Citylitics Customer Profile
A prominent software solutions provider specializing in state and local government projects across the USA.
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.
Influencing Decision-Makers
Citylitics’ intelligence provided early sales insights on the upcoming project along with the contact details of the project stakeholders, this enabled the customer to engage with decision-makers early and position themselves as subject matter experts. By referencing previous projects of similar scope and showcasing their technical capabilities, they were able to provide value during initial discussions, well before the RFP stage. This proactive approach enabled the customer to influence project specifications, engage in consultative conversations with stakeholders and ultimately improved their winning chances of winning the project bid.
"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.
Key Differentiators & Outcomes:
- Citylitics' predictive intelligence helps customers uncover opportunities well before RFPs, enabling early engagement with decision-makers.
- On their first login, the customer identified $12 million in opportunities, Citylitics delivers immediate value while supporting long-term growth.
- The proactive approach enabled the customer to pre-position themselves by showcasing expertise, influence the specification & eventually win the project.
- Tailored, evolving insights keep Citylitics aligned with customer needs, ensuring continuous value as project focus and market conditions shift.
- Citylitics' early sales intelligence sets you on the path to win the project and complements bid and RFP trackers, which add value in later project stages
