Citylitics Customer Profile
Water & wastewater equipment manufacturer, Western USA
The Challenge
A leading manufacturer’s representative of process equipment for water and wastewater treatment in the Western United States sought to enhance its business development efforts by identifying potential projects early in their lifecycle. The team needed a reliable source of information beyond traditional bidding platforms, providing actionable intelligence to inform their sales strategies and build relationships with clients proactively. They aimed to become a more valuable resource to their clients by anticipating their needs and offering solutions before formal RFPs were released.
The Solution
The manufacturer partnered with Citylitics, leveraging its platform to access a curated stream of Public Infrastructure project insights. The platform’s AI-powered engine continuously scours many public data sources, identifying emerging needs and planned projects within the manufacturer’s target geographic areas and service expertise. Key features utilized included:
- Customized Search Criteria: Tailored to the manufacturer’s specific interests, including drinking water, heavy metals, toxic chemical initiatives, and other relevant project types.
- Early-Stage Lead Identification: Providing insights into projects’ conceptualization, planning, and pre-procurement phases, allowing for early engagement.
- Contact Information:Offering details of key personnel involved in project development
- Feedback Mechanism: Enabling the manufacturer to provide direct feedback on the quality and relevance of leads, contributing to continuous platform improvement.
- Bullseye Feature: Allowing users to mark high-potential leads for internal tracking and follow-up.
With Citylitics, the customer transformed their business development process from reactive to proactive, ensuring they were always one step ahead of the competition
The “Rock Star” Result:
During a routine alignment call with Citylitics Customer Success, the manufacturer shared a remarkable success story directly attributed to a Citylitics lead:
- The Citylitics platform identified a project in Arizona. The manufacturer recognized the name of the engineer listed on the insight. After contacting the engineer, who confirmed they had submitted a budget for the engineering services. Astonishingly, the engineer was unaware that their bid had been successful. The budget figure listed on the Citylitics platform matched the exact number they had provided to the client. “You Are a Rock Star!”: the manufacturer was able to inform the engineer that they had won the project before the client officially notified them. The engineer was ecstatic and expressed immense gratitude for the timely and accurate information.
- Actionable Intelligence: Citylitics provided the manufacturer with more than just a list of potential projects; it delivered actionable intelligence that allowed them to be proactive and informed.
- Enhanced Client Relationships: By identifying opportunities early and providing valuable information, the manufacturer positioned itself as a trusted advisor and strengthened its client relationships.
- Competitive Advantage: The platform enabled the manufacturer to gain a competitive edge by being aware of opportunities before they became widely known
- Validation of Platform Value: The “rock star” experience served as a powerful validation of the Citylitics platform’s ability to deliver tangible results and empower sales teams.
- Importance of Feedback: The manufacturer’s active participation in providing feedback on leads ensured the platform delivered relevant and high-quality insights.
“Citylitics has fundamentally transformed our sales approach. By providing early-stage project intelligence, we’ve been able to engage with clients proactively, offering solutions before formal RFPs are even released. This not only positions us as trusted advisors but also gives us a significant competitive edge in the market” – VP of Sales
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.
Moving Forward:
Moving Forward: The manufacturer and Citylitics continue to collaborate closely. The team is exploring features like automated lead assignment based on territory and is committed to effectively utilizing the “Add to CRM” button to track pipeline impact. They are also working with Citylitics to refine their search criteria to ensure they capture the most relevant opportunities, including clarifying the specific contaminants of interest within their priority initiatives. This ongoing partnership aims to further integrate Citylitics’ insights into the manufacturer’s sales process, driving continued success and growth.
Share with us your ideal sales criteria based on Market (Water, Transportation, Broadband, or Power); particular states or provinces, cities or municipalities; specific populations; project sizes; or key project words and we’ll demonstrate value
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
