Market Sizing, Analysis and Pipeline for $3B IT Company

 

Client Problem: This client was having difficulty understanding their market opportunity in the Public Sector. They needed help to size the market, identify where to focus sales resources and create an initial pipeline of opportunities. This was a 6-month engagement with eight detailed deliverables.

 

What We Did: The client was particularly interested in the State & Local market, so Antix engaged a partner firm to conduct a custom survey of the state agencies likely to procure their services. The survey provided specific market data that we analyzed and aligned to the company’s service offerings. We also gathered broad market data such as state budget information and state profile data in GovWin to help the company understand what portion of the total market they were addressing. An Antix associate researched specific opportunities and made phone calls to agencies to gain intel.

 

Client Results: We used data to craft a strategy focused on 10 states and delivered a pipeline of ~$200M in new opportunities. We discovered contract vehicle issues, and recommended actions that the customer was able to take within 30 days so that they were eligible to bid on additional opportunities in the state of California.