Lumotiv

BACKGROUND

Please describe your company and your position there.

I am the CEO of Reveal Solutions- a healthcare consultant company passionate about brining unique, innovative solutions to healthcare.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Lumotiv, and what were your goals?

My business was a brand new company to the market and I needed help with a web site build that created clear, upfront messaging around the meaning and purpose of the work that others could relate to. Gaining trust with other healthcare organizations where they were willing to share their challenges with me and then listen to innovative ways of solutions problems was important to my business.

They had to know I could feel their pain points in order for them to truth me and allow me to be a part of their team. Lumotiv helped me capture the right audience at the right time through words and illustrations that alone I would not have been able to do.

SOLUTION

How did you select this vendor?

I was recommended this company by another company that successfully used Lumotiv before to attract clients to a newly formed company.

Describe the scope of their work in detail, including any steps and the final deliverables.

To start, the CEO interviewed me to understand my vision for my new company. He then asked very specific questions to understand every aspect of the company so that he could develop a website and collaterals that were client facing and attractive to the audience in which I was attempting to capture. He made it personal and at every point of the project made sure we had it right from an audience lens. Understanding the view from the lens of those you wish to capture makes all the difference to a new and growing business.

How many people from the vendor's team worked with you, and what were their positions?

I worked directly with the CEO on vision and development and also the project/communication manager.

RESULTS & FEEDBACK

Can you share any outcomes from the project that demonstrate progress or success?

Our new brand and website from day 1 received many visits and repeat customers interested in our services. The work Lumotiv did on our brand transformation was key to our success!

Describe their project management style, including communication tools and timeliness.

We had several meetings each week with multiple emails and texts as needed. They team was available when I needed them and ensured we met every timeline we had mutually agreed upon. Access to the Lumotiv team was never an issue. On my tight schedule that meant so much to me.

What did you find most impressive or unique about this company?

The commitment and investment of time and energy to the project were impressive. They wanted to get the project perfect and deliver upon their promise. I was specially taken back by their desire to make sure the brand transformation was felt by my clients not just seen. This was important for the work I do.

Are there any areas for improvement or something they could have done differently?

Nothing that I can think of at this time.

BACKGROUND

Please describe your company and your position there.

Founder of a B2B IT consulting firm providing IT consulting services and support to US based Fortune 2000 companies for over 20 years.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Lumotiv?

While our services are highly valued once, we have always struggled with defining and understanding our complex support, and most specifically how that relates to our own brand/identity/vision and value.

We have also always been challenged with succinctly and clearly communicating the value proposition of our products and solutions to out customers (both internally and externally, existing and new). We needed experts to help us clarify our own brand/value prop/identity, and further, to work with us to develop refined messaging based on that clarified vision/value proposition.

SOLUTION

How did you select this vendor and what were the deciding factors?

We searched online, scoured our B2B network, contacted past marketing support partners and asked our business partners and friends for advertising/marketing related contacts and recommendations. We found Lumotiv by referral and selected them based on their feedback, approach, fit and expertise, which became apparent to us after just our first meeting with them.

Describe the project in detail and walk through the stages of the project.

Lumotiv's process was soup to nuts spot on. The team asked questions, listened and learned, collaborated on goals, and developed a phased plan which included various steps to understand the whole of our product solutions (including "why" from a variety of perspectives) and then utilized that information and feedback to develop new brand, associated messaging, and strategy/plan to communicate and transform (including website and marketing) in a way that set us on the right past moving forward.

How many resources from the vendor's team worked with you, and what were their positions?

Lumotiv allowed us to work with the most senior level Lumotiv team members to manage the process and develop initial creative direction and outlines, then implemented with support from 2 - 3 other ad/marketing/content delivery Lumotiv team members.

RESULTS & FEEDBACK

Can you share any outcomes from the project that demonstrate progress or success?

Lumotiv's contributions have been tremendous. We have a totally refined brand, identity, website, corporate name and messaging. This new clarity has enabled us to strategize better and communicate more clearly. The associated messaging has helped us expanded our existing customer relationships as well as grow potential new ones.

How effective was the workflow between your team and theirs?

Process and workflow was planned, outlined, communicated, scheduled and clearly executed with no issues. Email and online meetings were easy and supported continuing progress throughout the process.

What did you find most impressive or unique about this company?

The Lumotiv team possesses an incredible ability to clear the confusion and sharpen the message almost immediately.

It was refreshing to watch the team hit the ground running, quickly identify and ask the right questions up front, listen and learn from the responses/information gathered, and then efficiently and effectively deliver a most appropriate and spot on creative solution that enabled the start of a transformation which continues to pay dividends today.

Are there any areas for improvement or something they could have done differently?

We could have spent more moving forward implementing ongoing campaigns, but with improved messaging and a few expanded engagements, we did not have time. We will likely go back to Lumotiv for more support in the future.

