Technopolis predicts changes in their customer organizations with Vainu and uses Vainu data to analyze new markets.
Technopolis provides business incubator office space and services in six countries in the Nordic-Baltic region.
Technopolis has worked with Vainu since the launch of our tool in 2016, and is one of the first larger clients that signed on. The tool introduced was purchased initially as a simple sales prospecting tool, but has since helped Technopolis expand to new markets. For Technopolis, Vainu is a tool used daily, maximizing the usage rate of Technopolis’ office space by monitoring signals from current customers, and also supporting new business acquisition.
Technopolis provides business incubator office space and services in six countries in the Nordic-Baltic region. At 17 Technopolis campuses, more than 1600 client companies reside, along with their 50 000 employees.
Technopolis is growing fast, and it's essential for them to have a constant flow of new customers. Before Vainu, company information was gathered manually, and the sales team relied on outdated static company lists. With Vainu, Technopolis’ salespeople are always up to date, and can instantly react to their clients’ changing needs.
According to Tampere area director Henri Rantalainen, Technopolis wants to be an active landlord, making it crucial for them to know how their current customers and potential customers are doing. "Every time a customer grows or some other change occurs, we are ready to offer them a more fitting working space and services," Rantalainen explains.
Vainu supports customer acquisition at Technopolis, and according to Rantalainen Vainu is a necessary element in both qualifying prospects and offering appropriate services for them. "When we get a scent of a customer, we are fast to react and use the data from Vainu to tailor an offer to fit the particular customer and their current situation." Even leads generated by other means go through Vainu. "From Vainu, we can instantaneously see if a company is one that we can offer additional value to."
Technopolis - as all active sales organizations - continuously keep up a list of ideal clients they look to land. "The desired client might have a long-term rental contract with a competitor, and even though they would like to become our customer, it's currently not possible. In this case, the client is added to a watchlist, and we'll receive email notifications of all the important changes happening in the company," Rantalainen says.
Tarja Repo is a Marketing Manager at Technopolis. She was involved in the decision back when Vainu introduced to the organization. "We quickly realized that the tool had great potential, and the development of the software over the years has been impressive. It's incredible that we can automate the use of open data without using added resources. Vainu also has its data more up to date than its competitors," Repo states.
During the three years Technopolis has been a Vainu customer, Technopolis has expanded to three new markets. When launching in Sweden, Vainu was used to do the legwork in analyzing the market. "With Vainu we did a competitor analysis, identified prospects and found Finnish companies with an office in Sweden," Repo says and goes on to say, "Both Denmark and Norway prepared the same way before the expansion.""
"When we get a scent of a customer, we are fast to react and use the data from Vainu to tailor an offer to fit the particular customer and their current situation."
Area Director, Technopolis Tampere
Another benefit Technopolis has noticed is the time saved on basic research. "Using Google to find all the necessary information about a target organization easily requires three times more work," Rantalainen estimates. With Vainu, Technopolis monitors a customer base of 1,600 organizations and may offer them services when Vainu signals for a need. As the search for customer-related information is automated, Technopolis salespeople can concentrate on serving the customer instead of researching them.
A high building occupancy rate is essential for Technopolis’ business to thrive, and that’s the reason it's crucial to optimize both acquiring new business and nurturing current clients.
With Vainu, customers are monitored automatically, and a growing organization is offered a larger space before they realize to ask for one.
Our first call resolution has gone up from 75% to around 90%. Also, our contact volume has gone down about 20%, and our net benefit can be counted in millions by the end of the year. And we’re just getting started.