5,000+ New Desktop Procurement Opportunities, 25% Faster Closures

The company leveraged Nexizo’s AI-powered insights to refine its approach to government procurement. By uncovering hidden opportunities and streamlining its sales strategy, it achieved greater efficiency and expanded its market presence.

About the Client

A global leader in consumer electronics, this company designs and manufactures high-performance desktops for businesses, professionals, and government institutions. They have a strong reputation for innovation and quality and serve diverse markets across private and public sectors.

Industry: Desktop Manufacturing & Sales

Company Size: 110,000+ employees

Revenue: $80+ billion

Location: India

The Problem at a Glance

Despite being a leading desktop manufacturer with a strong private sector presence, the company faced challenges tapping into the government procurement space. Competitors like HP, Acer, and Dell dominated, and a lack of structured data on non-brand-specific tenders held the company back.

What the Procurement Landscape in India Looked Like in FY24

Total desktops procured: Over 1.3 million units across GEM (Government e-Marketplace) and non-GEM platforms.

The procurement patterns revealed additional insights:

• Procurement alignment with Make in India: 66.22% of GEM purchases were not aligned with the initiative, leaving 33.78% that supported it.
• MSE prioritization: 58.63% of GEM purchases prioritized Micro and Small Enterprises (MSEs), creating a niche for vendors catering to this segment.

The Nexizo Solution

To address these challenges, Nexizo implemented a customized, AI-powered sales intelligence platform tailored to the company’s needs. The solution focused on leveraging advanced data analytics and AI to identify untapped opportunities, streamline the sales process, and enhance decision-making.

Key Features of the Solution:

1. Non-Brand Tender Identification: Nexizo’s AI identified over 5,000 non-brand-specific tenders across government procurement channels, allowing the company to bid on untapped high-value opportunities without competing directly with established brands.
2. Authority-Level Insights: Nexizo identified more than 1,700 authorities actively procuring desktops without specifying brand preferences. This helped the company prioritize and target high-potential accounts.
3. Competitor Activity Monitoring: The platform tracked tenders awarded to competitors. By analyzing this data, the company could strategically approach authorities that frequently awarded contracts to these competitors.
4. Processor-Specific Insights: Nexizo’s analysis of tender specifications uncovered procurement preferences by processor type. So, the company could align its product offerings with buyer preferences.
5. Make in India and MSE Alignment: 
   • Targeted the 33.78% of GEM tenders prioritizing Make in India.
   • Focused on the 58.63% of GEM tenders giving preference to Micro and Small Enterprises (MSEs).
6. Relevance-Based Categorization: Tenders were categorized based on relevance, enabling the sales team to focus on high-probability opportunities. 
7. API Integration for Seamless Workflow: Seamless integration allowed real-time tracking of leads, conversions, and tender stages.

Key Results

Expanded Market Reach

• Access to 5,000+ non-brand tenders, significantly increasing its market footprint.

Authority Engagement

• Detailed insights into the procurement patterns of 1,700+ authorities enabled precise targeting and enhanced engagement.

Improved Sales Efficiency

• Competitor insights and authority data helped reduce deal closure time by 25%, optimizing resource utilization and enhancing productivity.

Make in India Alignment

• Leveraged Make in India data to focus on the 33.78% of GEM tenders supporting the initiative.

Enhanced MSE Targeting

• Focused engagement with 58.63% of tenders that prioritized MSEs.

Conclusion

Nexizo’s AI-powered sales intelligence platform transformed the desktop manufacturer’s approach to government tenders, enabling it to overcome challenges and unlock substantial growth opportunities. Through data-driven insights into non-brand tenders, Make in India preferences, MSE priorities, and buyer behaviour, the company optimized its tender engagement strategy, improved sales efficiency, and opened new revenue streams.