Case study: GetAccept

The company

GetAccept is a Nordic high-growth startup that offers a sales enablement tool for maximizing the probability of closing deals. They do this by developing a tool combining top-notch e-signature functionalities with various ways the users can communicate with a customer throughout their signing process. The company has 70 employees and has increased their revenue by 300% year over year since starting the business in 2015.

GetAccept has always had ambitious growth goals, but at the end of 2016 GetAccept faced a challenge: the number of new prospects was going down, and the salespeople lacked the ammunition in their sales pipeline to hit their targets. The company was also planning expansions to new markets, where they had limited knowledge of the business landscape. GetAccept needed a tool to keep their pipelines full. Out of the different options, GetAccept chose Vainu.

Market intelligence and sales expertise

Anders Holmberg, the Chief Sales Officer of GetAccept, explains the role Vainu has played in their success: “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.” The manual labor yielded diminishing returns, which led Holmberg to think of more advanced alternatives to add opportunities for their sales organization.

In addition to the lack of prospects, GetAccept was also planning to expand their business to new markets, where they had little knowledge of the local business landscape. They evaluated various sales intelligence solutions, and after meeting with different players, Vainu seemed to offer the most holistic solution for their challenge: An all-encompassing set of data and insights on companies in multiple markets, combined with the expertise on how to run a high-performing sales organization.

During the two years of cooperation, GetAccept has taken advantage of Vainu’s information while expanding to Norwegian and Danish markets, and the cooperation is only getting started. According to Holmberg, “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.”

Sourcing prospects and automating the pipeline

When a new company starts acquiring its first customers, employees use their internal networks to find sales opportunities. Eventually, internal networks won’t be enough for a hungry sales team. Sourcing new opportunities is what Vainu does for GetAccept, by offering data and insights into their focus markets.

As both Vainu and GetAccept are constantly in flux, the two work closely together, finding new ways to get ahead. In the future, the plan is to automate prospect generation in GetAccept’s CRM, which would minimize the need for manual prospecting.

Holmberg visions a future where AI does all the prospecting and leaves only the human communication for the sales reps: “Here are five prospects, based on the data, these are the ones you should spend your time on.”