How OpenGov Uses Pursuit to Win More Government Deals with Data-Driven Sales

Challenge

OpenGov, a leading provider of cloud software for public sector agencies, serves over 2,000 government entities and is rapidly expanding toward their goal of 10,000 customers. However, the public sector market presents unique complexities: with over 100,000 potential government agencies to target, identifying which ones are actually obtainable and ready to buy is crucial for efficient resource allocation.

The challenge was multifaceted: sales teams needed to deeply understand each potential customer's context, including budget cycles, strategic plans, and local priorities. Traditional research methods were time-consuming and inefficient. As Eric, OpenGov's Chief Revenue Officer, notes: "For a field-facing individual to take their set of accounts and sift through all those budget books and strategic plans... It would be impossible for them to get through all of those things and still do their day job."

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Solution

OpenGov implemented Pursuit's AI-powered intelligence platform to transform how their revenue teams identify and engage with potential government customers. The platform, powered by Pursuit's Intel and Radar, provided instant and comprehensive insights about each account, enabling sales representatives to:

• Quickly understand each agency's strategic priorities and initiatives
• Access detailed budget information and approval status
• Identify key stakeholders and decision-makers
• Track relevant projects and procurement opportunities
• Understand regional trends and compliance requirements

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Results

The implementation of Pursuit has dramatically improved OpenGov's go-to-market efficiency and effectiveness. By leveraging AI-powered intelligence, OpenGov has been able to:

• Significantly reduce time spent on research while increasing depth of customer understanding
• Enable sales teams to have more informed, strategic conversations with prospects
• Better identify high-probability opportunities within their total addressable market
• Scale their customer acquisition efforts more efficiently

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Testimonial

Eric DiProspero, Chief Revenue Officer at OpenGov, emphasized the importance of Pursuit's solution: "When you think about data and developing a perspective on prospective and current customers, things like propensity to buy, and just being way more educated and data-focused, it allows us to orient and direct our teams to the right activities as opposed to wasted motions."