Altia Solutions: Sales Optimisation Case-Study

Poster showcasing The Marketing Strategy: Optimising Sales Processes & Accelerating Growth

 

The Brief

Altia Solutions is a high-growth, internationally recognised software company. The organisation provides digital tools to support investigators across public and private sectors. With a successful product launch and private equity backing, they were seeking a strategic marketing partner to help them scale.

Their leadership team were looking for a partner to help them increase revenues, support business development teams and improve the company’s sales and marketing processes.

 

The Result

Over 5 years, our work helped Altia to…

– Achieve a 7x revenue increase, with a comparable increase in profitability.

– Become a globally recognisable brand and true sector leader.

– Increase shareholder value ‘on-exit.’

 

How We Did It

We partnered with Altia on over 100 marketing and sales projects. Our approach centred on delivering rapid, continuous and consistent wins – over and over again – across all parts of (what could be) a complex sales process.

Collectively, we…

– Served highly tailored micro-messages to many of the stakeholders involved in the business development process.

– Incentivised existing customers with a number of tailored campaigns.

– Created a number of effective sales promotions.

– Collaborated on ‘Thought-Leadership’ events.

– Introduced a sales focus to all marketing activities and communications.

Every activity contributed to incremental yet impactful gains, building long-term momentum with stakeholders and helping Altia’s leadership and sales teams to…

– Accelerate buying decisions with complex multi-stakeholder sales.

– Build ‘good will’ with existing customers.

– Increase sales conversions from highly qualified customers.

– Generate more warm leads from existing customers/users.

– Accelerate sales pipeline activity.

– Win over key regional/national decision-makers.

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Project Images & Testimonials

 

Easy-to-understand infographics helping multiple stakeholders understand the software.

Clear, easy-to-understand explainer graphics helped business development teams engage more effectively with prospects and accelerate the sales process.

 
 
 
 

“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, CEO and Co-Founder of Altia Solutions

 

Customer loyalty campaigns built good will and increased sales of licenses/training for Altia.

Targeted email campaigns helped to strengthen customer loyalty and drive additional revenue.

 
 
 
 

Campaigns showcasing tangible and practical benefits.

Tailored infographics helped to align with the needs of key stakeholders, influencing decision-makers across departments.

 
 
 
 

Explainer graphics helped business development staff.

Equipping business development teams with impactful visual aids proved invaluable for engaging new clients, driving conversations in meetings and generating interest at trade shows.

 
 
 
 

“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 THE LOFT have produced for us. 
From a total company and product rebranding exercise to more subtle marketing campaigns the material produced by THE LOFT 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

Regular communications ensured Altia was always front-of-mind.

Consistent communications kept Altia ‘top-of-mind’ for key stakeholders, strengthening ongoing relationships and supporting long-term business development efforts.

 
 
 
 

Values, vision and mission exercised took on a business development focus.

Sales optimisation can take many forms. Post-merger work around ‘Values, Vision & Mission’ opened up new opportunities. These included creating compelling business development content and drafting customer success stories.

 
 
 
 

“THE LOFT helped us to create a new brand after our merger. 
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

Thought Leadership conferences built industry authority

Thought-Leadership events, like The SOCEX Events, allowed Altia’s leadership team to build relationships and establish goodwill with top decision-makers in law enforcement.

 
 
 
 

Creative marketing helped build engagement with Altia customers.

Bespoke newspapers fostering goodwill and supporting future business development opportunities.

 
 
 
 

Sketch sheets allowed for faster decision-making.

Using sketch-sheets enabled Altia’s sales teams to make faster, more informed decisions.

 
 
 
 

Work was always enjoyable with Altia.

Our collaboration with Altia was always enjoyable.

 
 
 
 

Key Results: 7x Revenue Growth & Increased Brand Recognition

Highlights of our long-term collaboration.

 
 
 
 

Looking to accelerate your business growth through sales optimisation? Contact us to learn how we can help you boost revenues.

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