How RecRight decreased the time spent on sales prospecting by 67% with Vainu

The company

Founded in 2010, RecRight is a Finnish SaaS company developing video recruiting software to help its customers use videos throughout their recruiting processes. The software is used by hundreds of recruiting teams, and the company is growing rapidly. For continued growth, it’s essential to successfully prospect and identify the accounts that are open-minded and willing to start using videos as a part of their recruiting processes.

RecRight first implemented Vainu back in the spring of 2016. Today, they have a 5-person sales organization responsible for the whole sales funnel from prospecting to closing deals and managing accounts. Miikka Tuomola, who started as RecRight's Sales Director in August 2017, wants to bring a systematic approach to RecRight's sales process.

Results

Vainu increases sales

“We’re using Pipedrive as our CRM, HubSpot for our marketing, and Vainu is our solution to identify the most interesting prospects to target our sales efforts to. We measure the number of meetings, offers, and deals. It’s important that our sales pitches come off as well-targeted and relevant, which is why being able to identify the accounts that are most likely to convert is pivotal to us.”

The company has noticed that their software gets the best response from companies who get many applications to their open positions, who believe in modern technologies, and want to invest in their employer brand image and applicant experience. This kind of ideal customer profile can’t be found in the traditional company databases or lists, making Vainu a natural choice for them.

“With the help of Vainu, it's effortless to identify the companies with many open positions using other SaaS technologies. Pipedrive CRM integration lets us easily filter out our current customers and the companies we've recently contacted. Thanks to this, our time spent on prospecting has decreased by 67% from what it was before Vainu.”

Aiming abroad

Hailing from Helsinki, RecRight aims to expand to Singapore next year, and they already have some significant international accounts as customers. They recently began using Vainu’s Swedish company database as well. This has helped them find the accounts that match their ideal customer profile and follow account insights related to them.

“Nowadays, our product offering contains an ATS software (Applicant Tracking System) as well, which means we’re helping our customers in every step of their recruiting process. With Vainu’s ATS technology search, we can focus our sales efforts on companies still gathering job applications by email, making our ATS software worth considering. Obviously, our video tool integrates with over 10 other ATS platforms as well.”

Vainu’s recruiting team is also using RecRight’s video recruiting tool. According to Tuomola, one important target group is, in fact, young and innovative companies focused on international growth. With the help of Vainu’s sales prospecting tool, these companies are found fast by following, for instance, funding and internationalization signals.

The return on investment for Vainu is easy to calculate: Vainu paid itself back already after RecRight was able to identify the first new customer with it. Miikka concludes by stating that Vainu has helped them find “an enormous number of prospects they wouldn’t have found without it.”