GovWell partners with state and local governments to modernize procurement and vendor management, helping agencies streamline purchasing and operate more efficiently.

The challenge

Outbound into local government was slow, and opportunities were easy to miss

As GovWell scaled, the business development team needed a more reliable way to break into local government accounts. Outbound research was largely manual, requiring reps to piece together information from scattered sources just to understand who to contact and when to reach out.

The team lacked visibility into early buying signals, like organizational changes, contract renewals, or shifting priorities, forcing sellers to rely on generic outreach or react after opportunities were already in motion. By the time RFPs surfaced, competitors were often already engaged.

Without a system purpose-built for local government, outbound lacked timing, precision, and consistency, making it difficult to create early pipeline or get ahead of the market.

The solution

Intent-driven outbound built for local government

GovWell turned to Starbridge to power an outbound motion designed specifically for selling into state and local agencies.

Instead of relying on static lists or legacy data providers, the team gained access to real-time government buying signals—organizational changes, incumbent vendor presence, and upcoming contract renewals—paired with verified decision-maker contact data.

Within days of onboarding, GovWell configured territory-based alerts so sellers could receive high-intent signals directly in their inbox and act immediately. Reps no longer had to guess when to reach out or spend hours validating accounts. Starbridge surfaced the right agencies at the right moment.

“The data for local government is the best I’ve seen. It performs better than any other solution we’ve used.”
— Shane Lieberman, Head of Business Development

One of the team’s most effective plays quickly became tracking incumbent vendors and renewal timelines, allowing GovWell to engage agencies proactively, often before an RFP was even published.

The impact

Faster meetings, earlier pipeline, and a repeatable outbound motion

The impact was immediate. Within the first week of using Starbridge, GovWell booked five meetings sourced directly from Starbridge signals, validating the power of intent-driven outreach.

Today, Starbridge underpins GovWell’s outbound strategy, helping sellers engage decision-makers earlier, personalize outreach with real context, and consistently get ahead of competitive cycles.

“The intent signals are incredibly powerful. Starbridge makes it easy to configure alerts so sellers receive high-intent signals for their territory—straight to their inbox.”
— Shane Lieberman, Head of Business Development

By replacing reactive outreach with signal-driven engagement, GovWell now reaches the right agency, with the right message, at the right time—powered by the strongest government buying signals on the market.