SaaS, Mobile, Telecommunications
Data Updates, Company Profiles, Workflow Triggers
- Telavox is a SaaS company providing a unified communications platform for businesses in the Nordics.
- With a new CRM in place, Telavox saw an increased need for Vainu's data directly in HubSpot CRM to automate sales alerts and set up workflows.
- With Vainu's support, Telavox updated their ICP for the Nordics and found similar prospects.
- Telavox enriched 170,000 accounts in the CRM with Vainu's data and was able to personalize sales and marketing efforts.
- In 2020, Telavox sales increased by 24%, which they state that Vainu has been highly involved in.
Adamant in their belief that it’s only when everyday communication is easy that people are able to share ideas and knowledge, Telavox has sought to make company-wide communication simple. Today, they are doing just that by helping 15,000+ companies simplify their communication across several channels with their SaaS solution. Headquartered in Malmö, Sweden, the company has 300,000+ users in five countries. For over 20 years, Telavox has had one clear goal: becoming the world’s most forward-thinking unified communications platform for businesses.
Telavox first started using Vainu in early 2018 to improve customer segmentation and simplify sales prospecting processes. At this time, a small group of salespeople worked directly in the Vainu platform, but without integration to the current CRM. After they decided to switch the CRM provider to HubSpot, Telavox started looking into additional possibilities a complete Vainu integration could provide. Which sales and marketing activities could Telavox save time from by having access to additional data points? And, how could Vainu best be integrated to suit the needs of the different teams?
“We always strive to optimize how we work with sales and marketing to be able to deliver better and even more tailored communication solutions to Nordic companies. Innovation is deeply rooted in our culture,” says Björn Tideman, Head of Commercial Excellence at Telavox.
Head of Commercial Excellence at Telavox
A new ideal customer profile quickly yielded results
In collaboration with Vainu's Customer Engagement team, Telavox was able to create a detailed profile of all potential customers in the Nordics. Equipped with this ideal customer profile (ICP), it was easy to segment their target companies and import relevant company data directly into HubSpot. "In the past, we've had a so-called "shotgun approach" to the markets we've been active in and the markets we want to enter. With Vainu's help, we've found our focus, and we have since seen an increase in both hit rates and sales," explains Martin Helgestad, Business Analyst at Telavox.
Three custom integrations to the CRM
Furthermore, Telavox looked into other integration possibilities, which started an additional data enrichment project, including updating industry codes and basic company information on all existing HubSpot accounts. Today, the integration automatically enriches data on 170,000 companies via Vainu's CRM connector.
Upon reviewing Vainu's comprehensive data selection, Telavox also realized that their sales teams could benefit from additional data points. Consequently, two other integrations were developed: with Zapier, Telavox enriches all accounts with technographic data (systems that are being used), and, with Vainu's API, Telavox is able to place full company profiles directly into HubSpot: "Thanks to Vainu's embedded company profiles, our meeting bookers have cut down the time it takes to prospect companies by around 50 percent. The front-end experience and integrations that Vainu offers have been a strong contributor to our simplified sales processes," ads Elisabeth Norberg, Business Analyst at Telavox.
Workflow Triggers enable meaningful dialogues with highly valued accounts
Telavox's sales department is divided into several verticals with different customer segments. To better understand their largest accounts, the enterprise team saw a need for a greater depth and breadth of company data. The solution was a tailored API integration that notifies salespeople directly in the CRM system when relevant company changes, trigger events, occur.
Björn Tideman, Head of Commercial Excellence shares: "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."
Björn continues to explain how Trigger events from Vainu have helped salespeople adapt their dialog and approach: "We need to understand the different parts of the customer organization: what systems they use, how they grow in other markets, what their results have looked like, group structure, whether they lose profits or staff…Vainu provides us with this information directly in HubSpot. Now our salespeople know exactly what to talk about when they reach out."
A constantly developing collaboration
Telavox and Vainu's business relationship has become a partnership driven by a desire for innovation and a willingness to change and improve existing processes. The next step for the partnership is to continue building on the existing internal smartbound strategy by integrating more data points into existing marketing workflows. Among other things, Telavox and Vainu have started an account-based marketing project to sharpen marketing campaigns and have successfully developed a lead scoring model, which can deliver high-quality leads to the sales team.
"Constructive collaborations are worth their weight in gold, and when you find your cultural equivalent, it's bound to be good! We are clear in our communication and expectations, and Vainu delivers on all points. We are very happy about our partnership with Vainu," concludes Björn.
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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