BACKGROUND

Please describe your company and your position there.

Seprio is a Sourcing and Vendor Management Consultancy. At the time of the services at the heart of this review, I was CEO and one of three partners in the organization. Now, I am sole owner.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Lumotiv, and what were your goals?

We hired Lumotiv for brand transformation, meaning a complete revamp of our branding, including new name, new logo, new website, and entirely new messaging regarding our products and services.

SOLUTION

How did you select this vendor?

We dabbled with different marketing companies in an attempt to refresh our website and messaging, but the outcome of each effort was progressively worse. We met Peter from Lumotiv through mutual business acquaintances, and he seemed to have the answers to why our previous efforts had failed, so we gave Lumotiv a shot.

Describe the scope of their work in detail, including any steps and the final deliverables.

The first phase of the project was information gathering, whereby Lumotiv strove to understand who we were and what we wanted to become. That was critical, because I'd realized that, with previous attempts to refresh our messaging and brand, the consultants we'd used were more interested in telling us what to do than in listening to what we needed.

After we all felt like Lumotiv understood us, they began the process of creating an entirely new brand...new name, logo, color scheme, tagline, and core message. It was a lot to take, as I'd created the original name, logo, etc...a little like someone coming in and telling you to give your firstborn a new name. But Lumotiv convinced me of the importance of the change, and I gradually came to not only appreciate the journey, but also the destination.

The new brand reveal came in late 2017, but that was almost just the beginning of a journey that continues to today. We took that new name, brand, website, logo, etc., and coupled all of that with an entirely new message and, more importantly, way of messaging and way of interacting with our Clients. We didn't just change what we 'looked like'...we changed who we were and how we did things.

This was the power of a fresh start. Lumotiv also helped us begin to use web metrics, to begin engaging prospective Clients through social media, blogs, and webinars, and to use a CRM for our sales and marketing activities.

How many people from the vendor's team worked with you, and what were their positions?

Primarily two...Peter led the effort and Jessie supported him. There were other contract staff involved, but they worked in the background. Far and away the greatest involvement was by Peter.

RESULTS & FEEDBACK

Can you share any outcomes from the project that demonstrate progress or success?

First and foremost, the brand reveal to our team (the partners had received a sneak preview) was met with great enthusiasm. That was obviously critical, because had the team not been impressed with the new brand, that would likely have signaled failure out of the gate.

However, they all reacted very positively, which created a sense of community and of us all moving forward together, which I think is critical to the acceptance and adoption of the principles were were instituting. Public perception (i.e. that by our Clients, friends, families, etc.) of the new brand was also quite positive.

However, as I mentioned previously, that's about what we look like...the real changes came in who we were/are as a company, and how we engage with our Clients. As a consulting company, how we engage with our Clients isn't just important to our business, it actually IS our business. With positive Client engagement comes trust, and trust is what you need in consulting. So we not only transformed our brand, but we transformed our Client engagement.

We began to write, speak, and engage with our Clients through their lens, not ours, which helped us create a culture of servant leadership, where the Client's needs are more important than our needs. This is truly how Seprio transformed, and the results have been increased revenue, greater Client retention, a significant decrease in sales lead time, and, most importantly, the establishment of a strong team with an amazing culture.

Describe their project management style, including communication tools and timeliness.

We had no less than weekly meetings to ensure progress and adherence to our project schedule. We did not adhere to a strict timeline, however. This project represented a significant and dramatic change, and I was comfortable taking our time and ensuring that we did things right and communicated well.

What did you find most impressive or unique about this company?

I believe Lumotiv has a perspective and skill set different from other companies with whom we've engaged in the past. However, what really sets them apart is their 'listen-first' approach.

Yes there were times that Lumotiv had to guide me (or sometimes pull me) along to get us where we needed to go, but it's easier to trust someone to do that when you know they are working with diligence and intent, to take you where they know you want, and need, to go. Because of the amount of time Lumotiv spent just getting to know us, I was confident that they were focused not on where Lumotiv needed to take Seprio, but, rather, where Seprio needed to go.

Are there any areas for improvement or something they could have done differently?

As I mentioned, Seprio still uses Lumotiv and we are sometimes challenged to hit deadlines. This is often due to just how much fun we have working together, and because I tend to believe the creative process requires time and space to truly flourish, but if you require adherence to strict deadlines, I'd suggest drawing up mutually-agreeable, clear expectations with Lumotiv and perhaps using a project manager to assist in tracking to your deadlines.

BACKGROUND

Please describe your company and your position there.

I am the President & CEO of a healthcare SaaS company. We develop and deploy software to help hospitals and physicians assist their patients with navigation their financial clearance needed to be reimbursed for the services provided.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Lumotiv, and what were your goals?

