How CloudSuite spends 40% less time sales prospecting using Vainu

Key takeaways

• CloudSuite develops a midmarket eCommerce platform for wholesalers and (brand) manufacturers to support different eCommerce strategies in B2B and B2C environments.
• The sales team uses Vainu to get the most relevant prospects straight into their CRM with up-to-date company data.
• The sales team gets notifications from Vainu of relevant organizational changes occurring within their target groups.
• In just a few months of using Vainu, CloudSuite has seen significant improvements in their sales metrics.

The company

For more than a decade, CloudSuite has been building a standardized and scalable commerce platform to help wholesalers and (brand) manufacturers creating a leading eCommerce experience. Choosing CloudSuite, these companies accelerated digital sales and improved service and experience levels. With the help of Vainu, CloudSuite has streamlined their sales process, and the results of this collaboration speak for themselves.

The challenge

CloudSuite’s cooperation with Vainu began shortly after Sven van der Roest became Head of Sales. Their team had decided it was time to switch CRM, and they were therefore on the lookout for a company data provider that easily integrated with their new CRM, Pipedrive, and could populate it with meaningful data. On top of that, CloudSuite was looking to improve their outbound sales process, as finding good prospects was incredibly time-consuming. According to Sven van der Roest, Head of Sales at CloudSuite, the search for new prospects used to be a laborious process: The business development representatives (BDRs) had to use their personal networks, business partners, and LinkedIn as their primary source of new potential clients.

Results

Efficient sales prospecting through Vainu's native CRM integration

Before Vainu, a team of two BDRs would book on average 8-9 meetings per month. That same team of two booked 23 meetings in their first month of using Vainu—the number of booked meetings tripled! By using Vainu, CloudSuite’s sales process has become more scalable with BDRs spending 40 percent less time on sales prospecting, which means that they have more time for other sales-related activities. In this way, Vainu has been a boon for CloudSuite, with van der Roest commenting: “Vainu has been the right solution for us. What Vainu excels at is consolidating all the necessary company information in one place.”

CloudSuite’s sales team is constantly looking for companies that want to develop their online customer experience. With a well-defined Ideal Customer Profile at hand, it didn’t take long for CloudSuite to optimize the dynamic target lists in the Vainu platform and get access to a long list of relevant companies to contact. “Every Monday morning, we push around 100-150 companies from Vainu to our CRM, where a new task is automatically created for each of these new opportunities. We are using automated sequences to nurture the associated contact in the target companies,” describes van der Roest.

Relevant outreaches with the help of real-time company information

Vainu’s Workflow Triggers provides CloudSuite’s sales team with updates on relevant organizational changes occurring within their target groups, which means that the team will be notified immediately about things such as key position hires, for example, a new eCommerce Manager, Commercial Director, or CEO. Moreover, CloudSuite is able to gauge a company’s willingness to use digital solutions to help optimize their IT infrastructure by monitoring their target accounts’ use of technologies. For example, a switch in the target account’s Enterprise Resource Planning (ERP) or Content Management System (CMS) can signal that it is a good time to start a conversation.

Van der Roest explains how dialog with target accounts has improved significantly now that CloudSuite has access to a wide range of data points. Up-to-date company information can be found easily by the people who need it—directly in their CRM. According to van der Roest, the team often checks the company profile in Vainu before contacting a potential client. This allows the CloudSuite sales team to tailor their approach when contacting their target accounts.

More Sales Qualified Leads

Not only has the team gotten significant results in the reduction of time spent in prospecting and the increase in the number of meetings booked, but the number of Sales Qualified Leads (SQLs) has gone up by 45 percent. Van der Roest concludes. "I think the most painful thing for salespeople is to find the right companies. Vainu makes it so easy! The quality of the prospects is excellent, and you'll have a lot more time to spend, for example, preparing your outreach."