Energising Sales Processes
Sales Enablement
More productive conversations, better informed customers, seemingly frozen deals unthawed and ready to go. More leads, higher conversions, better percentages and more enquiries. A greater number of upsells, cross-sells and everything in between. Winning across all parts of the sales process, increased simplicity, reduced complexity and just plain better numbers. An (occasionally) complex process broken down, analysed and mastered. Improving morale – re-enforced, re-enabled and extra-confident sales staff, happier teams and a greater sense of pride. That general feeling of movement, energy and possibility that can only come from rapid expansion. This is the story about how we helped software scale-up Altia Solutions energise every part of their sales processes.
Brief
Altia Solutions are a fast-growing, VC-backed provider of investigation software. They support public and private sector investigators in the UK and increasingly across the globe.
Fuelled by private equity investment and a surge in demand for their products, the business was entering an important phase of expansion. Despite this momentum, their marketing and sales processes hadn’t yet caught up.
With multiple audiences, from procurement teams and compliance leaders to frontline investigators, Altia were looking for a strategic partner to help build a marketing function as well as provide fast-paced support to their business development teams.
Results
Over a five-year-plus collaboration and more than 100 individual projects, we helped Altia transform their marketing and sales functions.
Our collective efforts helped the organisation to:
– Dramatically increase leads, conversions and up-sells.
– Significantly shorten sales cycles with complex, multi-stakeholder deals.
– Significantly increase client satisfaction and retention.
– Enhance brand visibility and authority across law enforcement and investigation sectors.
– Increase internal marketing capabilities, confidence and organisational morale.
– 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
“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
Solutions
Our main approach was to deliver rapid and continuous wins across all parts of the sales pipeline. Incremental gains that would significantly accumulate over time.
Here are the highlights of this approach…
Removing ‘Stubborn Sales Roadblocks’
Intelligent story-telling graphics were used to accelerate deals and quickly win-over decision-makers in finance, compliance and procurement, etc.
Leveraging ‘Trigger Events’
Timely campaigns were delivered in-line with industry-specific trigger events, these included year-end procurement cycles.
Shifting The Main ‘Ask’
Presenting four solutions, instead of one brand, created better and more productive sales conversations.
Creating ‘Conversation Starters’
Branded and informative sales materials were used to support business development teams in meetings, pitches and events.
Building Good Will
Targeted loyalty campaigns were invaluable at building ‘good will’ with existing software users.
Winning Over The Wider Community
Hosting 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
Strategic exercises around vision, mission, values were re-purposed, given a sales focus and used very effectively with several international tenders.
Keeping The Ideas Flowing
Regular marketing meetings helped to keep pace with fast-moving priorities.
“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
“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