How a Leading Cement Company Unlocked INR 200 Crore in Government Contracts with Nexizo’s AI Solution

Introduction

A leading Indian cement manufacturing company with a strong market presence aimed to boost its sales by tapping into the massive opportunities within government contracts and tenders. As the Indian government pushed for large-scale infrastructure development, this company recognized the need to strategically engage with government tenders to drive sales and build partnerships with institutional buyers.

However, they needed more structured insights into the government tenders relevant to their product lines. This is where Nexizo stepped in, offering an AI-powered solution to transform how the company identified and capitalized on these tenders.

Challenges

• Difficulty accessing and leveraging government contracts due to scattered and unstructured data.
• Lack of visibility into relevant tenders or ongoing government projects.
• Sales teams relied on inconsistent data sources, limiting their ability to pursue high-potential opportunities.
• Missed out on key contracts and tenders relevant to their product range.
• Required a structured approach to identify and prioritize government and institutional contracts.

The Nexizo Solution: AI-Driven Tender Tracking and Insights

Nexizo implemented a custom AI/ML-powered enterprise solution that automatically scans thousands of tender documents across multiple states and authorities. The solution provided daily updates on tenders relevant to the company. 

These tenders were categorized based on the requirements mentioned in the documents, including:

• Direct Supply: Opportunities where the tender explicitly mentioned cement requirements allow the company to supply directly to the tendering authorities.
• Indirect Supply: Opportunities where cement is required to complete the project but the client cannot participate in the tender directly. 

Through Nexizo’s solution, the company was able to:

• Receive automated feeds on tender announcements, participant details, and project stages.
• Identify opportunities based on specific criteria such as the quantity of materials (cement bags, metric tons) mentioned in the tenders.
• Classify opportunities based on the specific mention of their products in the documents.
• Filter opportunities by project scale, allowing the company to focus on large-scale projects that align with their sales goals.

Results

Nexizo’s solution delivered remarkable results for the cement manufacturer within just 45 days:

• INR 15 Cr+ Direct Supply Opportunities
  • Brand-Specific Opportunities: These are tenders where the cement company’s name was explicitly mentioned as the preferred supplier. A significant portion of the Rs 15 crore direct potential were from such tenders.
  • Open Supply Opportunities: These tenders did not specify a brand, but cement was required. Nexizo identified opportunities worth Rs 8.5 crore in such tenders where any cement supplier could participate.
• INR 190 Cr+ Indirect Supply Opportunities
  • Brand-Specific Opportunities: In these cases, the tenders were for some major projects and the cement brand was directly mentioned in the tender document for cement requirements. With the help of data provided by Nexizo, the cement company was able to secure opportunities worth Rs 11 crore in such indirect supply tenders.
  • Open Supply Opportunities: These were cases where the tender did not mention the product (cement) or a specific supplier, but after analyzing the project requirements, Nexizo identified that cement would still be needed. The company uncovered opportunities worth Rs 175 crore in such untapped tenders.
• 300+ Potential Buyers Identified Daily: The solution identified more than 300+ buyers a day who are frequently working on government projects and indirectly require cement. This enriched the company’s sales pipeline.

Stage-Based Insights: Enhancing Sales Strategy

Additionally, Nexizo's data provided the company with insights into each stage of the tender process—technical acceptance, financial acceptance, and awarding of the contracts. This allowed the sales team to tailor their pitches based on the current stage of the tender, ensuring that their messaging aligned with the project’s progression. For instance:

• At the technical acceptance stage, the company was able to prepare a pitch focused on product quality and technical superiority.
• At the financial acceptance stage, they emphasized competitive pricing and value for money.
• Once tenders were awarded, the sales team could immediately reach out to the awarded company to close deals faster, positioning their products as the best fit for the project’s needs.

By tracking these stages and adapting their sales approach accordingly, the company could fine-tune their pitches and improve their conversion rate at every step of the process, making their sales efforts highly targeted and effective.

Key Benefits

• Real-time Tender Insights: The company gained access to accurate, real-time data on relevant government contracts, ensuring they never missed a valuable opportunity.
• Seamless CRM Integration: Nexizo’s API integration allowed the company to directly route opportunities to the right sales teams, improving lead management and conversion tracking.
• Sales Efficiency: With sales-qualified leads and key decision-makers contact details, the company reduced the time to close deals by over 30%, achieving faster sales outcomes.
• Strategic Sales Pitching: By receiving data at each tender stage, the company could adjust its sales pitch based on the project’s status, significantly improving pitch effectiveness and conversions.

The company’s sales pipeline became more structured and data-driven, thanks to Nexizo’s advanced AI capabilities. The ability to track tenders in real-time and prioritize high-potential contracts transformed how the company approached government business, contributing to significant sales growth.