How Nexizo Helped an Adhesive Brand Unlock Untapped B2G Opportunities

Client Introduction

The client is a leading manufacturer in the adhesives, sealants, and construction chemicals sector, with an established presence in both B2B and B2C markets. The company plays a critical role in supplying products for large-scale infrastructure and industrial projects across India. 

However, the company has a huge scope to strengthen its presence and capture a larger share of the B2G (Business-to-Government) sector, a segment with significant growth potential. But this could be made possible only when the company has more structured and data-backed insights into the government tenders where their products are required. This is where Nexizo stepped in and helped the company transform its government tender bidding game with AI-powered solutions. 

Challenges Faced by the Client

Despite a strong product portfolio, client participation in direct government opportunities was comparatively lower. Out of 47 bids made on government tenders, the company won only 27 projects, indicating missed scope in other segments. Key challenges faced by the client included:

• Limited visibility into upcoming projects and consultant engagement opportunities.
• Lack of insights into active projects on building construction, water storage, etc., where their products are required.
• Inability to leverage potential supply opportunities, where the company’s products are mentioned directly (without brand name).
• Missing out on a large base of tenders where the products are mentioned in the BOQs.

The Nexizo Solution with AI-backed Tender Insights

Based on the gaps and customers' goals, Nexizo implemented a custom AI-powered solution to automatically scan thousands of tender documents across multiple categories like construction tenders, water storage projects, painting projects and general supply tenders, to name a few. To ensure the customer doesn't miss any opportunity, Nexizo provided daily updates on direct supply and indirect supply tenders released on different platforms like GeM, IREPS, eProcure and other tender portals. 

Direct Supply: Procurement opportunities where the tender explicitly mentions the customer's products, like adhesive, sealants, rust remover etc., allow the company to supply directly to the government authorities.

Indirect Supply: Opportunities where products are required to complete the project, but the client cannot participate in the tender directly. 

Results Nexizo Delivered

Nexizo's AI-powered platform scanned and analysed vast datasets of B2G tenders, project information, and public procurement notices to provide the client with perfectly-matching opportunities in the government tendering ecosystem. Nexizo’s customised tender search and AI-backed insights provided remarkable results for the adhesive manufacturer within just 90 days:

BOQ Analysis 

Mapped 5800+ active tenders worth ₹180 Cr where the company’s products were indirectly specified, opening new supply avenues.

Specification Tracking from NIT

Traditional tender searches usually ignore NIT documents, which means missing supplier and subcontractor opportunities. Nexizo helped the customer find around 600 high-value EPC and Turnkey projects worth ₹450 cr in one quarter by scanning NIT documents intelligently and extracting the customer’s products & their specifications mentioned.

Focused Opportunity Lists

Delivered a curated set of 66 projects (with direct product matching) worth ₹12 Cr in a month, ensuring efficient resource allocation for bidding.

Early Signals

Highlighted key consulting projects for upcoming tenders to strengthen early-stage positioning. Identified 145 active projects and 95 recently released results, enabling the client to plan proactive engagement.

Competitive Benchmarking

Revealed market gaps where the company holds only 2% brand mentions while a competitor commands 97% in GeM tenders and guided strategies to target tenders with no brands explicitly mentioned in sealants to increase market penetration.

Insights Based on Tender Stage

To further empower the company's sales team to tailor their pitches and improve the conversion rate, Nexizo provided data insights based on the stage of the tender process including technical acceptance, financial acceptance, and award of contract. 

How it helped the company: 

• For the tenders at the technical acceptance stage, the company was able to prepare a pitch focused on product quality and technical matching on the given criteria.
• At the financial acceptance stage, the company focused on competitive pricing and value for money.
• With quick access to the awarded tenders, the sales team could immediately reach out to the winning company to close deals faster, positioning their products as the best fit for the project’s needs.
• Consulting tenders, helped companies reach out to the concerned person to get their products added in the final list for the upcoming projects. 

Overall Impact Created

With Nexizo’s AI-driven insights and customized tender intelligence, the company was able to:

• Broaden its participation across direct, indirect, and specification-based tenders.
• Unlock a potential pipeline of 600+ projects having requirements for adhesive, sealants, rust remover, and more.
• Identify competitive gaps and opportunities to increase market share in adhesives and sealants.
• A focused and high-match list of relevant opportunities for improved win rate and better efficiency of bidding process.
• Shift from reactive bidding to a proactive, data-led tendering strategy, ensuring better win ratios and sustained growth in the B2G space.

Conclusion

Nexizo’s AI-powered data insights help the adhesive manufacturer’s sales and marketing teams get real-time, actionable data, allowing them to make informed decisions about resource allocation and market targeting. This strategic shift also helped the company grow its overall B2G revenue and establish itself as a dominant player in the government and infrastructure sectors.

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