How Passport Used Pursuit’s AI-Powered Insights to Accelerate Deals and Drive Results

Challenge

Passport faced significant obstacles in public sector sales. The company struggled with lengthy sales cycles that typically spanned 12-18 months, while simultaneously grappling with the difficulty of identifying and engaging the right contacts across multiple city departments. Time-consuming manual research and data management further complicated their sales process, compounded by the complex procurement processes inherent in municipal government. Their biggest challenge was the limited ability to identify early opportunity signals, which prevented them from proactively engaging with potential municipal clients.

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Solution

Pursuit transformed Passport's sales approach with an AI-powered platform that delivered intelligent, targeted solutions for public sector sales. Through a comprehensive, data-driven approach, Pursuit provided Passport with game-changing capabilities to streamline and accelerate their municipal technology sales process:

• Verified, high-quality contact data seamlessly integrated into Salesforce
• AI-driven early opportunity identification
• Predictive insights from machine learning algorithms analyzing deal patterns
• Consolidated platform combining contact data, documents, and strategic insights
• Automated research and outreach processes
• Ability to target right accounts with precisely tailored messaging

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Results

By leveraging Pursuit's capabilities, Passport achieved transformative outcomes:

• Doubled sales team productivity
• Accelerated engagement with potential municipal clients
• Reduced time spent on administrative tasks
• Enhanced ability to target cities with similar pain points
• Improved relationship-building across multiple city departments
• Positioned as a proactive, consultative technology partner

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Testimonial

Sam Warnacke, VP of Sales at Passport, emphasized the importance of the new model: "The immediate response from my team was the amount of good contact data they found in the Pursuit platform, and our ability to plug that right into our Salesforce and enable them to be calling the right people. They know who to look up in LinkedIn and they're able to run these plays and have such an impact on that first critical step, which is understanding who you're calling, their role in the city, and that you're calling the right people. The contact hygiene was a huge benefit right from the jump with Pursuit."