating lists to researching the companies.
"Everybody had their own ways and methods for finding new leads, and there wasn't a structured way of prospecting. We had Google Drive full of outdated company lists our sales reps could buy whenever they wanted. They rang a few times to these companies, and the lists were of no use after that. You know the drill." Pernilla recalls the situation before Vainu. "There were experienced people in the sales team with extensive networks for lead sources. As the team grew, naturally, not all had that kind of a network in place."
As the sales team was snowballing, the need for one trusted company data vendor and scalable sales processes grew. Having worked in the company only for a year, Pernilla spearheaded a project focusing on increased collaboration between the sales and marketing teams for more efficient and scalable lead generation and inbound and outbound sales practices. Pernilla started looking for the best tool for B2B prospecting: "That's where I got to know Vainu. I said we need this to work more effectively," Pernilla describes and continues: "After comparing several company data vendors, we chose Vainu because it felt more premium, and the tech side more profound. We always want to work with the best partners and the best tools."
Sales and Marketing Manager in CRM & Ecommerce at Exsitec
New customer acquisition made easy
A unified, simple sales prospecting process, more efficient lead qualification and management processes, and easy access to a wide range of company information nowadays help 30 sales reps save time and focus on more value-adding parts of the sales process, i.e., customer conversations and meeting preparation. But how's that done exactly?
Lead qualification: "I always have Vainu open in Chrome because it's my go-to place for looking up a company. I also use Vainu as a lead qualification tool for quick checks before forwarding inbound leads to sales reps," Pernilla describes.
Sales prospecting: The sales team uses Vainu to dynamically generate target groups of potential companies using attributes like industry, size, revenue, and technologies in use. Potential companies are sent to HubSpot CRM along with other relevant data points to keep the company records up to date.
Upsell and cross-sell opportunities: The team uploads a list of existing clients into Vainu to search for similarities within the companies and then filters out the next best candidates.
Company research: The sales team can easily access comprehensive company profiles and get an understanding of a prospect before initiating contact. This saves a lot of time and resources. Furthermore, Exsitec uses Vainu to research potential companies in Sweden, Norway, and Denmark for M&A purposes.
B2B segmentation and targeting: With Vainu, the team can identify target accounts for sales and marketing campaigns, such as companies using particular technologies like Mailchimp, a specific CRM, or an e-commerce system. Appropriate companies are sent to HubSpot and targeted through email sequences. Pernilla describes how she used Vainu in planning an event to see how the event's primary target businesses were geographically dispersed to find the most attractive location.
Supported by Vainu, Exsitec has done fantastic work optimizing their sales processes. The key to success was engaging the new sales trainees in Vainu's implementation process, and soon they became fans of Vainu.
According to Pernilla, the improved efficacy in terms of sales and marketing is evident: "We've become substantially more effective in finding and qualifying prospects. Instead of tens of sales reps using a lot of time browsing several websites, we get up-to-date company lists and a good idea about any company's potential in a few minutes using Vainu." Pernilla ads that a minute or two saved in each part of the sales process adds up to hundreds of hours saved every month in a sales team as big as Exsitec has. The collaboration between Exsitec and Vainu is only about to begin!
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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