Instant Impact
Software Sales & Marketing
Faster results, quicker outcomes, rapid and almost instantaneous gains being made across all parts of the sales pipeline. An (occasionally) complex process broken down, analysed and mastered. Happier sales teams, more satisfied clients, better numbers and that general feeling of movement, energy and possibility that can only come from a rapidly-growing company. This is no ordinary case-study, this is a story about how we worked with software scale-up Altia Solutions to deliver almost instant impact across all sales and marketing communications.
Brief
Altia Solutions are a fast-growing, VC-backed provider of specialist investigation software. They support public and private sector investigators in the UK and increasingly across international markets.
Fuelled by private equity investment and a surge in global demand for their products, the business was entering an important phase of expansion. However, their marketing and sales processes hadn’t yet evolved to match the sophistication required of a modern software company.
With multiple audiences, from procurement teams and compliance leaders to frontline investigators, Altia were looking for a strategic partner to help build a marketing function as well as provide fast-paced support to their business development team.
Our Approach
Due to Altia’s outstanding service, the company enjoyed exceptional levels of ‘retention’ and a high ‘client life-time value.’ With that in-mind, our main approach was to deliver rapid and continuous wins across all parts of the sales pipeline over a number of years. Incremental gains that would significantly accumulate over time.
Results
Over a five-year-plus collaboration and more than 100 individual projects, we helped Altia transform their marketing and sales function.
Our collective efforts helped the organisation to:
– Shorten sales cycles with complex, multi-stakeholder deals.
– Enhance brand visibility and authority across law enforcement and investigation sectors.
– Increase internal marketing capabilities and organisational confidence.
– Significantly increase client satisfaction and retention.
– Develop a globally recognised, future-ready brand.
– Build influence with key regional and national decision-makers.
– Achieve a 6–7x increase in turnover over several years.
– Drive a comparable uplift in profitability.
– Ultimately, improve shareholder value and contribute to a successful business exit.
Services Used
Marketing Strategy | Sales Enablement | Brand Development | Campaign Planning | Creative Services | Infographics & Explainer Graphics | Web & Digital | Thought Leadership | Vision, Mission & Values
Solutions
We created a continuous flow of communications that influenced stakeholders, supported deal flow, and built long-term brand value.
Here are the highlights of our work together…
Removing Stubborn Sales Roadblocks
Intelligent graphics were used to accelerate deals and quickly win-over those in finance, compliance and procurement, etc. Simplifying complex, multi-layered decision-making processes.
Leveraging ‘Trigger Events’
Delivering timely campaigns in-line with industry-specific trigger events, such as year-end procurement cycles proved to be very effective.
Shifting The Main ‘Ask’
Presenting four solutions, instead of one, created better and more productive sales conversations.
Creating ‘Conversation Starters’
Branded sales materials were used to support business development teams in meetings, pitches and events.
Building Good Will
Targeted loyalty campaigns were invaluable at building ‘good will’ with existing software users.
Winning Over The Wider Community
High-profile events such as SOCEX, strengthened credibility across law enforcement.
Brand ‘Omnipresence’
Turning the website into a sales tool rather than a static brochure led to increased conversion opportunities.
Leveraging Company Culture
Strategic exercises around vision, mission, values were given a sales focus.
Keeping The Ideas Flowing
Embedding agile creative processes, from sketch sessions to rapid campaign delivery, helped to keep pace with fast-moving priorities
“THE LOFT was an integral part of the Altia story, we worked together for many years and they were instrumental in creating our global brand. They contributed to countless projects, worked across the entire organisation and provided real support throughout our business journey as a growing company.
They were a tremendous help, particularly in the earlier years, when our company’s growth was at its most rapid and things were changing every day. They supported then, as they always have done, by contributing to the company’s strategies with great energy, insight and creativity. Always grounded in the commercial realities of what we were doing and always with the bigger picture in mind.
Good fun too, highly recommended.”
Ian Watson, Co-Founder & CEO of Altia Solutions
“THE LOFT’s willingness to challenge themselves and push the boundaries shines through in the physical work they have produced for us. From a total company and product rebranding exercise to more subtle marketing campaigns. The materials produced always surprises and delights me and consistently supports my team’s activities to drive sales. Long may our collaboration continue.”
Paul Miller, Sales Manager of Altia Solutions
“THE LOFT helped us to create a new brand after our merger. They went to great lengths to talk to everybody in the company, and both the identity and cultural aspects of the brand have helped us reposition the organisation.”
Paul Hardman, Business Relationship Manager, Altia-ABM