Customer story
13 hours saved on every campaign
Columbus is an IT service and consulting company headquartered in Ballerup, Denmark, with more than 2,000 employees. After restructuring its sales organisation in 2019, it rebuilt prospecting around its ideal customer profile and enriched its Swedish companies in HubSpot CRM with Vainu.
Prospect lists took hours, sometimes days
In 2019, Columbus went looking for smarter, data-driven ways to identify and reach the companies matching its ideal customer profile, and made several significant changes to its sales organisation. Before Vainu, building a list of good-fit prospects took the sales team and the telemarketing agency they work with hours, sometimes days. On calls, the telemarketing team often had to ask prospects which technologies they used before a lead could be qualified. Contact information in HubSpot was updated by hand, which was a struggle because many salespeople did not use the CRM every day.Now we’re able to focus 100 percent on the companies matching our ICP. Without Vainu, we wouldn’t have the opportunity to work with such targeted campaigns as we do now.
ICP lists in a minute, data that keeps itself current
Columbus set the platform up alongside Vainu’s Engagement team, building a workflow around its new goals and processes. Now a list of ICP-matching companies takes about a minute to put together, and it shows which technologies and tools each company uses, so salespeople can qualify a prospect earlier and mention those tools early in the conversation. Columbus saves 13 hours per new campaign it launches. When Vainu for CRM launched in January 2020, Columbus was one of the first companies in Sweden to adopt it, and updated company data for all 2,720 of its Swedish companies in HubSpot. Vainu’s alerts now send updates on customers within a specific region straight into Slack channels, so account managers stay on top of what is happening with their accounts. Soon after starting with Vainu, Columbus won a public tender that turned into a large deal. Being involved in a deal like that was reason enough for Columbus to count the yearly Vainu investment as profitable.Vainu features used
- Data Updates
- Company Profiles
- Workflow Triggers
Now we’re able to focus 100 percent on the companies matching our ICP. Without Vainu, we wouldn’t have the opportunity to work with such targeted campaigns as we do now.
Filip Lindwall, Head of Sales, Digital Commerce
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