How Shoptet Systematically Covers the E-commerce Market with Nearly 30 Sales Representatives

Shoptet is the market leader in e-commerce in the Czech and Slovak markets. Their sales team needed a way to systematically cover the entire market without wasting time on irrelevant  companies. Since 2019, BizMachine Prospector has helped them do exactly that. Today, nearly 30 sales reps contact around 8,000 companies per year and work with 800 market change signals every month. In this case study, you will learn  how Shoptet uses Prospector in practice.

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About the Company

Shoptet is the market leader in e-commerce in both the Czech and Slovak markets. It offers a platform for easy e-shop creation that helps entrepreneurs grow and efficiently manage their online stores. It provides integrated payment solutions, shipping, and marketing tools for acquiring new customers.

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Challenge

The e-commerce market changes fast. New opportunities open up within weeks and disappear just as quickly. For Shoptet's sales team, this raised one key question: how to systematically cover the entire market without wasting time contacting companies that are not relevant?

Shoptet serves e-shops in both the Czech Republic and Slovakia. Sales reps needed reliable e-commerce data for both markets to distinguish high-potential e-shops from those not looking for their solution. This included information such as estimated traffic, number of products, or the platform used.

Without this data, sales reps spent time manually researching individual companies instead of focusing on what they do best - selling.

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A reliable partner providing us with B2B data for the Czech and Slovak markets is an important building block of a successful sales process. Business data primarily give us better insight, help sharpen the work of the sales team, and increase the overall efficiency of sales activities.

Kristian VítRevenue Operations SupervisorShoptet

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Solution

Prospector - Lead Generation and Meeting Preparation

Sales reps use Prospector to gather information about individual companies and build lists of companies to contact. They primarily use e-commerce data, basic company data, and personal contacts for more effective outreach to potential clients. With access to Prospector, a sales rep can prepare thoroughly for a client meeting by finding detailed, actionable information on the company profile within a very short time.  

Sales reps can identify companies (by business registration number) with 1+ e-shops and also access information about e-shop platforms, number of products, ratings, traffic, payment methods, and carriers.

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At Shoptet, we see Prospector as the core data platform for nearly 30 Czech and Slovak sales reps.

Kristian VítRevenue Operations SupervisorShoptet

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Up-to-Date Data in CRM

Shoptet's sales team also uses BizMachine data for CRM enrichment. In addition to basic company data, they have access to supplementary e-commerce information for some companies - such as estimated traffic, number of products, the platform used, payment methods, or carriers. When an e-shop is successfully linked to a specific business entity, the subsequent integration and use of this data in the sales process becomes significantly easier.

Sales reps have a real-time overview of whether a company is a customer, merely registered in CRM, or a lead/account. If a sales rep builds a list of companies to contact in Prospector or a specific company catches their attention and the company is not yet in CRM, a simple integration scenario sends it to CRM and creates a Lead enriched with basic and e-commerce data. 

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Thanks to BizMachine, we have up-to-date company and e-commerce data for most companies in our CRM, which is critical for our sales activities.

Kristian VítRevenue Operations SupervisorShoptet

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Why BizMachine

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We have been working with BizMachine since late 2019. We consider the biggest benefit to be reliable and relevant e-commerce and company data for the Czech and Slovak markets, where local coverage is essential for our business. Prospector has gradually become an important working tool for the sales team and helps us improve targeting and the overall efficiency of the sales process.

Kristian VítRevenue Operations SupervisorShoptet

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Results

BizMachine helps Shoptet's sales team better navigate the e-commerce landscape of the Czech and Slovak markets. They contact 8,000 companies per year and work with approximately 800 market change signals per month. Although the data is not complete in every case, it provides an important foundation for prioritization, targeting, and more efficient management of sales activities.

Having key company and e-commerce information available in one place also reduces the need for manual research and gives sales reps more time to focus on working with customers.

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At Shoptet, we believe that a sales process built on B2B data is the key to continuous, long-term growth in our client base. Data from BizMachine plays an important role in this process.

Kristian VítRevenue Operations SupervisorShoptet

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Try for Free

Want to systematically cover your market and give your sales team data that saves them time? Let us find out together how Prospector would work in your sales process. Try Prospector for free.