OBIZCO uses Miller Heiman techniques in order to approach each market segment and structure business development
- Client: SITA
- Situation: SITA is the global player in the Aviation sector and it was then focusing mainly on its business with airlines, airports, and governments. After recognizing the potential for ATM business, support was required to identify the business development strategy and the subsequent execution (from Europe, Middle East, Africa to global).
- OBIZCO delivered prioritization mechanisms for targeting key market segments; definition of generic sales and business approaches; execution of the business development plan
- Results: More than 15% annual growth in the ATM sector for SITA, and recognition as a major player