British Airways…

British Airways Sales Presenter

Introduction

Speedwing, the IT division of British Airways, sold a range of revenue accounting software solutions to airlines around the world.

COPS4 is one of their most sophisticated products that divides ticket revenue between the airlines when a multi-carrier ticket has been booked through one airline.

Problem

Qualifying prospects was an expensive process that involved flying a team of two people (one sales and one product manager) plus necessary hardware to locations around the world, often only to find that their prospect was not suitable for their product.

Solution

Our objective was to put Speedwing's complex proposition in the context of their prospects' business without having an expensive product manager or salesman present. After an initial consultancy phase, we recommended a CD ROM to improve the pre-sales qualification process. This included 3D models of the customer's business process so he could understand how COPS would work in his environment.

A COPS product simulation was also part of the CD.

Result

This solution resulted in the reduction of initial contact costs of several thousand pounds as well as improved conversion rates.

At the same time the salesman was provided with a tool that enabled him to explain and demonstrate COPS4 without having to continually call upon the support of a product specialist.