Acquisition Strategy Justworks has been actively expanding through acquisitions, such as acquiring VIA Studio and Via.work. Identifying smaller HR service providers or startups for potential partnerships or acquisitions could be a strategic sales approach to further boost market presence and offerings.

Tech Integration Opportunity Given Justworks's tech stack includes tools like LaunchDarkly and Instapage, there is an opportunity to pitch complementary tech solutions that integrate seamlessly with their existing platforms. Developing customized integration solutions or offering tech upgrades could be a valuable sales proposition.

Funding and Expansion With significant funding of $409M and a revenue range of $10M - 50M, Justworks seems well-positioned for expansion. Targeting Justworks for enterprise-level services or solutions that cater to growing companies could lead to lucrative sales opportunities and long-term partnerships.

Competitive Analysis Identifying Rippling as a direct competitor highlights the importance of showcasing unique value propositions that differentiate your offerings from competitors. Sales teams could focus on presenting Justworks as a superior solution with features that directly address pain points Rippling users may face.

Market Expansion The launch of an SMB-focused payroll solution indicates Justworks's interest in expanding industry coverage. Tailoring sales pitches to target specific sectors, like hospitality and small businesses, can showcase an understanding of diverse needs and potentially open new avenues for collaboration.