The deal that paid for everything: Bufab Sweden finds million-dollar customer with Goava

Background of Bufab Sweden

Bufab Sweden is a Swedish trading company and supply chain partner that offers complete solutions for purchasing, quality assurance and logistics of C-parts. Bufab wanted to work more data-driven with prospecting but lacked a common system support for leads. With Goava, seamlessly integrated with SuperOffice, the team has a common lead bank and better geographical coverage to reach potential customers across the country. In addition, the news coverage provides them with valuable context for each customer meeting. The result was more relevant customer visits, a million-dollar deal and an ROI secured for years to come.

Challenge

• Find more relevant meetings in the locations that salespeople visit.
• Get a better overview per district and region, for example which growth companies are in Värmland.
• Identify the right decision-makers and keep track of relevant news to create value throughout the sales cycle.
  
  
  

Solution

With Goava, Bufab got a more structured way of working in both prospecting and the sales process:

• Common lead bank: Integrated with SuperOffice, it provides insight into which accounts are already being processed and an overview of group structures to identify references. The team avoids duplicate contacts and works in a more coordinated way.
• Planning for travel: "Are we going to Karlstad? We search in Goava and get around 30 relevant leads." Direct business value through more meetings per trip.
• Rich company data: Helps salespeople find the right prospect, understand why to contact and with whom - including key people and current events.
• News coverage: Salespeople come well prepared with up-to-date information and can add value to each meeting through relevant conversations.
  
  

Results

ROI already secured: "We have found one million customers thanks to Goava. Ten years of Goava is basically covered. One megadeal is enough."

• More and better customer visits: Goava helps Bufab reach its target visitors in every location.
• Business insights: Helping Bufab prioritize the right customers and invest in relationships with high growth potential, which is crucial for strong and long-term business development
• Stronger customer relationships: With up-to-date company data, board changes and news, salespeople come to every meeting well prepared.
• Higher team efficiency: All customers are easily found in Goava, making sales work more structured and easy to follow up.

"Goava has become like a starting point for me in my work.The most effective search engine for getting a quick overview of companies, finding new prospects and preparing customer visits."

FiaWinsth, Sales, Bufab Sweden

The team at Bufab Sweden

Executive summary

With Goava, Bufab has gone from manual prospecting to a data-driven and efficient process. The seamless connection to SuperOffice, access to company data and the ability to quickly find relevant companies by region allows salespeople to prioritize correctly, book more meetings and create more value in each customer contact.