GetAccept is a Nordic high-growth startup that offers a sales enablement tool for maximizing the probability of closing deals. They do this by developing a tool combining top-notch e-signature functionalities with various ways the users can communicate with a customer throughout their signing process. The company has 70 employees and has increased their revenue by 300% year over year since starting the business in 2015.
GetAccept has always had ambitious growth goals, but at the end of 2016 GetAccept faced a challenge: the number of new prospects was going down, and the salespeople lacked the ammunition in their sales pipeline to hit their targets. The company was also planning expansions to new markets, where they had limited knowledge of the business landscape. GetAccept needed a tool to keep their pipelines full. Out of the different options, GetAccept chose Vainu.
Market intelligence and sales expertise
Anders Holmberg, the Chief Sales Officer of GetAccept, explains the role Vainu has played in their success: “Before Vainu, we spent a lot of time looking through our CRM, trying to find leads based on previous discussions. We used Google and LinkedIn but lacked a complete overview of the potential markets we were focusing on.” The manual labor yielded diminishing returns, which led Holmberg to think of more advanced alternatives to add opportunities for their sales organization.
In addition to the lack of prospects, GetAccept was also planning to expand their business to new markets, where they had little knowledge of the local business landscape. They evaluated various sales intelligence solutions, and after meeting with different players, Vainu seemed to offer the most holistic solution for their challenge: An all-encompassing set of data and insights on companies in multiple markets, combined with the expertise on how to run a high-performing sales organization.
During the two years of cooperation, GetAccept has taken advantage of Vainu’s information while expanding to Norwegian and Danish markets, and the cooperation is only getting started. According to Holmberg, “Vainu is becoming an even bigger part of our growth because we’re expanding to new markets. Denmark, Norway, Finland, and the Netherlands are all countries where we don’t have existing relationships or knowledge about the company landscape.”
Sourcing prospects and automating the pipeline
When a new company starts acquiring its first customers, employees use their internal networks to find sales opportunities. Eventually, internal networks won’t be enough for a hungry sales team. Sourcing new opportunities is what Vainu does for GetAccept, by offering data and insights into their focus markets.
As both Vainu and GetAccept are constantly in flux, the two work closely together, finding new ways to get ahead. In the future, the plan is to automate prospect generation in GetAccept’s CRM, which would minimize the need for manual prospecting.
Holmberg visions a future where AI does all the prospecting and leaves only the human communication for the sales reps: “Here are five prospects, based on the data, these are the ones you should spend your time on.”
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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