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Interview with Valerio Annichiarico of Ital Tetti
On 7 October 2021, Oscar Dalvit wrote an enthusiastic post about Ital Tetti, a company from Rimini, and about what was happening to it. Five years later that case was counted in full, with a verifiable method — and the real numbers are bigger than the ones written back then, but they say something different.
Published 7 October 2021 · revised 16 August 2026
The case, counted
What it actually produced, and how we know
The count covers thirteen months, not thirty days. Every referral was entered by the partners in the app and notarised one by one: it is not a retrospective estimate, and it can be verified by a third party.
3.086.300 €
Revenue generated through referrals
September 2021 – September 2022 · sum of the referrals that closed successfully, notarised one by one in the app · roughly 20% is attributable to the Superbonus 110%, the Italian home-renovation tax incentive
88%
Of partners were already customers of the company
Same period · of the total partners activated; the remaining 12% were external technicians, tradespeople and engineers
289
Referrals registered, of which 29 deals closed
Same period · 169 declined and 91 still in progress when the measurement closed
Why the third number is there
Of 289 referrals registered, 29 became closed deals: roughly one in ten. A hundred and sixty-nine were declined.
A well-told success story usually doesn't carry that number. It's here because the Fifth Law requires every measurement to be published with its method — and because one in ten, on referrals that cost nothing, is still a different game from buying attention at auction.
What the 2021 post said
«My hands are shaking as I write this blog post»
It's worth rereading, because it already contains the right intuition alongside the mistake this project then spent years correcting.
The intuition
That every structured company is "an endless source of interconnections between people", and that those interconnections can be counted. From there comes the idea of calculating the sphere of influence of an entire company, trade by trade, and relating it to the business it has in hand.
That idea became the Relational Footprint and then Relational Capital. It holds up.
The mistake
The post announced "€500,000 in revenue increase in 30 days" and derived from it that every fifteen minutes invested were worth €10,416. Neither number had a stated method, and the second was a division performed on unverified data.
They haven't been reproduced here. The real count came later, it is bigger, and above all it can be checked — which is the only property that makes a number worth publishing.
One word at a time
From sphere of influence to the Relational Footprint
The 2021 SOI
It started from Dunbar's number — roughly 150 people with whom an individual maintains stable relationships — and multiplied it by headcount, adjusting for how hard the target is to reach. It was a clever estimate made on paper.
Today's Footprint
It isn't estimated: it's declared. Every person fills in who they are, what they do and who they know, across nineteen business sectors (Relational Footprint). On top of that map, the calculation proposes the right introduction, which is a match, not a name.
And the person who opens the door is called a Connector, not a referrer: because doing so puts their own reputation on the line (Sixth Law).
In 2021 the mine was estimated. Today it's declared, and counted.
The first step
Where your company stands, in one number
AIRA-SCAN© measures the Relational Capital your company already has: ten questions, three minutes, no registration required. Your browser calculates the score and it appears immediately, along with the dimensions where you're losing the most points.
The extended report then arrives by email, and within one working day someone calls you: you look at the result together and assess whether the AIRA-DX© Stoic Analysis makes sense for your company. It's free and limited to twelve a week, so it isn't owed to whoever takes the check-up: it's decided together.
Would you rather just talk it through? The number is 0549 888808.