With Vainu, Gigantti has increased B2B sales revenue by more than 20 % every year and boosts the average deal sizes of their salespeople.
Gigantti, a part of a Norwegian Elkjøp-group, is a consumer electronics store chain that has more than 400 stores and over 10,000 employees in the Nordics. The company first opened in Finland in 1999, and the chain has since established itself as one of the most popular in the country. The chain, known chiefly for its consumer sales, has acquired business clients from the start, but in 2015, they started to focus on business services more actively.
Until the year 2016, Gigantti’s B2B sales consisted mostly of the maintenance of existing customers. Then a strategic change was made: "We concluded that we'd concentrate on finding growth from business sales," Gigantti’s commercial director, Tuomo Laukkonen says, and goes on, "We still take great care of our current customers, but have an increased emphasis on finding new possibilities, and for that, we need a serious sales prospecting tool."
Laukkonen was using Vainu in a past job, and although the tool had potential, its development wasn't quite there yet. When Laukkonen later started as Gigantti’s Head of B2B in 2016, Vainu had passed the beta stage and was ready for serious use. Vainu was introduced to the Gigantti B2B team and rapidly became a part of their salespeoples’ day-to-day activities. "Our salespeople are active users of Vainu. You can see everything you need to about a company in one single view," Laukkonen praises.
Gigantti’s B2B sales channels include the website, stores, a B2B sales center and 18 newly opened B2B sales offices. Vainu’s company data has had a significant influence in choosing the locations of the offices. "It was easy to rationalize establishing a sales office in, for example, Vaasa, as there are 11,000 companies in total and many of them are potential for us."
Vainu has various built-in integrations, and it's easy to integrate to third-party applications. For Gigantti, Vainu has built a custom integration that enables salespeople to check company credit reports from the company page in Vainu. For Laukkonen, the integration project was one of the easiest of his career and he hopes that Vainu collaboration will bring even more automation to their sales pipeline in the future. "We've discussed the possibility of Vainu prescribing which companies to contact and at what time," Laukkonen reveals.
"I think it's fantastic that Vainu develops continuously and I think there are many ways of using Vainu that neither party has yet realized."
Before Vainu, Gigantti hardly made business sales, but now, as B2B is an essential part of their strategy, the tool has become a crucial part of their sales pipeline. Focusing on B2B and striving for growth, the investments have pulled off. "We've grown fast in the Nordics, and only in Finland we increased our revenue by 25 percent last year and now 22 percent," Laukkonen states. Vainu has also had a substantial effect on the salespeople’s average deal size, which has increased by 25%.
Laukkonen has high expectations for the future with Vainu and believes that the potential of the collaboration has only scratched the surface. "I think it's fantastic that Vainu develops continuously and I think there are many ways of using Vainu that neither party has yet realized," Laukkonen concludes.
Timing is everything in sales. Vainu helps us reach out with a tailored offer just as a company is about to renew their energy contract. The tool has helped us diminish the time we spend on sales prospecting with 75%.