Prospecting without the Excel detour

Bought for data hygiene, and left there

Vainu had been part of Next One Technology’s tech stack long enough that the original reason for buying it was hard to pin down. “[keeping the data in their CRM system up to date] was all we used Vainu for and that’s probably why we bought it,” says Lucas Rehn, CRM Manager at Next One Technology. When Lucas started as CRM Manager, that changed: usage grew from monitoring the database to analysing the customer base and prospecting new companies.

The main usage is to prospect new companies, to get in contact with companies within our ICP, and to make sure our SDRs have good materials to call on.

Three jobs, one company database

Next One Technology integrated their CRM system with Vainu, making it easy to keep the company information in their HubSpot up to date. On top of that, they analyse their existing customer base to see what their customers have in common, and which characteristics may be a good leading indicator for whether a prospect becomes a customer. For prospecting, the team prospects companies within their ICP on the Vainu Platform and exports them directly to HubSpot through the Connector, instead of working in Excel. Sales reps and SDRs also use the Vainu Map to find where reference customers are in the country, so they can bring up a nearby customer in the same segment when they start a conversation with a new prospect.

[It’s] a huge help not to have to use Excel when prospecting companies. It’s a huge hassle, and it just takes a lot of time and administration to do things in Excel when there could be an integration [to the CRM system], which Vainu has.

Lucas Rehn, CRM Manager