How one utility management firm used DSQ Discovery to speed their growth

The Challenge

For many organizations, growth is driven reactively. Sales teams wait for leads to come in or respond to accounts passed along by other departments. That was the situation facing a national utility management firm with a goal to expand its waste service footprint.

They had the ambition, but lacked a strategic, data-backed process to identify high-potential clients.

That was before they put DSQ Discovery to work.

Our Solution: Opportunity Analysis as a Sales Engine

Instead of waiting for leads to be assigned, they began proactively analyzing invoice data across the firm’s broader portfolio. They used DSQ Discovery to identify accounts that were likely overspending— and therefore more likely to adopt their smarter service offering.

Over just one eight-week period, they conducted ten Opportunity Analyses on prospective clients before the portfolios were formally in the sales pipeline. This would have taken eight months previously!

How It Worked

1. Taking the Initiative

Traditionally, the firm’s sales or operations teams would submit client invoices for manual analysis. But this model has limited scale, speed, and lacks accuracy.

Using DSQ Discovery flipped the process: using internal access, they pulled data on accounts that hadn’t yet been flagged, and ran a full Opportunity Analysis before the sales function even asked for it!

Result: The sales team received a ready-to-go list of high-potential targets with detailed savings projections.

2. Qualifying Leads with Data

Each Opportunity Analysis included:

• Extracted invoice data
• Estimated savings opportunities
• Monitoring and right-sizing recommendations

Instead of guessing which accounts to pursue, the sales team could now prioritize prospects with double-digit savings potential, backed by hard numbers.

3. Make It Plug-and-Play

Each analysis made it easy to produce a presentation-ready summary that could be dropped directly into a pitch deck or email. The sales team didn’t need to interpret spreadsheets; they had clean, narrative insights they could use instantly.

This enabled faster outreach, better alignment between ops and sales, and higher confidence in prospect conversations.

Why It Worked

By shifting from reactive to proactive, this customer was able to leverage DSQ Discovery to:

• Surface opportunities buried in their own data
• Shorten the time between analysis and outreach
• Equip sales with high-conviction, low-effort targets
• Strengthen internal alignment between departments

And because each Opportunity Analysis is grounded in real cost-saving potential compared to actual spend, the win rate is very high!

The Takeaway

Opportunity Analysis isn’t just a savings tool; it’s a growth engine.

With the right data, the right tech, and the right team, you can move from waiting for deals to leading the conversation. DSQ Discovery gives you the insights you need to sell smarter, faster, and with more credibility.

Schedule a call with our team and expand your business!

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