Find Out How an IT/ITES Distributor Drives 4X Conversions Using Nexizo Data

The Company

As a premier IT/ITES distributor, the company markets and distributes some of the world’s biggest IT hardware, software, and networking equipment brands via its network of partners and resellers. Over time, they have become a strong intermediary connection between the global technology manufacturers and pan India resellers/retailers via their strong local channel partners network.

They have built a vast & strong network of these channel partners pan India, and that has been possible because they have built a powerful support system for these channel partners w.r.t that they always get more new business through different modes and campaigns.

A very important mode of getting more business for the IT/ITES distributor is by getting information on government tenders, and sharing it with their channel partners based on geographical and product/service relevance to identify potential leads.

The Challenge

This IT/ITES distributor had deployed a large team in-house to find and sort tender info manually based on relevance for its channel partners pan India.

To collate the actionable information for its GEM channel partners it developed an in-house solution to scrape data from the GEM website. It then deployed MIS analysts to generate relevant reports sieving through scraped information but a lot of information within the documents would go missing making the solution in-complete.

Further, it took a lot of time & manual effort and still did not offer the result that management was expecting.

The team would go through several GeM tender documents which were in the form of PDFs and data Excel sheets, to sieve through and find relevant opportunities. From within the tenders, they would identify relevant tenders that they would want to bid & from within the Tender results they would identify potential buyers (who have won/participated in the relevant tenders). This was a tedious exercise as the analysts had to identify relevant tenders & potential buyers via reading descriptions, summaries, and tender documents via manual matchmaking of product type, make, and model. All these had to be searched and sorted from a monthly influx volume of 40K+ tenders, based on over 60+ keywords as distinct GeM categories plus an additional 30+ live fields (for the live tenders that are ongoing), which was quite a mammoth task. So in a nutshell, the company was spending a lot of effort & time to manually extract relevant information and was finding it hard to scale its targeted keywords to 150+ from its current basket of ~50 keywords.

The Solution

The Nexizo team quickly understood the problem and plugged in their GeM solution. The team took a couple of weeks to set up the keywords and all the business rules to spit out a daily report for the next 7 days which the client kept reviewing and sharing feedback. As the feedback was received the ML logic kept training & refining to start sharing automated reports by the end of the 4th week. Voila! As the custom rules were all set the client could expand to its desired set of ~150 keywords over the next 6 weeks expanding its coverage net for more products, brands, make, and buyers. Nexizo’s custom AI/ML solution was built using advanced AI searches and complex sourcing logic to search 60+ keywords and 30+ live fields across 40K+ GeM tenders and BOQ documents.

The client can extract various reports like Live Bid Reports, Bid Status Reports, Contract Status Reports, and Buyer & Seller reports for any period from Nexizo “My List UI” as per their defined fields like make, model, brand, quantity, and more.

Benefits for India’s premier ITES distributor

Nexizo’s data feeds helped the company in a threefold manner.

1. Building confidence with channel partners: Within 6 months of onboarding with Nexizo has only shown more quality and relevant leads being passed on by the company to its local channel partners, which they can close with faster turnaround time. As channel partners’ business conversion has now become 4X vis a vis a year back, & trust in the company is only becoming stronger, thereby spreading the word for more channel partners to join

2. Quality leads in higher quantity: Nexizo follows feedback - improvisation - feedback loop, and hence the quality of data feeds has only gone up and at a very fast pace. Now the channel partners get more relevant tender info that they can follow and close faster. Previously with the manual process, the ITES distributor’s team could process about 1000 tender info in a week, which has gone up by 5X with Nexizo data feeds

3. Cost savings: With Nexizo’s advanced AI & NLP logic-built data feeds in the requested custom format, there have been savings on both fronts - time and money. As the manual labor has gone down, it is saving costs up to 12-15 Lacs annually for the company