Creating Wins on Multiple Sales Fronts
Summary
Helping rapidly growing software company Altia Solutions increase annual revenues by making important gains in multiple parts of the sales and buying processes.
Key Results
Increased license renewals, improved customer understanding and accelerated buy-in.
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Main Activities
Marketing & sales support, proposition development, campaigns, graphic design, events, e-mail marketing, print and vision & values.
Intro
Altia Solutions is a rapidly growing software company that operates nationally and internationally. The organisation creates specialist tools which support investigators in both the public and private sector. After the launch of their first products, the company had began to onboard new clients and had received private equity investment.
Naturally, they were looking to increase revenues with the leadership team looking for creative ways to on-board new clients, maximise product sales and improve what could be a complex buying process.
As a long-term partner of Altia’s, we were delighted to help and worked incredibly closely with their team to provide marketing and sales support over many years.
These are some of the highlights of our work together…
Winning Over Procurement
We created targeted print and digital communications, designed to showcase the tangible value of Altia’s products. They were instrumental in winning over decision makers, most significantly – with procurement officers in the public sector.
Communicating Competitive Advantage & Improving Product Understanding
We wanted prospective customers to understand exactly and quickly what each software package could do. And, how it would add value to their organisations. Subtle messages were embedded into the product sub-brand identities, which themselves could be used to help explain to clients how the software works.
Building Loyalty
We created customer loyalty communications, to promote different software features. These were some of the most successful communications 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 of Altia. This was pivotal in helping the company continuously achieve their ambitious quarterly sales targets.
Sharing Values
‘Marketing and sales’ activities can come in many guises. Showcasing ‘shared values’ with larger clients such as Local and Central Government (national and international) was invaluable in helping the organisation win various large-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.’ This is with users, customers, buyers, etc. However, the creation of a new brand and event, SOCEX, was invaluable at helping Altia gain influence with many of the top decision makers in law-enforcement.
Rapid Ideation, Planning & Implementation
Speed was very much the order of the day for the rapidly growing Altia. Many of the campaigns and various communications were taken from concept to delivery in incredibly quick timescales.
Final Outcomes
Improved Conversion Rates for immediate sales transactions.
Accelerated Decision-Making with those involved in the buying process.
Better & Faster Understanding of the Products from potential customers.
Greater Natural Rapport with influential decision-makers nationally and internationally.
Faster Sales Pipeline Progression from prospect to lead to sale to upsell.
Increased Enquiries from existing Altia customers.
More Satisfied and Engaged business development teams.
More Professional overall brand appearance
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