EzGov

The public sector has always been a very visible and open industry, with perceived easy access to information. However, from a sales perspective, this is a double edged sword as almost every tender over a certain value is in the public domain and available to the competition. EzGov’s key challenge was that they knew who the target organisations were, but not always the key players and their challenges. In an environment with lengthy sales cycles, EzGov needed a partner who could thoroughly research the market, understand the different landscapes, build relationships with the right people and identify latent opportunities.

The foundation of Clarify’s solution was extensive research and profiling activity into EzGov’s target public sector organisations. Clarify’s dedicated team networked within each account to obtain comprehensive insight into the organisation structures, buying processes, business challenges and key decision makers. With thorough training on the EzGov proposition and the ability to confidently articulate a complex sales proposition, Clarify built engagement within target accounts, asking the right questions to identify and nurture pain led opportunities that met EzGov’s qualification criteria. The extensive information gained through the structured process was then documented via a shared CRM and handed to EzGov sales teams to follow through to close.

Clarify’s dedication and skilled approach to opportunity identification and lead generation exceeded EzGov’s expectations, gaining them visibility and early engagement with public sector opportunities. Clarify helped EzGov grow their sales pipeline by 30%.