How a Leading FTTH Manufacturer Improved Its Sales Funnel Efficiency by 50% with Nexizo Data Feeds Solution

Company

A distinguished European company with over two decades of expertise in the field of Fiber-to-the-Home (FTTH) technology established itself as a key player in the manufacturing and development of cutting-edge FTTH products. Their extensive experience and commitment to innovation make them a trusted partner for businesses and communities looking to harness the power of high-speed internet connectivity. Their dedication to advancing FTTH technology underscores their role in enabling seamless communication and internet access, contributing significantly to the digital transformation of the global landscape. As a solution provider, this FTTH manufacturer has been focused on more projects that require fresh installation of their products or integration of their services and is not so keen on repair and maintenance projects. This means they have been looking for a partner who can help them get relevant tenders with specific new installations and integration requirements.

How Nexizo’s data feeds helped the FTTH manufacturer save up to 50% time of sales team

Challenge

The company’s focus is to look for tenders with requirements for new installations and integration projects. It also wanted tenders for supply (for example - PoE switches & routers), but not the tenders for repair & maintenance-only projects. At the same time, if there is a tender with a new supply for a complete FTTH solution along with a 5-year maintenance contract, the client has an interest in that. They have deployed the sales team to handle different geographies as their individual-focused KRAs. To get data for the above specific requirements, they used to source tender info from a competition tender search company. The competitor was sending them a daily dump of 1000+ tenders that were all mixed up on geography as well as the basic criteria of new vs. repairs tenders. Now this would mean doing a lot of sorting out of tenders first to remove the ones they didn't need (repair & maintenance), and then further sorting the required tenders based on geography. There would be times when two different resources were working on the same tender requirement, hence wasting the time and effort of resources and also delaying bidding on a tender that could have been picked in time.

Overall the daily data dump of tenders from the competition tender company was not solving their actual problem of being able to convert the maximum and most relevant tender opportunities coming their way globally. It was only adding a lot of workload on their team to do a non-core job of sorting and picking the right tender opportunities, rather than focussing straight away on the core job of building and converting business.

Solution Nexizo provided

As the FTTH manufacturing company was looking for the right business partner to accelerate its growth, Nexizo reached out to them with their data feeds solution.

Nexizo first carefully understood the problems their team was facing and then explained their solution approach to them. The entire foundation of Nexizo’s solution is based on the curation of deeper and specific data feeds based on the client's requirements.

The company had a two-pronged problem with the incoming tenders data dump. First, the daily data dump required a lot of manual labour to clean and sort the relevant tenders for the sales team to pick. Secondly, since it wasn’t sorted at the first level, there was a lot of repeat labour as at a time two sales guys would be working on the same tender lead.

With Nexizo’s data feeds solution, both these problems were addressed and resolved. The depth of data fields that Nexizo uses, solved both their problems. For example, data fields provided by competition would at best have info on the tender number, description of tender, location, date etc., but with Nexizo the entire data goes into multiple specific fields on the product itself like category, quadrant, exact product name, make, brand, requirement of any specific brand or even unbranded ones would be accepted. Since they pull data from multiple documents like BoQ and tender notices, and do not just restrict it to tender documents only. Now using the wide data range explained above, Nexizo started to share the data sheets with the company by exposing their APIs. These daily data feeds had already come down to relevant, accurate and cleaned data feeds ranging at ~500 daily. Furthermore, they wanted their sales leads of specific geographical territories to focus on their regions' leads only. So for example, global team members would receive the global leads only and that too restricted to EU markets let’s say. At the same time, all the leads would be received by the admin as master data. So the rights have been restricted for secondary team members, while the admin has full access to data feeds. So the Nexizo data feeds are not only restricted to GeM & non-GeM tenders but also global tenders information. This has helped in a lot of time-saving for the sales team daily, helping them focus on their core job.

Benefits for the world’s leading FTTH manufacturer

Nexizo’s approach to solve this company’s challenge of getting the most accurate data feeds comes from the outlook that they believe every client’s problem is different and hence one size fits all solution is not the way to operate. Nexizo's key strength is in offering customized solutions, but its power is derived from the modular AI/ML-powered platform. The company is now focussing only on converting the accurate and relevant leads that they are getting as data feeds from Nexizo, into actual sales thereby growing their business. They have been able to save about 50% time of their sales team efforts by removing junk and duplicate data, and only getting the most relevant data feeds.