{"id":20086,"date":"2026-06-24T06:59:12","date_gmt":"2026-06-24T10:59:12","guid":{"rendered":"https:\/\/www.sovra.com\/?p=20086"},"modified":"2026-06-24T07:43:22","modified_gmt":"2026-06-24T11:43:22","slug":"how-a-leading-waste-recycling-leader-found-66m-in-long-term-contracts-with-ontopical","status":"publish","type":"post","link":"https:\/\/www.sovra.com\/fr\/success-story\/how-a-leading-waste-recycling-leader-found-66m-in-long-term-contracts-with-ontopical\/","title":{"rendered":"How a Leading Waste & Recycling Leader Found $66M in Long-Term Contracts with Ontopical"},"content":{"rendered":"\t\t
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In its first year using Ontopical, a leading North American waste and recycling company won two ten-year municipal collection contracts worth roughly $66M in total contract value.<\/p>

The Customer<\/strong><\/span><\/h2>

Our client is a regional business development team at one of North America\u2019s largest waste and recycling providers. Their deals are big and slow. A single municipal contract can run a decade and be worth millions a year, so getting into the conversation early matters more than almost anything else.<\/p>

The team\u2019s mandate comes down to three things: find opportunities before competitors do, shape requirements when possible, and protect existing accounts from being quietly bid out from under them.<\/p>

The Challenge:<\/span> Lots of Data, Little Signal<\/strong><\/h2>

Before Ontopical, the team had no shortage of information. They had a shortage of usable signals.<\/p>

Every rep had their own routine. They checked multiple bid platforms, searched council websites, and leaned on relationships with municipalities and property managers. Each source told them a little, but nothing stitched it all together.<\/p>

Key pain points kept surfacing in conversations with sales leadership are:<\/p>

  • Fragmented sources<\/strong>
    Each rep had their own mix of BidPrime, Bidnet Direct, and direct outreach, with no single view and lots of duplicated effort.<\/li>
  • RFPs were too late<\/strong>
    By the time a bid platform flagged an opportunity, the scope was often locked and relationships already in place. The team needed to see the discussions that eventually turned into RFPs.<\/li>
  • Buried Early Signals<\/strong>
    Council minutes, capital improvement plans, budget documents, even meeting videos all contained hints, but no one had hours to dig through 300-page PDFs.<\/li>
  • High noise, low relevance<\/strong>
    Searches regularly returned irrelevant projects (like wastewater or road infrastructure) and out-of-territory opportunities, wasting time.<\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t
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    Why Change?<\/strong><\/span><\/h2>\nTwo things raised the urgency: the stakes and the shift to AI.<\/em>\n\nThese contracts are long, high-value relationships. Even small improvements \u2013 finding a few early opportunities, protecting one more at-risk accounts can translate into tens of millions of dollars over a decade.<\/em>\n\nLeadership also believed that teams who fail to adopt AI will fall behind. They wanted a copilot that could:<\/em>\n
      \n \t
    • Learn from what the team accepts and rejects<\/em><\/li>\n \t
    • Surface early signals that humans would miss every week<\/em><\/li>\n \t
    • Give reps answers from inside large documents and videos in seconds<\/em><\/li>\n<\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t
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      The Solution:<\/span> Ontopical as the team\u2019s public sector copilot<\/strong><\/h2>

      The team chose Ontopical because it changed what they were working from. Instead of just a list of RFPs, they got the early signals that come before RFPs.<\/p>

      • Aggregation plus learning<\/strong>
        Ontopical consolidates agendas, minutes, and council videos into a curated feed, and gets smarter with every accept\/decline decision from the team.<\/li>
      • True pre\u2011RFP visibility<\/strong>
        Ontopical surfaces council discussions, capital plans, and budget items that signal future RFPs, not just the RFPs themselves.<\/li>
      • Built to complement existing bid tools<\/strong>
        The platform fits alongside standard RFP\u2011notification tools instead of replacing them, so workflows don\u2019t have to be rebuilt from scratch.<\/li><\/ul>

        The Impact:<\/span> $66M in contracts & a stronger position in every deal<\/strong><\/h2>

        Within the first year on Ontopical, the team could point to clear, tangible outcomes.<\/p>

        • Revenue Impact<\/strong>
          The client won two ten\u2011year municipal waste collection contracts worth approx. $66M in total contract value from opportunities surfaced through Ontopical.<\/li>
        • Higher quality pipeline<\/strong>
          Irrelevant projects are filtered out, and reps are seeing more aligned, in\u2011territory, early-stage signals in their weekly feed.<\/li>
        • Time back to sell<\/strong>
          Manual cross\u2011platform research has been collapsed into a single, curated feed, and document review has gone from hours to seconds.<\/li>
        • Better early positioning<\/strong>
          The team now gets ahead of formal RFPs, engages earlier, understands the \u201cwhy\u201d behind a project, and positions their organization accordingly.<\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"

          In its first year using Ontopical, a leading North American waste and recycling company won two ten-year municipal collection contracts worth roughly $66M in total contract value. The Customer Our client is a regional business development team at one of North America\u2019s largest waste and recycling providers. Their deals are big and slow. A single municipal contract can run a decade and be worth millions a year, so getting into the conversation early matters more than almost anything else. The team\u2019s mandate comes down to three things: find opportunities before competitors do, shape requirements when possible, and protect existing accounts<\/p>\n","protected":false},"author":3,"featured_media":20113,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"inline_featured_image":false,"wds_primary_category":0,"footnotes":""},"categories":[18],"tags":[],"post_folder":[],"positioning":[61],"class_list":["post-20086","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-success-story","positioning-supplier"],"acf":[],"_links":{"self":[{"href":"https:\/\/www.sovra.com\/fr\/wp-json\/wp\/v2\/posts\/20086","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.sovra.com\/fr\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.sovra.com\/fr\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.sovra.com\/fr\/wp-json\/wp\/v2\/users\/3"}],"replies":[{"embeddable":true,"href":"https:\/\/www.sovra.com\/fr\/wp-json\/wp\/v2\/comments?post=20086"}],"version-history":[{"count":15,"href":"https:\/\/www.sovra.com\/fr\/wp-json\/wp\/v2\/posts\/20086\/revisions"}],"predecessor-version":[{"id":20118,"href":"https:\/\/www.sovra.com\/fr\/wp-json\/wp\/v2\/posts\/20086\/revisions\/20118"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.sovra.com\/fr\/wp-json\/wp\/v2\/media\/20113"}],"wp:attachment":[{"href":"https:\/\/www.sovra.com\/fr\/wp-json\/wp\/v2\/media?parent=20086"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.sovra.com\/fr\/wp-json\/wp\/v2\/categories?post=20086"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.sovra.com\/fr\/wp-json\/wp\/v2\/tags?post=20086"},{"taxonomy":"post_folder","embeddable":true,"href":"https:\/\/www.sovra.com\/fr\/wp-json\/wp\/v2\/post_folder?post=20086"},{"taxonomy":"positioning","embeddable":true,"href":"https:\/\/www.sovra.com\/fr\/wp-json\/wp\/v2\/positioning?post=20086"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}