Building Scalable Sales Systems
Software Sales & Marketing
– Shortened Sales Cycles With Multi-Stakeholder Deals.
– 7X Increase In Sales Revenues (Pre-Acquisitions.)
– ‘An Integral Part of the Altia Story’ – Altia CEO & Co-Founder
Challenge
Altia Solutions is a rapidly growing software company that supports public and private sector investigators in the UK and across the globe.
Fuelled by private equity investment, the business was entering an important phase of expansion. The company had made great initial strides with their marketing and sales processes, however they faced a number of challenges…
– Lack of overall brand recognition
– Vague & Unclear brand/product presentation.
– Under-supported business development staff
– No program of campaigns and lack of an overall sales journey.
– Poorly performing marketing channels.
– Numerous transactions ‘blocked’ by complex procurement/compliance/finance procedures.
Solutions
Over several years and more than a hundred individual projects, THE LOFT worked incredibly closely with Altia to help the company become the no-1 brand nationally. Collectively we achieved this by…
Removing ‘Stubborn Sales Roadblocks’
Intelligent communications were used to great effect to accelerate deals and quickly win-over decision-makers in finance, compliance and procurement, etc. These communications were broken into different tiers to appeal to the wide variety of stakeholders. Tangible product benefits, storytelling graphics and software screenshots, etc were all shared over a wide number of campaigns.
Leveraging ‘Trigger Events’
Timely campaigns were launched in-line with industry-specific trigger events including year-end procurement cycles and several national & international sector-specific events.
Shifting The Main ‘Ask’
A number of brand communications were updated to present the four Altia solutions, instead of (just) the main brand. This was tremendously helpful, particularly for business development staff, who could have better and more productive sales conversations. The main sales ask shifted from ‘are you interested in Altia’ to ‘Which Altia product would you like to find out more about?’
“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
More Regular Creating ‘Conversation Starters’
We picked up the pace on delivery of branded and informative sales materials to support business development teams in meetings, pitches and events. We seen it as our responsibility to keep business development staff prepared with useful information to share with clients.
Building Good Will
Targeted loyalty campaigns were invaluable at building ‘good will’ with existing software users. The most successful of these were special mailshots introducing new software features to users. (Resulting in +15% Uplifts in License Renewals Post Campaign.)
“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
Winning Over The Wider Community
The creation and hosting of high-profile events such as SOCEX, strengthened credibility across law enforcement, particularly with regional and national decision-makers.
Brand ‘Omnipresence’
The company was always on the front foot, activities such as turning the website into a sales tool rather than a static brochure led to increased opportunities.
Leveraging Company Culture
Even strategic exercises around vision, mission, values were re-purposed, were given a special sales focus being used very effectively with several international tenders.
“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
Keeping The Ideas Flowing
Regular marketing meetings were hosted right across the organisation helping to keep pace with fast-moving priorities. New marketing ideas were sketched out to help decision-makers better understand the concepts being presented.
Results
The results were exceptional, our collective efforts helped Altia 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 Support | Brand Development | Campaign Planning | Creative Services | Infographics | Web & Digital | Thought Leadership | Vision, Mission & Values