Limited resources present their own challenges for startup development. However, it’s important not to rush through the startup’s development phases if you want to successfully scale the business. Clevenio, based in Jyväskylä, has successfully identified a common problem faced by salespeople and created a customer-centric product.
Salespeople at companies often spend too much time on everything other than actual selling. How could the problem of time management in sales be solved as efficiently as possible? Clevenio tackles this common challenge faced by salespeople.
“At the heart of our solution is high-quality data, which means the salesperson doesn’t have to compile and verify a list themselves. In addition, our software—designed specifically for outreach—combined with this data, allows salespeople to simply press the ‘call’ button.”
Aleksi Halsas,CEO of the startup founded in the spring of 2022 , explains that the company has focused its solution specifically on sales prospecting. The prospecting phase often eats into salespeople’s valuable work time as they compile lists of potential leads.
“At the heart of our solution is high-quality data, which means the salesperson doesn’t have to compile and verify the list themselves. In addition, the software designed for outreach, combined with the data, allows the salesperson to simply press the ‘call’ button,” Halsas explains, continuing:
“It’s rare to get a complete list from just one source. We combine several different data sources, which typically results in much higher coverage of the target audience.”
The goal of this IT startup is therefore quite simple: to enable B2B salespeople to devote their time solely to sales. However, the startup has gone through many stages of development, and along the way, it has required passionate dedication, a significant investment of time and money, and an outside perspective.
A relatable problem, Lead to problem- Solution Fit
Clevenio has been participating in Yritystehdas’s Hautomo coaching program for nearly two years. Early in the program, the focus was on validating the problem and articulating it correctly. According to Halsas, articulating the problem accurately has been one of the most challenging tasks.
The startup has managed to overcome the biggest obstacles in its development because the problem faced by salespeople has been a real one from the very beginning. There is clearly a need for this solution. This has also been confirmed by Yritystehdas coach Mika Fisk, who has a strong background specifically in sales.
“Mika has brought an independent, outside perspective to things. Especially in the early stages, when we didn’t yet have any investors, the coach has been a huge help.”
“Even though a coach can’t directly influence business operations, Mika has brought up issues that we might not have noticed or been able to address adequately.”
In addition to the coach, Halsas appreciates the peer support and opportunities for discussion provided by Hautomo, as the coaching program has included many startups in similar situations. Although the industries and business ideas differ, the principles of business development unite these entrepreneurs.
As the coaching program has progressed, Clevenio’s solution has gradually taken its current form, and the problem-solution fit has been established. The product has the potential to scale, but comprehensive development work is still ongoing.
In addition to the coach, Halsas appreciates the peer support and opportunities for discussion provided by Hautomo, as the coaching program has included many startups in similar situations. Although the industries and business ideas differ, the principles of business development unite these entrepreneurs.
Santtu Seppänen and Aleksi Halsas
Product-market fit is the starting point for scalable growth
Halsas acknowledges that it’s a long road from problem-solution fit to product-market fit. For the past six months, the startup’s team has been working intensively to build a concrete product centered on scalability and continuous value creation. The goal is to build a profitable SaaS business.
During the product-market fit phase, business development is the top priority. The startup’s development has been driven by the fact that the core team has been working full-time at the company the entire time. In addition to Halsas, the team now includes Chief Commercial Officer and co-founder Santtu Seppänen, as well as Chief Technology Officer Juhani Kumara.
“We couldn’t get by without any one of us. Especially in the early stages, a startup’s own team must have sufficient core expertise to really get things moving and to convince investors to back the venture. Development work also requires that team members trust one another,” Halsas notes.
He believes that after identifying and articulating the problem, building the final solution into a credible and functional product has been at least as challenging. The product must be so good that it gives the customer a truly significant competitive advantage and makes them willing to buy it.
“We’re already in pretty good shape in terms of product-market fit in the Finnish market, and we’ve secured some references. However, there’s still a ways to go from product-market fit to actual go-to -market fit.”
Go-to-market fit ensures that the product is marketed and sold to prospects in exactly the right way and at the right price. This creates favorable conditions for scaling. In the best-case scenario, the company could even become a market leader before long.
During a startup’s development phases, it’s important to listen carefully to customers
Very few startups have an endless supply of time, money, and resources to develop their business.
However, it has been to Clevenio’s advantage that it has held numerous discussions with potential customers from the very beginning. Now, a fairly clear picture of the product has emerged.
“I believe that having limited resources can actually be an advantage for a startup. Looking back a year ago, I didn’t think what we’ve achieved now was even possible.”
So what does Clevenio’s business look like in terms of numbers? Revenue for 2022 was a modest 25,000 euros, revenue in 2023 jumped to 176,000 euros, and revenue in 2024 grew to 213,000 euros. This year’s goal is to break the half-million mark.
There have been no setbacks in the startup’s development phases, so the growth rate looks promising. Last summer’s funding round brought much-needed resources and credibility to the venture.
“Now our focus is on Finland and the Nordic countries. After that, we want to replicate this successful model in other countries as well.”
