Younium

Company Persona and Profile

Company Name: Younium
Industry: B2B Subscription Management
Region: Europe
Key Persona: Eric Künzel, Senior Account Executive at Younium
Pain Points: Inefficient outbound strategy, misalignment between marketing and sales, reliance on a "spray and pray" approach, lack of focus on high-value target accounts

Challenges before Loyee.ai

Younium’s primary challenge was their manual approach to defining and operationalizing their Ideal Customer Profile (ICP). The sales team spent significant time researching accounts, only to find mismatches during the sales cycle. Their inbound and outbound efforts were inefficient, and marketing often targeted the wrong audience, resulting in wasted time and resources.

Inefficient ICP definition leading to long sales cycles.
Sales and marketing alignment challenges due to lack of actionable data.
Manual, time-intensive account research processes.
Difficulty identifying high-value accounts for outbound and ABM campaigns.

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Eric Künzel shared a pivotal moment:

"We were spending time closing deals that took longer, required more onboarding support, and eventually churned because they weren’t the right fit."

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Why Loyee.ai?

Younium chose Loyee.ai to automate their ICP definition and enhance their account targeting process. The platform’s ability to analyze websites, job descriptions, and tech stacks provided Younium with data-driven insights to identify high-potential accounts.

Automated ICP definition
account enrichment and tiering
targeted ABM campaigns

Wolter Rebergen shared a pivotal moment:

"The reason we explored Loyee.ai was to find a way to operationalize our ICP. We wanted to put relevant information in front of the right people and align everyone’s efforts."

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Defined ICP based on customer base
Researched all accounts in HubSpot based on ICP criteria
Implemented a tiering system to prioritize high-value accounts
Aligned marketing and sales efforts using enriched data for targeted ABM campaigns

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Eric explains:

"Loyee.ai gave us the data we needed to focus on the right accounts. We moved from a guessing game to a data-driven approach.”’

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Results

2x Increase in Account Penetration: Younium significantly improved their ability to identify and target high-value accounts, resulting in better engagement and higher conversions.
50% Reduction in Manual Research Time: Sales reps no longer needed to manually research accounts, saving hundreds of hours.
Improved ABM Campaign ROI: With enriched account data, Younium’s marketing campaigns became more targeted and effective.
Higher Sales Conversion Rates: The alignment of sales and marketing efforts led to shorter sales cycles and higher conversion rates.

Eric mentions:

"I expect our conversions to go way up. We can now control where and how we spend our efforts, leading to much better results.”’

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Why Younium Chose Loyee.ai

Younium’s decision to partner with Loyee.ai was driven by the platform’s unique ability to gather data on companies’ business strategies, tech stacks, and hiring trends. This allowed Younium to:

Identify companies with acute pain points relevant to their offerings.
Align sales and marketing teams around a shared, data-driven ICP.
Reduce the time spent on account research while increasing accuracy.

Wolter Rebergen adds:

“The ICP isn’t a static thing. It evolves. Loyee.ai helped us operationalize it and keep it relevant over time.”

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Younium’s journey with Loyee.ai showcases the power of data-driven account targeting. By automating ICP definition and enriching account data, Younium transformed their sales and marketing processes, resulting in shorter sales cycles, higher conversions, and improved alignment across teams.

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