Gigantti / Elkjøp
A consumer electronics store chain part of Norwegian Elkjøp-group.
Data Updates, Company Profiles
Gigantti, a part of a Norwegian Elkjøp-group, is a consumer electronics store chain with more than 400 stores and over 10,000 employees in the Nordics. The company first opened in Finland in 1999, and the chain has since established itself as one of the most popular in the country. Gigantti is well-known for its B2C sales, but since 2016, growth through B2B sales has been an integral part of the chain's strategy.
Until 2016, Gigantti's B2B sales mainly consisted of managing their existing B2B client base. Then Gigantti made a change in their strategy: "We concluded that we'd concentrate on finding growth from B2B sales," says Gigantti's Commercial Director, Tuomo Laukkonen, and goes on, "We still take great care of our current customers but have an increased emphasis on finding new possibilities, and we needed a modern sales prospecting tool for that purpose."
The era of data-driven sales
Laukkonen had been using Vainu in his previous job. When Laukkonen later started as Gigantti’s Head of B2B in 2016, he introduced Vainu to the Gigantti B2B team. Rapidly Vainu became a crucial part of the salespeople’s day-to-day. "Our salespeople are active users of Vainu. You can get all the information you need about a company in one single view," Laukkonen praises.
Gigantti’s B2B sales channels include the website, stores, a B2B sales center, and 18 newly opened B2B sales offices. Vainu's company information has had a significant impact in choosing the office locations. "It was easy to rationalize the establishment of a sales office in, for example, Vaasa, as there were 11,000 companies in total and many of them, potential future clients, for us."
Credit reports integrated to Vainu
Vainu has various built-in integrations, and it's easy to integrate into third-party applications. For Gigantti, Vainu has built a custom integration that enables salespeople to check company credit reports from the company page in Vainu. For Laukkonen, the integration project was one of the easiest of his career and he hopes that the Vainu collaboration will bring even more automation to their sales pipeline in the future. "We've discussed the possibility of Vainu prescribing which companies to contact and at what time," Laukkonen reveals.
Collaboration has only scratched the surface
Before Vainu, Gigantti hardly made B2B sales, but now, as B2B is an essential part of their strategy, the tool has become crucial in building their sales pipeline. Focusing on B2B and striving for growth, the investments have paid off. "We've grown fast in the Nordics, and only in Finland, we increased our revenue by 25 percent last year and now 22 percent," Laukkonen states. Vainu has also had a substantial effect on the salespeople's average deal size, which has increased by 25%.
Laukkonen has high expectations for the future with Vainu and believes that the potential of the collaboration has only scratched the surface. "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," Laukkonen concludes.
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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