How RecRight decreased the time spent on sales prospecting by 67% with Vainu
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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.
Sales Director at RecRight
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.”
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.”
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.
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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