Citylitics Customer Profile
A leading wastewater treatment firm with over $1 billion in annual revenue and decades of experience in Public Infrastructure projects across North America.
The Challenge
Despite its established presence in the industry, the company faced persistent challenges in efficiently identifying and pursuing large-scale infrastructure projects. Their sales team, struggled with:
- Outdated project data: Inaccurate or inconsistent information led to missed opportunities and wasted resources.
- Limited visibility into consultants: A lack of insights into which engineering firms were driving projects hindered their ability to form strategic partnerships.
- Regional inconsistencies: Project data accuracy varied across regions, making it difficult to prioritize opportunities effectively.
The Solution
The company partnered with Citylitics, leveraging its Early-Stage Sales Intelligence Platform to address these challenges. Citylitics aggregates millions of public documents from over 40,000 municipalities in the U.S. and Canada, offering tailored insights into upcoming infrastructure projects years before the RFPs are issued.
Key features included:
- Comprehensive project intelligence: Detailed data on budgets, timelines, stakeholders, and updates for upcoming projects.
- Identify Ideal Sales Opportunity: Precise filters customized for each customer’s needs, to identify opportunities by market, geography, project size, and keywords.
- Consultant tracking: Insights into which engineering firms are involved in specific projects (upcoming feature).
- CRM integration: Seamless integration with the existing CRM system to streamline workflows and improve data management.
- Dedicated customer support: Ongoing platform optimization, periodic goal alignment and live support to ensure smooth adoption and continued success.
By leveraging this intelligence, the manufacturer redefined their sales strategy to focus on building relationships early, gaining a head start over competitors, and targeting high-value opportunities that aligned with their capabilities.
The Results: $1.17 Billion worth projects identified
Within months of using Citylitics, the company achieved remarkable results:
- $1.17 Billion in Identified Opportunities: The platform uncovered two major public infrastructure projects worth $170 million and $1 billion, which the company would not have identified through traditional methods, turning skeptical users into champions.
- Efficient targeting: Advanced filters allowed the team to focus on high-value projects that matched their Ideal Sales Opportunity criteria, eliminating wasted efforts on irrelevant opportunities.
- Stronger market positioning: Early-stage intelligence enabled the company to build relationships with decision-makers and consultants, positioning them as trusted advisors in the public infrastructure space.
What is Ideal Sales Criteria?
Citylitics platform has the ability to narrow down your criteria based on Market
(Water, Transportation, Broadband, or Power); particular States or Provinces,
cities or municipalities; specific populations; project sizes; or key project words.
“Citylitics has transformed how we approach project opportunities. With accurate, up-to-date data and actionable insights, our team can now efficiently target and win projects we never knew existed.” – VP Sales
Citylitics Intelligence Gathering Process
Key Differentiators:
Citylitics provided the company with a competitive edge by delivering Early-Stage Sales Intelligence that allowed them to identify and pursue opportunities well before RFPs were issued. Although complementary to bid trackers, Citylitics is unlike any traditional bid trackers. Citylitics’ intelligence platform empowered the company to:
- Influence project specifications and timelines.
- Build strategic partnerships with consultants and decision-makers.
- Focus on high-value opportunities, increasing efficiency and win rates.
This approach has proven especially impactful in the Public Infrastructure industry, where early engagement is critical for securing large-scale projects.
Key Takeaways:
- $1.17 billion in uncovered projects: Citylitics helped the company identify $1.17 billion worth of opportunities they otherwise would have missed.
- Proactive targeting: Early-stage intelligence allowed the company to focus on the most promising projects, saving time and resources.
- Stronger partnerships: Insights into key players enabled the company to build relationships with decision-makers and consultants earlier in the project lifecycle.
- Enhanced market leadership: By refining their sales process and leveraging Citylitics’ insights, the company strengthened its position as a leader in wastewater infrastructure.
PRODUCT TOUR
Drinking Water
Engineering | Vendor | Construction | Violations
Wastewater
Engineering | Vendor | Construction
Stormwater
Engineering | Vendor | Construction
Metering
Vendor | Construction
Underground Infrastructure
Engineering | Vendor | Construction
Broadband
Engineering | Vendor | Construction | Reports
Safety
Engineering | Vendor | Construction
