State and local governments still rely on paper forms, manual approvals, and fragmented workflows. SimpliGov helps change that with a no-code platform that digitizes forms, approvals, and constituent services for agencies including Caltrans and the California Secretary of State.

But as SimpliGov scaled its sales team, its go-to-market data couldn’t keep up.

Bennett Eckrote, Director of Revenue Operations at SimpliGov, inherited seven years of CRM history with inconsistent account names, stale contacts, and limited governance. At the same time, the sales team was growing from one rep to eight, creating an urgent need for cleaner territories, a clearer TAM, and better campaign lists. 

The team had tried other tools, but none solved the core problem. Government contacts changed roles constantly, and SimpliGov’s CRM data had gone stale. Once Bennett started using Starbridge for account intelligence, contact discovery, and buying signals, the impact was immediate.

“It’s solved all of the problems I was trying to manually solve over the last six to eight months,” Bennett said.

From messy CRM data to a usable public-sector TAM

Bennett started with the foundation: the account database.

Account names were so inconsistent that Bennett couldn’t reliably map records into the system, manually or with AI, until that layer was cleaned up. Using Starbridge, Bennett built SimpliGov’s TAM from the buyer list, cleaned account records, and found reliable contacts for campaigns.

That changed how revenue operations worked.

SimpliGov rotates campaigns across four core use cases, and Bennett had been spending two to three days each week pulling data from multiple sources, remapping records, and uploading lists into another system so sales could act on them.

Now, she builds targeted account and contact lists in Starbridge and pushes them directly into Salesforce.

“The process of building manual lists used to take me two to three days,” Bennett said. “Now, using Starbridge, it takes me a couple of hours, and it’s removed me as the single point of failure by enabling others to build lists as well.”

From manual list building to signal-driven selling

Starbridge didn’t just help Bennett move faster. It changed what the sales team could act on.

Instead of relying on stale CRM records or generic contact lists, reps can now work from campaigns built around real public-sector buying signals, enriched accounts, and relevant contacts. One AE now sources roughly 90% of their pipeline from Starbridge signals.

That kind of impact created pull from the team. Reps began depending on Starbridge not because it was another tool in the stack, but because it gave them better accounts to prioritize, clearer reasons to reach out, and more relevant context for every conversation.

The results: faster campaigns, cleaner data, and more pipeline from signals

For a RevOps team of one, the biggest change was leverage.

SimpliGov now uses Starbridge to maintain cleaner account data, build campaign lists in hours instead of days, push signal-driven campaigns into Salesforce, and help reps prioritize the accounts most likely to move.

Starbridge also helped SimpliGov keep its GTM stack lean. When the team considered buying another tool for buying triggers, Bennett realized they already had that capability in Starbridge.

“Everyone has a technology budget where you have a million tools you’ve never touched,” Bennett said. “I prefer not to do that.”

For SimpliGov, Starbridge became more than a data source. It became the system that turned messy public-sector data into targeted campaigns the revenue team could actually use.