Situation
LYTT is a deep-tech leader that uses advanced fibre-optic sensor technology and real-time data analytics to help industrial businesses monitor their assets. Operating in a highly technical, process-driven sector, the team’s natural focus was on product features rather than client outcomes.
While their technology was world-class, they lacked a unified approach to client engagement. To scale effectively, LYTT needed to move beyond technical feature-selling and embed a client-centric culture that could transform complex data into clear business value.
Solution
True & North delivered a tailored Client-Centred Thinking programme to reframe how LYTT approached its unique value proposition. We introduced a shared framework for client engagement, supported by targeted group coaching and one-to-one sessions.
By focusing on empathy and structured discovery, we helped the team move from explaining what their product does to understanding why it matters to the client. This unified approach ensured that every proposal was built on a foundation of trust and a deep understanding of the buyer’s experience.
The results
Quality of client engagements
A key outcome for LYTT was to increase the quality of client engagements, enabling better deal control and understanding of the buyer experience.
Improved conversion
“Our training with True & North has enabled us to improve our discovery sessions with clients and the quality of our proposals, which will impact our conversion rate.”
CEO
at LYTT
Become better partners
The LYTT team reframed conversations around real clients and what they cared about, opening new ways to position Lytt’s unique value proposition
Collaboration
LYTT developed common language and steps for client engagement that focused on driving collaboration, increasing understanding and building trust with the client.
coo, LYTT
