Marketing & Sales Strategy, Stakeholder Messaging, Creative Services Management, Campaigns, Graphic Design, Events Communications, E-Mail Marketing, Design for Print, Vision & Values.
Altia Solutions is a rapidly growing software company which creates specialist tools to support investigators. The organisation had received private equity backing and were looking to scale.
The leadership team were looking for creative ways to attract new customers, increase license renewals, deal with (what could be) complex buying processes and to support their sales staff to increase revenues in whatever way possible.
We worked together on one project which quickly became two then three, over the next 5 years, we would work on over 100+ projects as we became a key partner.
These are the highlights of our work together…
We broke up marketing communications and served tailored micro-messages to each of the different people involved (new customers, procurement officials, finance officers, etc.) This helped Altia make incremental, yet significant, gains with each and every stakeholder. Gains which dramatically compounded over time.
Targeted print/digital communications showcased the tangible value of Altia’s products (number of investigators hours saved, how many tasks were reduced, etc.) These were instrumental in winning over decision makers, most significantly – with procurement officials in the public sector.
Customer loyalty campaigns promoting different software features, and helping existing users use more of the software, built tremendous good will resulting in significant sales uplifts over several years.
Different communications, ranging from the informative to the humorous, from the highly targeted to something reminding customers of Altia, would become pivotal to help the company achieve their ambitious quarterly sales targets.
Communicating ‘shared values’ with local and central governments (national and international) was invaluable in helping the organisation compete to win larger tenders.
The creation of a new brand and event, SOCEX, was invaluable at helping Altia gain influence with many of the top local, regional and national decision makers in law-enforcement.
Subtle graphical messages embedded into the sub-brand identities, were used as a prop by sales staff to explain to prospective customers the value of each product, these were incredibly effective for introductory conversations .
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We worked across the entire organisation, each time, enhancing our knowledge of Altia’s products and how they added value to customers/users. At one stage, our Founder, Benedetto, felt he could sell Altia products himself.
The ‘intellectual weightlifting’ carried out with individual sales staff helped them to better understand their own products how to sell them to future prospects.
We would host regular ideation sessions to share new ideas, exciting concepts and best practices. The Altia Customer Loyalty Campaigns, inspired by the project management tool ’Trello’ came from one of these sessions.
Such was Altia’s growth curve, and our own lean processes, almost all projects were conceived, created and delivered in incredibly quick times. We also were brought into troubleshoot when Altia had various marketing/communication challenges – common for a rapid scale-up.
Many of the valuable learnings established with Altia over several years were latterly adopted by ABM Intelligence after both companies merged.
These projects took place over 5 years. THE LOFT worked with the wider organisation for more than 7 years before the management team exited and the company was sold.
Our company regularly took a leadership role with activities, this included drafting the commercial rationale behind activities, formalising the brief, proposing ideas, managing the projects, etc.
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In the 5-year period of this case-study, the company achieved an average 6-7-fold increase in revenues, a comparable rise in profitability and significantly increased shareholder value contributing to the company’s scale-up journey.
Our contributions resulted in the following results for the organisation…
Accelerated Decision-Making with all key stakeholders involved in the buying process.
Faster Understanding of the Products Value from prospective customers.
Improved Conversion Rates with highly qualified prospects close to purchase.
Stronger Relationships With Influential Decision-Makers locally, regionally, nationally and internationally.
Faster Sales Pipeline Progression from prospect to lead to sale to renewal to eventual ‘upsell.’
Increased Enquiries from existing Altia license holders.
More Professionalised overall brand appearance.
Faster Expansion of Products into new territories
Quicker Roll-Out of new products.
And for the exceptional people we worked with..
Happier, More Informed and Better Engaged business development staff.
Vastly Improved Project Efficiency compared to previous agencies.
Quicker Up-Skilling of ABM marketing & sales staff post-merger
Resolution of Traditional Scale-Up Challenges quickly, efficiently and with great consistency.
Improved Overall Team Morale with greater collaboration between both companies.
Strategic Support to the Leadership team
Outstanding Financial ROI on all work produced.
Outstanding Time ROI for many of Altia’s executive team.
Increased Shareholder Value on exit.
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“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.”
Ian Watson, Co-Founder & Managing Director of Altia Solutions
“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. 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
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