Technopolis has worked with Vainu since the launch of our tool in 2016 and is one of the first larger clients that signed on. The tool introduced was purchased initially as a simple sales prospecting tool but has since helped Technopolis expand to new markets. For Technopolis, Vainu is a tool used daily, maximizing the usage rate of Technopolis’ office space by monitoring signals from current customers and also supporting the new business acquisition.
Technopolis provides business incubator office space and services in six countries in the Nordic-Baltic region. At 17 Technopolis campuses, more than 1,600 client companies reside, along with their 50,000 employees. Technopolis is growing fast, and it's essential for them to have a constant flow of new customers. Before Vainu, company information was gathered manually, and the sales team relied on outdated static company lists. With Vainu, Technopolis’ salespeople are always up to date and can instantly react to their clients’ changing needs.
Vainu-data reveals Customer needs
According to Tampere area director Henri Rantalainen, Technopolis wants to be an active landlord, making it crucial to know how their current and potential customers are doing. “Every time a customer grows or some other change occurs, we are ready to offer them a more fitting working space and services,” Rantalainen explains.
Vainu supports customer acquisition at Technopolis, and according to Rantalainen, Vainu is a necessary element in qualifying prospects and offering appropriate services for them. “When we get a buying signal 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.” Even leads generated by other means go through Vainu. “From Vainu, we can instantaneously see if a company is one to which we can offer additional value.”
Technopolis – like all active sales organizations – continuously keep up a list of ideal clients they look to the land. “The desired client might have a long-term rental contract with a competitor, and even though they would like to become our customer, it’s currently not possible. In this case, the client is added to a watchlist, and we’ll receive email notifications of all the important changes happening in the company,” Rantalainen says.
Analyzing new markets with Vainu
Tarja Repo is a Marketing Manager at Technopolis. She was involved in the decision when Vainu was introduced to the organization. “We quickly realized that the tool had great potential. The development of the software over the years has been impressive. It’s incredible that we can automate the use of open data without using added resources. Vainu also has more up-to-date data than its competitors,” Repo states.
During the three years that Technopolis has been a Vainu customer, Technopolis has expanded to three new markets. When launching in Sweden, Vainu was used to do the legwork in analyzing the market. “With Vainu, we did a competitor analysis, identified prospects, and found Finnish companies with an office in Sweden,” Repo says and goes on to say, “Both Denmark and Norway prepared the same way before the expansion.”
No more manual Google work!
Another benefit Technopolis has noticed is the time saved on basic research. “Using Google to find all the necessary information about a target organization easily requires three times more work,” Rantalainen estimates. With Vainu, Technopolis monitors a customer base of 1,600 organizations and may offer them services when Vainu signals a need. As the search for customer-related information is automated, Technopolis salespeople can concentrate on serving the customer instead of researching them.
A high building occupancy rate is essential for Technopolis’ business to thrive, and that’s why it’s crucial to optimize both acquiring new business and nurturing current clients.
With Vainu, customers are monitored automatically, and a growing organization is offered a larger space before they realize to ask for one.
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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