Customer story
Almost every third call is a meeting
Academic Work recruits and staffs young professionals, and runs its sales prospecting in Finland, Sweden and Norway entirely through Vainu. Before Vainu, one in five calls turned into a meeting. Now it is close to one in three.
Two prospecting tools, one meeting in five calls
Academic Work had set a goal of growing annual turnover to 100 million euros by 2022, which meant the sales organisation needed tools that could keep up with it. Before Vainu, every fifth phone call led to a meeting. The team started with Vainu in autumn 2014 and ran it side by side with a competing prospecting tool from Fonecta. Academic Work also aims at the most efficient processing of its industry: every salesperson needs to be able to process 100% of their portfolio, which is especially important as the company hires more and more employees and the size of one’s portfolio diminishes.All our sales prospecting in Finland, Sweden, and Norway is done through Vainu, and our employees are nuts about it! Vainu Analyzer, on the other hand, is an amazing tool for improving our salespeople’s prospect and customer portfolios. Everyone uses Vainu, and it’s a part of the onboarding process of every new salesperson.
One prospecting tool, and a quarterly look at every portfolio
“We saw pretty quickly that everyone began using just Vainu. Well, it was quite unnecessary to pay for two, so we resigned the competitor,” says Head of Sales Jukka Pulkkinen. All sales prospecting in Finland, Sweden and Norway now runs through Vainu, and it is part of the onboarding of every new salesperson. Alongside prospecting, salespeople use Vainu Analyzer to work their portfolios: every salesperson runs their portfolio through it once a quarter and, based on the data, drops the prospects they do not have time for or do not think are worth the time. Managers use Analyzer too. Account Manager and Team Manager Timo Koiso-Kanttila analyses his team’s customer portfolios in Analyzer and fine-tunes sales alignment from what he finds. With an established portfolio he has shifted from pure new-business search to monitoring: he uses Vainu’s static lists to follow what his clients are doing, what projects they have coming, and when resourcing is likely to be on their agenda. Across three years of customership, the team logged in to Vainu more than 50,000 times, with over 60 unique users in the week the interview took place.With Vainu, I get good-quality and up-to-date data to be at the right place at the right time.
Timo Koiso-Kanttila, Account Manager / Team Manager
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