How Flock Safety Boosts Public Sector Sales with Pursuit

Challenge

Flock Safety sells into the public sector, where leadership turnover is constant (police chiefs, sheriffs, city managers), procurement is complex, and data is abundant but fragmented.

Reps were losing momentum when outreach bounced because contacts had left, and sales ops had to rely on manual feedback and LinkedIn updates to learn about departures—slowing or even stalling deals.

At the same time, RevOps was pushing on win rate, cycle time, ACV, forecast accuracy, and data completeness, but lacked a scalable way to keep contact coverage current and leverage public records (council minutes, FOIA, spending) for targeted outreach.

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Solution

Flock Safety partnered with Pursuit to make public-sector data actionable across the revenue workflow:

• Proactive contact-change detection: Pursuit continuously flags silent leadership and staff changes—beyond what shows up in press—so reps aren’t the last to know when a key decision maker moves on.
• Signal-driven pipeline with Radar: Product-specific Radar profiles let reps pull instant, relevant account lists (e.g., LPR, drones) tied to real signals from council agendas, strategic plans, FOIA purchase data, and more—fueling precise, empathetic outreach.
• Salesforce-first integration & governance: Pursuit’s enrichment writes to mapped custom fields without overwriting Flock’s existing sources, passes strict security review, and mirrors internal filters/territories—so data is trustworthy and easy to act on. Saved views cut clicks for day-to-day rep workflows.
• Operational guardrails for RevOps: Pursuit supports contact coverage, forecast accuracy, deployment/procurement planning, and overall data completeness—bridging frontline selling with back-office systems.

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Results

Pursuit's approach to contact freshness operates at sub-1% bounce rates in production environments, a key enabler of the following outcomes:

• Fewer dead-end outreaches: Proactive detection of leadership changes reduced bounce-backs and kept opportunities moving when previously they would slow or die after “this person no longer works here” replies.
• Faster, more relevant prospecting: Reps “get that list and immediately work through it,” using agency-specific context (e.g., rising vehicle theft in council notes) to become trusted partners earlier in the cycle.
• Cleaner CRM, happier reps: Pursuit's secure, governed write-back into Salesforce avoids dupes and unwanted overrides while aligning to Flock’s data model and territories—so reps can action intelligence inside their system of record with fewer clicks.
• Tighter RevOps control: Better contact coverage and enrichment support improved forecast accuracy and planning against procurement thresholds—reducing “gotchas” late in the cycle.

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Testimonial

Mark Killebrew, Director of Sales Operations at Flock Safety, emphasized the importance of Pursuit's solution: "We become trusted partners a lot quicker with our customer base because. We were prepared and we had that context that we otherwise most likely would not have been able to get... We were pretty surprised by the overall turnover, on some of that critical leadership changes, and Pursuit helped us identify a lot of that in our data proactively, which has been great."