4 sales and 26 SQLs for Engrafo, a knowledge-sharing platform

B2B Sales for a predictable sales pipeline

Engrafo provides a knowledge-sharing platform that collects and visualises business-critical data in data catalogues and flow diagrams for better analysis and reporting. With only two public customers, the start-up wanted to enter the private sector as data compliance was becoming an increasingly important issue for many companies. With no experience in B2B sales, the start-up partnered with VAEKST to ensure an optimised and predictable sales pipeline.

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Strong ICP definition and a data-driven outreach process

VAEKST supplied an outbound sales team to segment the market, generate Sales Qualified Leads (SQLs), coordinate meetings, develop market reports, and nurture the sales pipeline. Initially, the strategy was sector-agnostic, targeting large companies with more than 200 employees. Data quickly showed that the largest unmet needs were in Industrial Goods and Services, Life Sciences, and Logistics, due to the importance of adopting a data-driven approach and the sheer volume of data.

While the initial target was CTOs, Heads of BI proved more inclined to purchase than CTOs, with deeper subject-matter knowledge and stronger decision-making power.

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4 sales and 26 SQLs with Denmark's largest companies

Engrafo received 26 SQLs with some of Denmark's largest companies and has already closed one licence and initiated three POCs. Insights provided by VAEKST improved the start-up’s sales pipeline by narrowing marketing efforts to fewer industries, thereby creating more relevant ads.