B2B revenue up 20%+, two years running

A B2C chain deciding to sell B2B

Until 2016, Gigantti’s B2B sales mainly consisted of managing the existing B2B client base. Then the strategy changed. “We concluded that we’d concentrate on finding growth from B2B sales,” says Commercial Director Tuomo Laukkonen. “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.”

Our salespeople are active users of Vainu. You can get all the information you need about a company in one single view.

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Laukkonen had used Vainu in a previous job and introduced it to the Gigantti B2B team when he started as Head of B2B in 2016. It quickly became part of the salespeople’s day-to-day work. Company data also shaped where Gigantti put its 18 new B2B sales offices: “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.” Vainu then built Gigantti a custom integration so salespeople can check a company’s credit report straight from its company page in Vainu, a project Laukkonen calls one of the easiest of his career.

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.

Tuomo Laukkonen, Commercial Director at Gigantti