Public Sector
Public sector sales take relationships, patience and an understanding of how each organisation buys. Aexus gives technology vendors local sales support from the first introduction through the purchasing process.
Why Public Sector?
A public organisation may be interested in your technology well before it can make a purchase. Budgets, supplier requirements and formal procurement steps all affect the timing.
We help you understand the organisation’s needs and who is involved in the decision. Your team handles the product evidence and any specialist requirements; our local salespeople maintain the relationship and follow up as the opportunity develops.
Early conversations can help you understand what an organisation needs and whether your product is a fit. We help identify relevant contacts and prepare the approach around the organisation’s purchasing process.
Purchasing processes differ between countries and organisations. Before outreach, we work with you to understand the route to becoming a supplier and who can answer questions about it.
A delay in purchasing does not always mean a loss of interest. We stay in touch, record what the buyer is waiting for and agree when to follow up.
Tell us which public organisations could use your technology and where you want to enter the market. We can discuss the relevant contacts, purchasing steps and how our local team could maintain the relationship.
These software companies worked with Aexus across several sectors. DocWolves reached customers in pension management, housing, healthcare and education. NEXT developed local sales in insurance, engineering and utilities. Their stories show how the teams worked together.
DocWolves
Governance software for regulated institutions
Aexus became part of DocWolves’ commercial team, finding new business and following up on incoming enquiries. The work covered pension management, housing, healthcare and education.
NEXT
An experiment that became a strategy
NEXT began with a small test of local selling. The approach became part of its sales strategy, with teams building customer relationships in the local language.
FAQ
A broad mix, sold to central government, municipalities, security agencies and semi-public organisations. Examples include:
What these have in common is a buyer who decides carefully, involves several departments and buys on its own schedule.
It depends on your product. We have worked with vendors selling to ministries and central government, municipalities, police and security agencies, and semi-public organisations such as pension funds, housing corporations, healthcare and education institutions. During onboarding we decide together which of these fit your solution and your stage, and where a realistic first contract is most likely.
We focus on the work before and around a tender: tracking upcoming procurement, building relationships with the people who shape the requirements, and helping you understand frameworks and supplier lists in each market. The formal bid is written and submitted by your team, with our input on positioning and local context.
Often that is the fastest route. Many public bodies buy through IT suppliers, system integrators or framework holders they already work with. We can approach those partners alongside direct relationships with end users, so you are present on both paths when a requirement comes up.
Yes, but it usually starts small. Public buyers prefer suppliers with a track record, so the first step is often a pilot, a single municipality or department, or a smaller contract below the formal tender threshold. We help you find where that first local reference is realistic, and then use it to open the next organisations.
Public buyers often ask early about where data is stored, which security certifications you hold, accessibility and whether your product and documentation are available in the local language. Our local teams know which of these come up in their market and flag them before the first serious conversation, so you can prepare. The detailed answers come from your own experts.
Yes. Public sector markets differ in budget, digital ambition, procurement practice and how open they are to suppliers from abroad. We compare your priority markets on those points and recommend where to start, based on our local teams’ knowledge of how each one buys.Each one sold differently: some through trials and inbound demand, some through direct enterprise sales, some through resellers and channel partners. Our teams adapt to that, rather than running every SaaS product through the same playbook.
We start with onboarding to learn your product, your target organisations and your goals. You then get a dedicated team, supported by a Sales Director. You have a weekly call of about 30 minutes, a shared communication channel, weekly reports and live access to your pipeline. The commercial model is a low monthly retainer plus a performance component, with no lock-in and one calendar month's notice to cancel.
