Summary

Big Blue Door has experienced remarkable growth across several key metrics:

• Revenue Growth: Achieved an 36% increase in quarter-on-quarter pub-sec revenue.
• Expanded Market Reach: Broadened their presence within the public sector, securing 22% more revenue since joining Stotles.
• Scaled partnerships: Became a contributing partner of LocalGov Drupal, a local authority-focused iteration of the open-source Drupal CMS; Big Blue Door has expanded its revenue by a further 14% supporting almost 40% of all LocalGov Drupal websites.

The Company

Founded by experts in public-sector digital platforms in 2012, Big Blue Door has become the leading digital agency serving central & local governments, blue-light services, charities, and the NHS. Its services include research, analysis, design, development, hosting and ongoing support, all aimed at improving digital presence and operational efficiency.

The Challenges

Big Blue Door experienced organic public-sector growth through word-of-mouth in its first five years and aimed to replicate this achievement across the wider public sector. However, to achieve this growth, Big Blue Door sought to develop a more scaleable public sector sales process and be more intentional in increasing its growth.

Some of the challenges the company faced were:

• Identifying and managing opportunities across many public sector verticals was time-consuming and complex.
• Word of mouth only gets you so far, and building relationships with the right decision-makers requires significant effort and resources.
• Tracking competitors and their contract activities proved challenging.

“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

Big Blue Door’s team capitalised on the market’s appetite for their expertise and implemented a proactive approach across their public sector sales process by choosing Stotles, becoming a user in 2020 when our product was still in beta.

Having gained a lot of utility out of the free product and seeing our team make improvements to the platform, Big Blue Door joined the growth plan in September 2023. Since then, Big Blue Door has used Stotles to build its public-sector presence, scale its sales function and win more public-sector contracts. Key improvements include:

• Data-driven sales process: Research upcoming tenders, target upcoming expiries and understand what buyers procure their services to approach.
• Map relationships: The visibility of relationships between buyers and suppliers enables Big Blue Door to bid on the strongest opportunities strategically.
• Target contact list: Contact data makes it easy for the team to identify, reach and build strong relationships with decision-makers for their email strategy to nurture potential buyers.

"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

The Results

By weaving Stotles into its end-to-end public sector commercial strategy, Big Blue Door's key achievements include:

• 36% revenue growth quarter-on-quarter in the public sector.
• 22% expansion in market reach since joining Stotles, broadening their public-sector footprint.
• 14% additional revenue from partnerships with LocalGov Drupal, now supporting nearly 40% of all LocalGov Drupal websites.

These outcomes underscore the power of a data-driven, strategic approach to public-sector sales and partnership expansion.

"Using Stotles' intelligence, we can differentiate ourselves against our competitors and position ourselves as the supplier of choice in buyers’ minds." - Simon Stewart, Client Services Director at Big Blue Door