More efficient customer acquisition
A scalable and more efficient customer acquisition process frees up time for the most important: customer work.
Reliable and up-to-date CRM
The team always has access to a reliable company database: CRM data is automatically updated without time-consuming data entry.
Fitness, Health Care, Training, Wellness
Data Updates, Company Profiles, Workflow Triggers
- Liikkuva Suomi provides personalized well-being coaching for companies and communities.
- The challenge was to find suitable tools and operating models for acquiring new customers and managing the client base.
- With the help of Vainu, new customer acquisition is scalable and better targeted, leaving more time for customer work.
- Automatic CRM data updates with Vainu free up more resources.
In 2015, the team at Liikkuva Suomi arranged their first-ever coaching session. Their belief was simple: organizations should harness employee well-being as a success factor that provides them with a competitive advantage, which could be achieved by motivating individuals to move. In partnerships, the keys to success lie in a shared enthusiasm to participate and the top management commitment. "In addition, technologies and data play a key role in our projects, as they are utilized both in the coaching itself and in monitoring the coaching's results," says Antti Luukkanen, Founder and CEO of Liikkuva Suomi.
At Liikkuva Suomi, customer acquisition is a shared responsibility–just like developing existing operating models and the company in general. Limited resources have to be spent wisely, and the lion's share has to be dedicated to providing world-class coaching and helping to create mentally and physically stronger teams that can facilitate permanent change.
Limited resources–the bottleneck to growth
From the beginning, it was clear to Luukkanen that the tools and technologies should support the team in reaching their ambitious goals in the best way possible: the CRM system should be scalable, and tools and practices for customer acquisition and customer relationship management were to be decided upon. "Systems need to help us allocate our limited resources as efficiently as possible. Our primary focus should be on coaching, sparring, and change management. We must spend our time on things that are important to the customer or a future customer and remove every unnecessary meeting from our calendars," says Luukkanen.
Liikkuva Suomi selected HubSpot as their CRM system, and their journey with Vainu began in late 2020. So, what have we achieved together along the way?
Scalable new customer acquisition with a better focus
The company implemented Vainu at a critical stage when they revisited their sales model and target segments as a whole. Before Vainu, the team didn't have a systematic or scalable customer acquisition process in place. Networking and customer references had worked well, fuelling the acquisition of new projects. Not underestimating these means, the entire team, however, understands that scalability is often a more secure path to solid growth. "We all do customer acquisition. Everyone must have the desire to develop the company forward," Luukkanen emphasizes.
Compiling prospect lists, scrolling through company websites, and updating CRM records now takes significantly less time with a single tool for the job. With Vainu, the team can create new target segments in a snap, as long as the criteria and parameters for their ideal customer profile(s) have been well-thought-out in advance. "What I've especially liked about Vainu is that we've always received help when needed," Luukkanen praises the support they had been given from Vainu's side in defining the segmenting criteria and search parameters.
With the help of Vainu, the team is looking for companies operating on stable ground and investing in the well-being of their personnel. Vainu's financial figures, word searches on websites, and triggers, e.g., key personnel changes, are the most important search parameters. Customer tracking is automated.
Founder and CEO of Liikkuva Suomi
Automation frees up resources
One of the most significant changes in the sales process has been automating CRM data updates with Vainu. Automation has had a substantial impact on how the team spends their time: "When I open Vainu, basic company information in the CRM is automatically updated. When I find a new, interesting company, I can export its information to HubSpot with a click of a button," describes Suvi Hautamäki, the team's coordinator of coaching services customer relationships, and projects. The team no longer needs to manually fill or update the company records in HubSpot, as Vainu handles this side. More resources are freed up both at the beginning of the sales pipeline and in project work.
All in all, the time savings are reflected, among other things, in a better service experience. Now the team can dedicate more of their time to the projects: "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," Luukkanen sums up the most apparent benefits of Vainu at this point and continues: "There is still much potential in Vainu that we either have not yet been able to or have not had the time to explore."
The Vainu team, together with Liikkuva Suomi, is looking forward to further developing their sales processes. "I'm happy to tell more about our experiences with Vainu, so don't hesitate to be in touch," Luukkanen adds. You can find his contact details here.
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.
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.
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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