Biocode - a company working in the field of sustainability
Biocode is a technology company founded in 2017. Biocode builds online services for climate impact assessment in the food industry.
"Online services consist of three sections. First, we offer carbon footprint calculations of the products. Then we can use carbon footprint calculation tools to perform space-specific calculations that provide more accurate calculations based on production input. Thirdly, there is a publishing platform in which companies are able to present their own climate targets and climate measures and report the carbon footprints of their own products," says Ernesto Hartikainen, CEO of Biocode.
Cooperation with Sellai
In autumn 2021, Biocode and Sellai had a three-month pilot project in which Biocode's sales work was developed under Sellai's consulting. Biocode was undergoing product development, and had a long list of potential customers, but not enough time to contact them. "Biocode needed sales power to contact the right decision-makers and to take the message forward," says Kalle Ryymin, Sellai's consultant.
"We wanted to hear and test what Sellai would have to offer to develop sales processes and do sales work for this type of service," says Ernesto Hartikainen. The cooperation started by first conducting two workshops to review Biocode's own ideas about potential customers, and to consider what would be the most sensible way to proceed. Customers were contacted as early as the following week.
Identifying customers and valuable tips for sales work
Sales projects always have their own challenges. During the cooperation project, operators working in the food industry were found to be a very divided target group.
"There are operators that are very strongly committed to sustainability and some are still operating their eyes and hatches closed. Nothing can be done with a customer base that is not ready to buy," Kalle Ryymin clarifies. During the project, a lot of resources were used to contacting companies that were found not to become Biocode's customers within a reasonable period of time.
"Especially towards the end of the project we realized, that all we have to do now is to identify the potential ones, so we can make good use of our time," Ryymin sums up.
"Sellai's consultants, Kalle and Ville, are good guys and sales professionals. We learned good tips for sales work from them, and gained knowledge about the customer field. In addition, we got extra hands to do the sales work," Ernesto Hartikainen says.
Fruitful cooperation is important
Every project requires mutual cooperation in order to succeed. Kalle Ryymin considers cooperation with Biocode to be very good. It was a pleasure to work with them and Sellai received a lot of positive feedback from them after the project ended.
"If someone is wondering whether or not to work with Sellai, I would say that one has to be willing to invest in the cooperation. Hats off to Biocode for making this effort."
