300% yearly growth, two new markets

The pipeline was running dry

At the end of 2016 the number of new prospects was going down, and the salespeople did not have enough in the pipeline to hit their targets. Prospecting meant working back through the CRM for leads from previous discussions, topped up with Google and LinkedIn. As Chief Sales Officer Anders Holmberg puts it, that left them without a complete overview of the markets they were focusing on. The manual work yielded diminishing returns. GetAccept was also planning to expand into markets where it had limited knowledge of the local business landscape.

Before Vainu, we spent a lot of time looking through our CRM, trying to find leads based on previous discussions. We used Google and LinkedIn but lacked a complete overview of the potential markets we were focusing on.

Data on markets they did not know yet

GetAccept evaluated several sales intelligence solutions and chose Vainu for the most holistic answer to that challenge: data and insights on companies across multiple markets, combined with expertise on how to run a high-performing sales organisation. Sourcing new opportunities is what Vainu does for GetAccept, by offering data and insights into its focus markets. Over two years of cooperation GetAccept has taken advantage of Vainu’s information while expanding to the Norwegian and Danish markets. Next on the list is automating prospect generation inside GetAccept’s CRM, so there is less manual prospecting to do.

Vainu is becoming an even bigger part of our growth because we’re expanding to new markets. Denmark, Norway, Finland, and the Netherlands are all countries where we don’t have existing relationships or knowledge about the company landscape.

Anders Holmberg, Chief Sales Officer at GetAccept