Prospecting: up to two days, now two hours

Selling was disorganised and slow

At the beginning of 2020, Labroc’s management set new sales targets that called for a proper sales process and a new set of tools. The existing way of selling was disorganised, time-consuming and frustrating. Preparing an up-to-date prospect list for the team could take days, and third-party lists were often riddled with outdated information. Labroc has no dedicated sales team either: researchers whose main job is analysing samples in the lab also sell, so anything new had to be simple, and it had to fit into a highly customised CRM.

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.

Company data that lives in the CRM

Labroc rethought the whole sales process, put a systematic routine in place and connected Vainu to its CRM. A data enrichment process runs in the background, so the company database stays automatically up to date and reps have the information they need, including financial data, directly in the CRM without toggling between systems. The same integration feeds dynamic customer segments: the team builds a segment with filters and assigns tasks from it. Prospecting that used to take up to two days now takes roughly two hours, and time once spent compiling lists, reading company websites and checking details before meetings goes to customer work instead.

Integrating Vainu’s data into our CRM system is fantastic and brings ease and structure to everyone’s work. Now we can create a new customer segment with various filters and assign tasks efficiently.

Leo Partanen, CEO at Labroc