Fluid Flow – Aligned

The Client

Since it’s formation in 1984, Flite Software Ltd, has been recognised worldwide as a quality supplier of engineering application and selection software products. The company has specialised products for solving fluid flow design problems and has developed a state of the art component-based technology for developing fluid equipment selection and configuration products. Mission Statement at Flite is to provide superior technology that enables engineers, specifiers, and designers to dramatically reduce design time whilst improving design quality.

“Aligned have delivered a sales and marketing strategy that has helped us increase conversions and surpass our sales goals consistently over the past 3 years. The Aligned team has always adopted the approach of generating high quality and qualified leads than focussing goals on simply increasing quantities of traffic. This approach has shortened our close time, increased uptime of our sales teams and increased our conversions continually over this period."

Brian Ross | VP Global Sales
www.fluidflowinfo.com

The Challenge

Increase sales pipelines for each module they had to fit their ambitious growth strategy.
Decrease close times of Inbound Leads.
Build a marketing strategy that would fit their sales funnels and sales timelines creating new opportunities.
Create an inbound sales generated funnel that would produce high volumes of sales.
Create conversions from current database of customers and opportunities.
Grow a segmented database to market-related product dynamics and nurture each opportunity through sales funnel to conversion.
Report on Return on investment for marketing campaigns and conversion strategies each quarter.

How we Helped

Aligned conducted extensive market and competitor analysis to compare FluidFlows historical and future sales strategies.
Created specific persona’s using the analysis to curate a sales and marketing strategy that fits FluidFlows ambitious growth plans.
Introduced automated sales and marketing process to convert traffic into opportunities and sales.
Increased the volume of qualified traffic and converted those streams into sales qualified le the ds for sales team to close.
Created a nurturing strategy to fit FluidFlows dynamic sales funnel ensuring that opportunities were engaged continually before a conversion event occurred.
Created a highly valuable webinar series focussing on product dynamics for each quarter.
The webinar series is a highly valuable pipeline in which the sales team knew the exact pain point dynamics of the attendee allowing for nurturing strategy to be conducted; creating targeted, segmented databases and conversion models.

The Aligned team created a brand that would resonate with FluidFlows target markets creating brand value and repeat interactions. Starting at brand guidelines gave the aligned team the ability to begin to create a good process from the beginning that could be invested within. Within the rebranding research period Aligned were able to analyse FluidFlow’s competitor’s outputs in brand and sales to marketing.

The Results

FluidFlow reported a 400% increase in inbound leads that were directly related to specific modules and products that they offered.

Reported a 40% increase in sales to the current database over a 12 month period from content related nurturing.

A 30% increase in sales to current customers via CRM and database segmenting and increased controlled drip fed content.

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