Case Study
From transactional to multi-platform
solution selling
We now have a standard way of building and presenting campaigns.
It’s consistent and scalable – everyone knows how to do it.”
Mark Buller
Commercial & Growth Director
Average order value
increased by 50%
Year-on-Year revenue
grew by 20%
The Challenge: Stuck in single-event sales
Ultima’s business was heavily reliant on event revenue. While events were profitable, this narrow focus made it difficult to achieve the level of growth needed to meet ambitious company targets.
“Customers were asking for campaigns that covered the whole marketing funnel – brand awareness, lead generation, content, and events,” says Mark Buller, Commercial & Growth Director at Ultima Media.
“But we were still just selling single-event packages. We risked hitting our event target but missing the overall company target.”
Without the ability to sell integrated solutions, Ultima was missing out on larger, strategic deals and leaving significant marketing budgets untapped.
It was clear that to grow sustainably, the company needed to move beyond transactional, event-first sales and start delivering multi-channel, long-term programmes.
The Solution: Enabling end-to-end solution selling
Ultima partnered with Flume to completely transform its sales approach. Sellers were trained to lead with discovery, focusing on deeply understanding customer objectives before presenting solutions.
The training gave the team the skills and tools to package events, digital, and print into cohesive, multi-product campaigns that addressed customer needs across the entire funnel.
“The tools and coaching made it simple,” says Mark.
“We now have a standard way of building and presenting campaigns. It’s consistent and scalable – everyone knows how to do it.”
Flume’s approach embedded these changes into day-to-day workflows through practice, application, and review. This ensured new behaviours became part of the team’s culture and could be applied at scale across every deal.
The Result: Predictable growth, proven impact
The transformation delivered rapid and measurable results:
- By the end of Q1, Ultima had already achieved 72% of its annual target, driven by a surge in multi-product deals and campaign-based selling
- Year-on-year revenue grew by 20% with the same team size, demonstrating that smarter, more strategic selling – not extra headcount – was fuelling
growth - Forecast accuracy rose to 93%, giving leadership reliable visibility and control over future performance
Mark reflects on the turning point: “Seeing those numbers build so quickly was a real moment for me. It showed that this wasn’t just about hitting targets – it was about building a sustainable, scalable model for growth.”
These improvements were accompanied by broader commercial and operational gains:
- Average order value increased by 50%, from £30,000 to £45,000, as sellers built larger, integrated campaigns
- Performance across the team levelled up, moving from two high performers to the entire team consistently ahead of plan
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