Case Study: Unlocking $12M in New Opportunities for a Leading Public Infrastructure Software Company

The Challenge

The customer faced long sales cycles and struggled to identify high-quality opportunities early in the sales process. Traditional lead generation methods were reactive and often resulted in missed opportunities, as competitors had already engaged decision-makers by the time opportunities surfaced. The customer needed a more strategic approach that allowed them to identify relevant projects earlier and position themselves effectively to influence key decision-makers well before RFPs were issued.

The Solution

Prior to partnering with Citylitics, the customer, like many other companies, relied on traditional lead generation methods, including chance-driven insights from vendor networks or distributors, extensive manual research, and serendipitous conversations with business contacts to grow their sales pipeline. In 2022, the customer partnered with Citylitics to leverage its early sales intelligence feed to increase their sales pipeline and project win-rates. Citylitics’ data-driven approach utilized proprietary machine learning technology to sift through millions of public documents including planning reports, budget allocations & council meeting minutes—and delivered actionable insights directly aligned with the customer’s project criteria. By uncovering opportunities 1 to 5 years before an RFP is issued, Citylitics empowered the customer to engage with municipalities early, build credibility, and position their expertise in developing software solutions.

“On our very first login, Citylitics uncovered $12 million in new public infrastructure software opportunities for our sales team, instantly proving that shifting from a reactive to proactive sales approach was the right move.” – CEO

Proactive Data-Driven Sales Process

The Result: $12 Million in New Opportunities Identified

On their first login, the customer uncovered $12 million in previously unidentified opportunities, including multiple infrastructure projects that aligned with their solutions. These opportunities, unknown through traditional lead generation methods, represented significant new business potential. By engaging stakeholders early, the customer was able to shape project parameters and build long-term relationships that positioned them as a preferred partner when the RFPs were eventually released.

Ongoing and Evolving Value

Citylitics continues to provide ongoing value by delivering tailored insights that help the customer stay aligned with evolving project landscapes. As new opportunities arise and the customer’s strategic focus shifts, Citylitics fine-tunes its intelligence feed through robust customer support, ensuring the company consistently receives relevant and actionable insights. This adaptability has become a crucial part of the customer’s long-term strategy.

Competitive Edge:

Unlike traditional lead generation tools and bid trackers, Citylitics provides early-stage intelligence that allows customers to shape upcoming projects before competitors even become aware of them. This proactive model is especially valuable in public infrastructure sectors like Municipal Broadband, Wastewater, Drinking Water, Stormwater, Transportation, and Power, where influencing early decisions can make all the difference.