A hundred good companies ready every morning

Prospecting used to take up a significant share of Groweo’s sales reps’ working time. When the growth company renewed its sales technology and combined HubSpot with Clevenio’s targeting and prospecting solutions, the reps’ everyday work changed decisively: time moved from searching for information to meeting customers. Alongside the technology, Clevenio’s strategic expert support has given Groweo new perspectives and help in developing how it works.

Technology that supports the sales rep’s work

Groweo is one of Finland’s fastest-growing technology companies. Strong growth puts high demands on sales too: as sales teams grow, ways of working, systems and high-quality target audience data all have to support an efficient everyday. Clevenio was chosen as the partner to meet exactly these needs.

According to Groweo’s Sales Director Johanna Korhonen, the starting point was familiar to many growth companies. Sales reps spent a considerable amount of time prospecting and looking for contact details in different sources instead of focusing on the actual selling.

“A sales rep is at their most effective when they can spend most of their working day working with customers,” Korhonen emphasises.

As a solution, Groweo first decided to move from its own CRM system to HubSpot, which makes it easy to integrate other systems. The idea was not to buy more systems, but to create an environment where technology reduces manual work and frees up time for working with customers.

“A good CRM is one you can integrate as many other sales technologies into as possible. It has to support the rep’s everyday work so that the working day doesn’t take many different platforms,” Korhonen says.

From searching for data straight to customer work

To get the full power out of HubSpot, Groweo used Clevenio to bring potential customers’ details straight within its reps’ reach.

“The biggest benefit of Clevenio has been that our reps no longer have to spend time looking for contact details. They can start their day with ready prospect lists and focus directly on contacting new customers,” Korhonen says.

According to Korhonen, the change shows very concretely in the reps’ everyday work:

“A rep can open their laptop in the morning and have a hundred good companies ready, with contact details, that they can start contacting right away,” she says.

Collaboration sharpens sales targeting

At Groweo, working with Clevenio hasn’t meant just delivering data. Korhonen particularly values Clevenio’s role as an expert and its support in developing target audiences.

Together, the companies have looked at Groweo’s existing customer data, analysed successful deals and developed ideal customer profiles and target audience scoring. The goal has been to understand ever better which companies benefit most from Groweo’s solutions.

“I don’t see Clevenio just as a data provider, but rather as a data advisor. They have given us insight into what kind of customers we should go after, and they have helped us define our ideal customer profile.”

According to Korhonen, a key task for a sales director is to remove unnecessary bottlenecks from the reps’ everyday work. When technology and data support the sales process, reps have more time for meeting customers and closing deals.

“Clevenio hasn’t just delivered rows into Excel and phone numbers into the system — they have taken an active role as a partner,” Korhonen sums up.