How Big Blue Door grew public sector revenue 36% with Stotles' contract data

Summary

Big Blue Door has grown its public sector revenue by 36% quarter on quarter with Stotles. Since joining our growth plan in September 2023, the team has also increased public sector revenue by 22%, expanded its market reach and become a contributing partner of LocalGov Drupal, a version of the open-source Drupal CMS built for local authorities. That partnership has added a further 14% in revenue, and Big Blue Door now supports almost 40% of all LocalGov Drupal websites.

The company

Big Blue Door is a digital agency founded in 2012 by experts in public sector digital platforms. It works with central and local government, blue-light services, charities and the NHS. Its services cover research, analysis, design, development, hosting and ongoing support, all aimed at helping organisations improve their digital presence and run more efficiently.

The challenge: word of mouth could only take them so far

For its first five years, Big Blue Door grew in the public sector through word of mouth. The team wanted to repeat that success across the wider public sector, which meant building a sales process they could scale and growing with more intent.

A few things stood in the way:

• Finding and managing opportunities across so many public sector verticals took time and was complex.
• Reaching the right decision-makers and building relationships with them needed significant effort and resources.
• Keeping track of competitors and their contracts was hard.

“Whilst we had strong results from word-of-mouth marketing, we were searching for a solution to intentionally scale our sales process and expand our presence across the public-sector to capitalise on the market’s appetite for our services.” - Simon Stewart, Client Services Director at Big Blue Door

The solution: a proactive sales process built on contract and buyer data

Big Blue Door started using Stotles in 2020, while our product was still in beta. After getting a lot of value from the free product and seeing the platform improve, the team joined our growth plan in September 2023.

Since then, they've used Stotles to build their public sector presence, scale their sales function and win more contracts. Here's how:

• Targeting the right opportunities: The team researches upcoming tenders, targets contracts nearing expiry and sees what buyers procure, so they know exactly who to approach.
• Bidding where they're strongest: Seeing the relationships between buyers and suppliers helps them choose the best opportunities to bid on.
• Reaching decision-makers: Contact data makes it easy to find the right people, build relationships and nurture potential buyers through email.

"Stotles has boosted our go-to-market strategy and made it easier for us to close deals. We know what buyers are paying already and can use contract data to understand existing relationships so we can take over our competitors’ contracts." - Simon Stewart, Client Services Director at Big Blue Door