Nathan S. is the National Accounts Manager for the Business Solutions division of a multinational consumer goods company headquartered in the United Kingdom, specializing in health, hygiene and nutrition products. In a recent conversation with GovSpend, he defined how access to our public sector intelligence has helped his team better understand and take advantage of opportunities in the US market.
Before partnering with GovSpend, the consumer goods company was struggling to define their growth and partner strategy for government agencies and school districts in the US. They were generally 2-3 degrees of separation from the end user, and without access to robust data, they were losing too much time trying to understand how their products were moving through distribution channels and whether their pricing was competitive.
“We needed data across the buying lifecycle so that we could follow the dollars through our partners and to the end user.”
For Nathan, the decision to partner with GovSpend was an easy one. As he evaluated different data providers, he found that the GovSpend platform was the only solution on the market that could pair current bids, contracts, and opportunities with historical spending data, giving his team a 360° view of how their products, as well as the products of their competitors, were being bought and sold in the public sector.
After the team onboarded, they found that they were able to align every step of their sales cycle to GovSpend data and functionality:
- Email alerts for new relevant bids started their day and gave them focus
- Historical Spending & POs showed them which distributors were selling that product and where
- Contracts gave them insight into current vendors and pricing
- Contacts strengthened their rolodex and helped them pinpoint decision makers
- Data across the platform helped them have more customer-centric conversations
To illustrate the value they were getting out of GovSpend, Nathan shared a success story that started with a federal agency field office. A new open bid alerted his team to a need for their products. Using data across GovSpend’s modules, they were able to make contact, schedule a meeting, and settle on more competitive pricing in partnership with a distributor. What’s more, by proactively reaching out to one end user and making a new connection, they were able to grow the relationship across the entire agency.
“Our products have become the recommended solution at the agency’s headquarters as well as most of their field offices.”
In a similar vein, the consumer goods company has been able to build stronger relationships across many of the major school districts in the US, including Memphis, TN. With sharper insight into both distributors and end users in this major southeast market, they have built a new, loyal customer base that has delivered several 6-figure deals.
“GovSpend has opened up blindspots, and we want to go after it all.”
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About the Author: GovSpend
