Kite

Challenge

Kite had strong retention and a pitch that sounded like everyone else’s. The company was walking into rooms with incumbents forty times its size and describing itself in the same words they used. Investors got it after twenty minutes. Customers did not have twenty minutes.

Strategy

Six weeks of interviews with customers, churned accounts and the sales team. The pattern was blunt: people did not switch to Kite for features, they switched because their old provider made them feel stupid. We built the whole position on that, and cut every claim a competitor could have made too.

Strategy

Six weeks of interviews with customers, churned accounts and the sales team. The pattern was blunt: people did not switch to Kite for features, they switched because their old provider made them feel stupid. We built the whole position on that, and cut every claim a competitor could have made too.

Website

One sentence, three proof points, and a messaging framework that flexes from a billboard to a security questionnaire. We wrote the sales narrative and the objection handling alongside the brand language, so the story does not fall apart the moment it leaves marketing.

Website

One sentence, three proof points, and a messaging framework that flexes from a billboard to a security questionnaire. We wrote the sales narrative and the objection handling alongside the brand language, so the story does not fall apart the moment it leaves marketing.

Outcome

Average sales cycle down from eleven weeks to seven. The team stopped writing a bespoke deck for every pitch. Two years on, the positioning has survived a funding round and a product expansion without needing a rewrite.

Outcome

Average sales cycle down from eleven weeks to seven. The team stopped writing a bespoke deck for every pitch. Two years on, the positioning has survived a funding round and a product expansion without needing a rewrite.

Challenge

Strategy

Strategy

Website

Website

Outcome

Outcome

The result

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