A Multi-Front Sales Approach
Marketing & Sales Support | Proposition Development | Specialist Communications | E-Mail Marketing | Vision, Mission & Values | Campaigns | Design For Print | Graphic Design | Events | Ideation & Workshops
Altia Solutions is a software company which creates specialist tools to support investigators. After developing a successful product line, the company was starting to onboard new clients and had received private equity investment to scale nationally and internationally. As part of their remit to dramatically increase revenues, they were looking for creative ways to improve every part of a complex sales and buying process. Naturally we were delighted to help and worked incredibly closely to provide marketing and sales support for Alta over a number of years.
These are the highlights of our work together…
Winning Over Procurement
Targeted print and digital communications showcasing the tangible value of Altia products were instrumental in winning over decision makers – most significantly – with procurement managers in the public sector.
Improving Product Understanding
We went to great lengths to ensure prospective customers could understand exactly what each software package could do and how it would add value to their organisations. Subtle messages were embedded into the the product sub-brands, which themselves were used functionally to explain how the software works.
Building Loyalty
Creating customer loyalty communications to promote different software features were some of the most successful in our time working with Altia. The campaigns built tremendous good will with existing users and resulted in significant sales uplifts over several years.
Remaining in The Customer’s Mind
Many different communications were produced over several years – they ranged from the informative to the humorous, from the highly targeted to something that would just remind customers that Altia were there and ready to help. This was pivotal in helping the company continuously achieve their ambitious sales targets each quarter.
Sharing Values
Providing ‘marketing and sales support’ can come in many different guises. Showcasing ‘shared values’ with larger clients such as Local and Central Governments (national and international) was invaluable at helping the organisation with larger-scale tenders.
Ground-Up, Top-Down
Many of the tactics discussed in this case-study are based on building relationships and making progress on the ground with users, customers, buyers, etc. The creation of an entirely new brand and event, SOCEX, was invaluable at helping Altia gain influence with many of the top decision makers in the law-enforcement community.
Rapid Ideation, Planning & Implementation
Speed was very much the order of the day for a fast growing company such as Altia. Many of the campaigns and various communications were taken from concept to delivery at break-neck speed.
Results
Improved Conversion Rates with potential buyers.
Accelerated Decision-Making in the buying process.
Better Product Understanding from potential customers.
Better Rapport with decision-makers at all organisational levels.
Faster Sales Pipeline Progression with prospects, leads and existing buyers.
Increased Enquiries from existing customers.
Improved Brand Reputation amongst influential decision-makers.
Increased Loyalty with existing users.
Happier business development teams.
Testimonials
“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 single 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 & Managing Director of Altia Solutions
“We’ve been collaborating with THE LOFT for more than a year and in that time I’ve been mightily impressed, first and foremost with their enthusiasm and desire to understand our business. An easy option would have been to deal with the initial job in isolation, complete it quickly, and move on to another but Benedetto and his team instantly saw the bigger picture and opted not for the quick and easy choice but the more challenging.
Their 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 material produced always surprises and delights me and consistently supports my teams activities to drive sales.
Working from the ground up and engaging everyone at Altia, the entire team at THE LOFT have built a strong understanding of our business which they apply to new projects, subsequently presenting the end product remarkably quickly and accurately.
Long may our collaboration with THE LOFT continue.”
Paul Miller, Sales Manager of Altia Solutions
“THE LOFT helped us to create a new brand after our merger in 2016. They went to great lengths to talk to everybody in the company, they were always responsive with changes and both the identity and cultural aspects of the new brand have been a great help to us in re-positioning the organisation and getting our message across. We very much enjoyed working with them, highly recommended.”
Paul Hardman, Business Relationship Manager of Altia-ABM