VirtualExpo is bringing the CRM back to its original purpose: helping with sales in a meaningful way.

“It's been a revolution, almost overnight, having automatic filling of CRM fields.”

Cyprien Kersual, Sales Operations & Process Manager at VirtualExpo

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With Modjo, VirtualExpo can:

• Automate CRM filling and save 3 hours per week per sales rep
• Improve the quality of handovers between Sales Developer Representatives, Account Executives, and Customer Success by reducing 75% of the required effort
• Shift from 100% declarative and manual tracking to objective and centralized CRM data
• Make sales forecasts and pipeline reviews more reliable with factual information

Context

Founded in 2000, VirtualExpo Group is a network of 6 B2B marketplaces connecting buyers and suppliers worldwide. The company showcases over 1 million specialized products (aeronautics, industry, healthcare, agriculture, architecture, boating).

Today, it counts 9.9 million buyers per month and enjoys strong international reach.

The Challenge: An Incomplete and Underutilized CRM

VirtualExpo wanted to centralize its commercial data through a CRM, but it did not generate the expected ROI:

• Low adoption by sales reps, slowed down by time-consuming administrative tasks
• Incomplete data, making sales cycle tracking difficult
• Team silos and loss of motivation

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The Solution Deployed with Modjo

To restore the true value of the CRM, VirtualExpo adopted Modjo and its CRM Filling feature:

• CRM fields are automatically filled after each call
• Data is now objective, standardized, and available in real time
• Teams enjoy simpler and smoother operations

“We now have a very comfortable setup in terms of tools, processes, and results.”

‍Cyprien Kersual, Sales Operations & Process Manager at VirtualExpo

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Enhanced Customer Experience Through Data Accessibility

Before using Modjo, the CRM was incomplete and viewed as a chore, complicating transitions of opportunities between SDR, AE, and retention teams. Poor data flow hindered inter-team collaboration, directly impacting the customer journey.

Now, after each call, teams can access data on any opportunity thanks to the correctly and automatically populated CRM. This significantly smooths the handover of opportunities between different teams.

“We can now hand over opportunities much more qualitatively while reducing 75% of the handover effort”  

Cyprien Kersual, Sales Operations & Process Manager at VirtualExpo

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Easier Pipeline Reviews and Sales Forecasting Through Objective Data

Previously, pipeline reviews and sales forecasting relied entirely on Excel files. This laborious process was also prone to errors as it was completely declarative. Managers had to attend repetitive meetings to track deal progress.

VirtualExpo qualifies its opportunities using the BEBEDC sales method. Now, all qualification elements discussed during interactions are automatically documented in the CRM via Modjo. Managers can now focus on discussions grounded in factual information, eliminating data loss and ensuring constructive exchanges.

“There’s no more data loss. This allows for more precise conversations that align with reality”

Cyprien Kersual, Sales Operations & Process Manager at VirtualExpo

The result is an optimized working environment where Modjo’s user experience facilitates simplified analysis of business relationships. Artificial intelligence provides sales directors with quick access to essential information, enhancing their ability to make accurate forecasts.