Avasta Spectra

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Actionable Insights to Guide Your Strategy

Focus your strategy
on what matters

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Our advanced research, mathematical, and analytical methods capture the voice of the customer and brings a new level of confidence to your strategic decisions.

We understand that real people are making purchase decisions for their companies, and our research and analytics reflect that. We focus on gaining a customer-in view of the market by understanding who the decision makers are and what factors most accurately predict their future purchase behaviour.

We believe an optimized customer acquisition strategy lives in the intersection between marketing, sales, finance, and brand. With Avasta, you’ll have a precise understanding of who your best customers are, how to target them effectively and the ideal messaging to address their business needs.

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Increase your Marketing Precision

Understand how to target and acquire your most valuable customers with the right messaging, using the right channels, at the right time. You will understand:
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The customer profiles most valuable to your organization
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Key firmographic identifiers to target them effectively
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The market’s primary purchase drivers and most trusted sources of information
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The best marketing channels to reach your most valuable customers
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Understand Your True Market Opportunity

We don’t just give you a total TAM number, we identify the total number of market participants you can acquire and segment them by their value to you and your likeliness to win them. You will understand:
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How many customers are available to you and their total financial value
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Which buyer-types are best suited for your products and services and the key factors that influence their purchase decisions
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What percentage of the market is unavailable to you and can be disregarded when planning your marketing & sales strategies
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Your current brand strength against competitors and the relationship between your brand and your ability to acquire and retain customers

Improve your sales Efficiency

Increase your sales performance by gaining a holistic view of the purchase process and determine how to best resonate with your target customers. You will understand:
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What drives new purchases in your industry
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The market’s buying cycle
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The business pain points that customers are trying to solve for
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The primary decision makers that need to be involved in the sales process
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What share of your current pipeline and customer list fit your high-value customer profiles
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Be Confident in your Financial Projections

Give reliability to revenue projections and provide clarity on when marketing investments can be expected to impact revenue. You will:
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Have alignment between your organizational departments on a common business objective
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Understand the key factors to consider when making budget decisions
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Better predict when marketing spend will begin impacting revenue
Digital Transformation Software Provider

Calculating ROI

Enhanced Lead Quality

Enterprise Software Provider

Optimized Customer Acquisition Strategy

Enterprise Software Provider

Improved salesforce efficiency

Health-Tech provider

Problem: Client was struggling to understand how to calculate their Marketing ROI across the customer buying cycle and how they should be tracking opportunities and attributing revenue to sales and marketing

Solution: Switched from a contact-level qualification method to a customer (company) level qualification. Client was able to streamline sales processes and accurately track marketing success by understanding the real value of each lead and how to allocate sales resources correctly.

Result: 33% increase in lead quality within 9 months.

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Problem: Client did not understand why their YOY growth was slowing down and did not know what its ideal customer profile was

Solution: Identified that over 60% of the market had already purchased from our client and that their brand awareness was much lower among their winnable market than they thought.

Result: Client began aggressively pursuing a cross-sell/upsell strategy with existing customers rather than focusing solely on new logos

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Problem: Client was experiencing stagnated growth and did not know the customer segments it should be targeting with its sales and marketing efforts

Solution: Identified the industry verticals and company revenue sizes most likely to spend money with our client over the next 2 years, resulting in a shift from large enterprises to mid-market companies that were growing at a faster rate and spending money more frequently.

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Problem: Client was selling in a complex, multi stakeholder ecosystem and
was unclear on the best go to market strategy to reach its ideal customer base.

Solution: Identified how each stakeholder & channel partner influenced the purchase decision and identified that their winnable customers were not fenced geographically, but rather had a distinct buying profile and
relationship to channel partners in the sales process

Result: Switched from a geographical resource allocation to a winnable - customer resource allocation, leading to 20% cost savings within 4 months.

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Problem: Client was struggling to understand how to calculate their Marketing ROI across the customer buying cycle and how they should be tracking opportunities and attributing revenue to sales and marketing.

Solution: Switched from a contact-level qualification method to a customer (company) level qualification. Client was able to streamline sales processes and accurately track marketing success by understanding the real value of each lead and how to allocate sales resources correctly.

Result: 33% increase in lead quality within 9 months.

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Problem: Client did not understand why their YOY growth was slowing down and did not know what its ideal customer profile was.

Solution: Identified that over 60% of the market had already purchased from our client and that their brand awareness was much lower among their winnable market than they thought.

Result: Client began aggressively pursuing a cross-sell/upsell strategy with existing customers rather than focusing solely on new logos.

Bar
Circle

Problem: Client was experiencing stagnated growth and did not know the customer segments it should be targeting with its sales and marketing efforts.

Solution: Identified the industry verticals and company revenue sizes most likely to spend money with our client over the next 2 years, resulting in a shift from large enterprises to mid-market companies that were growing at a faster rate and spending money more frequently.

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Problem: Client was selling in a complex, multi-stakeholder ecosystem and was unclear on the best go-to-market strategy to reach its ideal customer base.

Solution: Identified how each stakeholder & channel partner influenced the purchase decision and identified that their winnable customers were not fenced geographically, but rather had a distinct buying profile and relationship to channel partners in the sales process.

Result: Switched from a geographical resource allocation to a winnable customer resource allocation, leading to 20% cost savings within 4 months.

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Trusted by Leadership Teams Worldwide

Long Line

B2B Software

CMO, Europe Multinational

Invested 1% of their annual marketing budget into brand measurement with Avasta. New and enhanced KPIs identified by Avasta resulted in 50% increase in marketing sourced revenue within 12 months.

50%

increase in marketing-led revenue year over year.

Private Equity

CEO, USA Multinational

Improved final return of the company’s exit from the business by 3.5 fold within 24 months following our changes.

350%

increase in M&A returns

Medical Technology

COO, USA

Invested 7% of sales budget over 8 months into an engagement with Avasta which resulted in a 20% efficiency increase in sales within 3 months following our engagement.

20%

increase in sales efficiency

Enterprise Technology

C-Suite, USA Multinational

Invested less than 0.25% of annual revenue to identify readily accessible market expansion opportunity.

3x

new growth opportunity
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Learn more about how we do it

Learn how we empower leadership teams with the insight they need to focus on a common business objective and realize their most profitable path to growth.

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