How WorkL for Business won more public sector contracts with Stotles' tender tracking

Summary

Before Stotles, WorkL for Business had never won a cold public sector tender. With help from Stotles, the team now works with education, healthcare and blue light authorities to help them track and improve employee experience. WorkL can also forecast its public sector revenue with data, which gave the team the confidence to invest in growing its sales team.

The company

WorkL for Business helps organisations measure, track and improve employee experience. Its intuitive platform delivers surveys and predictive data analytics using ‘Instant Action Software’™. Its solutions cover organisation and employee insights, performance management and career development.

The challenge: too many portals and no clear view of the market

WorkL won its first government contract in 2019 and wanted to grow its public sector presence. The team knew its solutions could help organisations right across the public sector.

Finding the right tenders was the first hurdle. WorkL subscribed to lots of different tender portals, each with its own notifications, so keeping on top of relevant opportunities was inefficient. In a niche market, the team needed an easy way to find, qualify and organise opportunities as soon as they were published.

WorkL also wanted to forecast the total market opportunity, so it could see exactly where to focus its efforts. With procurement activity spread across so many portals, there was no way to accurately forecast how much revenue it could win in the public sector.

The solution: every relevant tender in one place, and a clear view of the market

WorkL came to Stotles to power its public sector sales and "find all the relevant contracts in our space". The team started with our all-in-one tender tracker, which let Account Manager Tim Hanson cut out the noise and put WorkL's tender tracking on autopilot.

“We were signed up to many portals and Stotles makes our lives so much easier” - Tim Hanson, WorkL

Here's what changed for the team:

• Relevant tenders arrive every day: Tim gets daily notifications of relevant tenders, highlighted with key signals based on WorkL's chosen industry keywords, competitors and partners. The team has gained "a huge amount of our time back", and Tim no longer has to spend his time "wading through loads of emails to identify sales opportunities".
• Qualifying is easier: Our contract award data shows which competitors are involved, so the team can qualify opportunities more easily. In a niche market with few public sector opportunities, that competitor insight helps WorkL see where it can stand out.
• Planning is backed by data: Buyer intelligence and contract award data give WorkL a view of the total public sector market opportunity, so the team can plan ahead. When Tim needed a report for shareholders on a two-year trend in WorkL's industry, our customer success team took half a day to put together a briefing on all upcoming opportunities over the next two years to support the forecast review.

The results: more contracts and a growing sales team

Before Stotles, WorkL had never won a cold public sector tender. With help from better tender tracking, pipeline organisation and market intelligence, the team now works with education, healthcare and blue light authorities, helping them track and improve their employee experience.

WorkL can now build data-backed forecasts for its public sector sales. Knowing its potential revenue growth has given the team the confidence to invest in growing its sales team.

“Our goal was simple. Win more contracts with the public sector. And we’ve done that with Stotles” - Tim Hanson, WorkL