Likvido

Likvido has built a user-friendly platform used by more than 2000 companies to handle charges easily and efficiently. The software relieves their customers' manual work by automating everything that has to do with debtor management. We've spoken to Jannick Christensen, Head of Sales at Likvido, to understand why they chose Adversus and how they use it daily.

Automated workflows

When Likvido was founded in 2018, its business model was built based on earnings from the fees on overdue invoices. But as their product developed, Likvido started a transformation in 2019, as it now was possible to structure a subscription solution, where the focus wasn't only on debt collection.

With a new business model and the possibility to acquire customers in new segments, Likvido needed to approach their work another way, which also meant a significant increase in outbound calls for the appointment schedulers.

"A business becomes fun to run when you can acquire recurring revenue. That happened to us in the autumn of 2019. We started reaching out to businesses in the fields that are characterized for sending out invoices with credit. Because of this, we quickly discovered that we needed a dialing tool. It's time demanding to input a phone number manually every time you have to make a call," Jannick Christensen explains.

 It was decided to implement a tool to ease the manual workload and handle outbound calls more efficiently. Especially availability, price, and easy onboarding were focal points.

"It was essential that it wasn't too costly because everything was new to us at that point. We didn't know our specific needs and structure yet. That's why we chose Adversus. It's a plug-and-play solution that makes it easy and simple to set up, and we avoided heavy processes to get started."

Two-step sales process based on data

In Likvido's appointment scheduling department, also called Pre-sales, the sales process is divided into two steps. In the first step, the leads are screened for relevance, and afterward, in step two, the agents perform outreach to book meetings with the qualified leads.

For this process to be successful, it has to be possible to sort the leads based on the screening process' collected data. Since there aren't endless companies for Likvido to call, it is incredibly important that Jannick Christensen always can follow the activities closely. Furthermore, it needs to be easy and manageable for the agents to overview whom they're actually calling while being prepared for the conversation.

"The conversion on our different closing codes is something I have much focus on since we always have to process the leads with the greatest care. Our goal is to find companies that use cloud-based ERP-systems, which is why our appointment schedulers have two assignments. We basically find our customers by calling them in advance. Through Adversus, we attach a status on leads in step one and retrieve the data for step two. E.g., if we've called 25.000 companies and we can see that 10.000 of those use a specific accounting tool, we easily create an independent lead pool. That way, we avoid asking them what systems they use since we already know that. We do this to ensure that we call qualified leads later on," Jannick Christensen continues. 

He has also experienced that not everything in the sales process necessarily needs to be automated, and he has tailored Adversus to meet Likvido's needs.

"We actually don't use the booking feature because we experience that creating the appointment notice manually makes it more personal. It costs us a bit more time, but it adds more quality to the meetings afterward. We produce a specific text on the exact call we made, which is difficult to automate fully since we don't know the case beforehand. That is some experiences we've made, and it works really well for us."

Measurable performance and volume

Since Likvido started with Adversus, there has been an increased focus on their activity. That's why they're delighted with Adversus' cooperation with Plecto that has helped them visualize relevant KPI's easy and simple.

"I think your integration with Plecto is indispensable. The possibility of using our data from Adversus directly in Plecto is just amazing. Our dashboards show how many meetings we've booked, our conversion rate, how many conversations we've had, and how many leads we're using. We are also tracking as much as we can on our lead data. E.g., I have three dashboards exclusively for our lead data that I can present beautifully in Plecto."

When asked about their activity, it is also a dashboard that Jannick Christensen resorts to.

"In all the time we've been using Adversus, we've managed to have more than 100.000 calls lasting more than 10 seconds. That's quite a big volume!"