Our business was acquired by a private equity firm in 2018 following sales by the co-founders. Our objective was to reposition and build scale capacity to deliver hyper-growth. The legacy brand had little brand equity and awareness and was not reflective of the company's new vision. We engaged Lumotiv to help us rebrand and position the new brand.

SOLUTION

How did you select this vendor?

We interviewed four companies either referred to us by our private equity sponsor or through former relationships with the new CEO. One of the founders had a relationship with the CEO of Lumotiv who asked that we evaluate them. Ultimately, we believed Lumotiv's experience and understanding of our goals were best suited to deliver on the project.

Describe the scope of their work in detail, including any steps and the final deliverables.

The project involved a number of executive and client interviews to understand our current brand and the vision for the company and how a new brand should reflect this vision. They also performed market research on our competitors to better understand our competitive landscape. Following the interviews and research, Lumotiv facilitated design sessions to help develop the new brand and brand strategy.

How many people from the vendor's team worked with you, and what were their positions?

We worked with the CEO, a project manager and two other brand specialists.

RESULTS & FEEDBACK

Can you share any outcomes from the project that demonstrate progress or success?

Lumotiv developed our comprehensive brand strategy including a new name, logos/taglines, brand guidelines, and a brand promotion strategy. The new brand helped us achieve industry recognition (Best in KLAS), a 100% increase in bookings over baseline year, and helped improve lead generation by 30%.

Describe their project management style, including communication tools and timeliness.

The Lumotiv team was very hands on and willing to push back as appropriate. We met and reviewed status on a weekly basis and utilized Asana as a communication and project management tool. Our timelines were aggressive and Lumotiv was largely able to meet them even with scope creep.

What did you find most impressive or unique about this company?

The collaborative, hands-on approach and willingness to deliver disruptive ideas were impressive.

Are there any areas for improvement or something they could have done differently?

The only thing Lumotiv could have improved was driving better change management during the process given the level of transformation that was occurring inside our business.

BACKGROUND

Please describe your company and your position there.

MedAssist is one of the leading Revenue Cycle Management Companies. I was the CEO of the business when I used the services of Lumotiv to transform our company brand.

OPPORTUNITY / CHALLENGE

For what projects/services did your company hire Lumotiv, and what were your goals?

MedAssist was not new to the industry by any means but had gone through name changes and some legacy perceptions in the market about who we are that needed a refresh. We communicated the "what" of our offering in a clear manner but not necessarily the "why". Finding the "why" and branding our offerings around that, putting customers and their needs at the center of it all was our goal.

SOLUTION

How did you select this vendor?

We were introduced to Lumotiv by a friend and colleague based on their past positive experience. We had them do an initial study of our brand awareness and effectiveness of our positioning and present us a scorecard. The review of this initial work done by them and the quality of it, made it compelling for us to select them as their partner of choice.

Describe the scope of their work in detail, including any steps and the final deliverables.

As stated above, they first met with several of our colleagues in the company and our customers to understand what the company and its services meant to them. They studied our market positioning and message in public media as well as our proposals to clients. Outcome of this was a detailed report back to the executive team on what our opportunity areas were and a plan to work on the same.

'This was followed by a series of workshops with exec teams and multiple levels of leadership in the company to study the offerings, understand the value created by it, and develop a transformed brand and a new positioning.

We found out 'WHY" through these efforts. We articulated the "WHY" so clearly, through the lens of our customer that our customers loved it. We refreshed out brand images, colors, fonts and redesigned our website. A new brand awareness module was built and training was conducted across the organization to help everyone get comfortable with the new elevator pitch and the detailed description why we do what we do.

All of this would not have been possible without Lumotiv leading us through the transformation journey and being a part of our executive team. Peter, Lumotiv CEO, effectively acted as our virtual CMO and was an integral part of our team during this period of transformation.

How many people from the vendor's team worked with you, and what were their positions?

Peter, CEO of Lumotiv one of their marketing and branding experts and a project manager

RESULTS & FEEDBACK

Can you share any outcomes from the project that demonstrate progress or success?

Proof of the pudding for us was when some of our competitors stopped me at a conference and said "you guys for sure have transformed your brand and have refreshed your message. What are you up to? Who is your Marketing Director".

Besides the above, our win rates increased and our business unit delivered the best YoY growth the next year, at ~20% which was head of industry growth rate. Our staff felt more connected with the company as the new brand and its positioning represented their passion to serve the patients. Very powerful case studies were developed and published on our website. Website was completely redone.

Describe their project management style, including communication tools and timeliness.

Weekly meetings to update progress, participation in our leadership huddles to listen and understand business better, implementing HubSpot as a tool to effectively execute on the committed actions.

What did you find most impressive or unique about this company?

Their passion, commitment, and problem-solving skills were outstanding. We never felt they are an external team.

Are there any areas for improvement or something they could have done differently?

None that I can think of.