Eniro increased its hit rate by 50% with Goava

Background Eniro is one of the Nordic region's leading players in digital marketing solutions, helping over 45,000 customers optimize their online presence. They also operate under the brands Robin, Gule Sider, Krak, and 0 100 100. Johan Malmström, Head of Sales Nordics, recognized the need for a sales intelligence tool that could not only enhance prospecting but also provide deeper insights into their target audience. They chose Goava, and through close collaboration, they have integrated the tool across the entire organization and with their CRM, Salesforce. Challenge Despite already having large amounts of data in their CRM, Eniro lacked certain crucial data points necessary for conducting in-depth analyses and identifying the best prospects. The challenge was to pinpoint the most promising business opportunities and prioritize their resources effectively. They also wanted to ensure that the systems they invested in could be seamlessly integrated into existing workflows.

“With Goava, we have gained a structure and a workflow that allows us to focus on customers who truly have potential.“   Johan Malmström, Head Of Sales Nordic Eniro

Solution
By implementing Goava throughout the organization and integrating it with Salesforce, Eniro has transformed its workflow. With the help of Goava, they continuously analyze data to identify and prioritize the most relevant prospects, leading to more accurate segmentation and more efficient resource allocation. But the success has not only been about having the right tools—it's about how they are used. By establishing clear routines and changing the mindset around prospecting, Goava has become a natural part of the sales teams' daily routine. Roger Milton, Head of Sales Analysis, describes the change.

"I believe that we have changed the way we approach prospecting thanks to Goava. A lot of it is about mindset and changing this within the sales team. We get more out of the same amount of work, and our salespeople are more motivated by having the opportunity to conduct more quality conversations.”

Result
The results of the collaboration with Goava have been clear. Eniro has increased its hit rate by 50% and improved online sales efficiency by 33%. But it's not just about numbers—the confidence and motivation within the sales teams have also increased. Johan summarizes it well: By implementing Goava in various parts of the organization, we have created better collaboration between sales, marketing, and analysis, leading to clear results. With a deeper understanding of our target audience and a data-driven strategy, we continue to optimize sales and drive growth forward.

”Thanks to Goava, we have gained a clearer picture of our target audience and ICP, which has created value in several parts of the organization.”

Johan Malmström, Head of Sales Nordic Eniro