SWOT
Airbus logo

Airbus Sales

To drive sustainable revenue growth by connecting Airbus innovations to global market opportunities while leading aerospace in revenue diversification by 2035

Stay Updated on Airbus

Get free quarterly updates when this SWOT analysis is refreshed.

Airbus logo
Align the strategy

Airbus Sales SWOT Analysis

|

To drive sustainable revenue growth by connecting Airbus innovations to global market opportunities while leading aerospace in revenue diversification by 2035

Strengths

  • PORTFOLIO: Diverse product offering across commercial, defense & space
  • BRAND: Strong global brand recognition and customer loyalty
  • PRODUCTION: Efficient manufacturing capabilities and supply chain
  • INNOVATION: Industry-leading R&D in sustainable aviation tech
  • GLOBAL: Established presence in all major aerospace markets

Weaknesses

  • DEPENDENCY: Over-reliance on commercial aircraft segment
  • DELIVERY: Persistent production delays affecting customer trust
  • PRICING: Premium pricing strategy limiting market penetration
  • DIGITAL: Underdeveloped digital service offerings vs competitors
  • TALENT: Skills gap in emerging tech areas (AI, sustainability)

Opportunities

  • SUSTAINABILITY: Growing demand for eco-efficient aircraft
  • SERVICES: Expansion of high-margin aftermarket service business
  • DEFENSE: Increased global defense spending post-pandemic
  • URBAN: Urban air mobility and eVTOL market emergence
  • APAC: Accelerating aerospace growth in Asia-Pacific region

Threats

  • COMPETITION: Boeing recovery and emerging manufacturers
  • SUPPLY: Ongoing supply chain disruptions and material shortages
  • GEOPOLITICAL: Trade tensions affecting global aerospace market
  • PANDEMIC: Lingering COVID effects on commercial travel demand
  • REGULATORY: Increasing compliance costs and certification delays

Key Priorities

  • SUSTAINABILITY: Accelerate green aviation tech commercialization
  • SERVICES: Expand digital & aftermarket service offerings
  • PRODUCTION: Resolve supply chain & delivery timeline issues
  • APAC: Intensify go-to-market strategy for Asia-Pacific region
Airbus logo
Align the plan

Airbus Sales OKR Plan

|

To drive sustainable revenue growth by connecting Airbus innovations to global market opportunities while leading aerospace in revenue diversification by 2035

GREEN SKIES

Lead the market in sustainable aviation technology

  • COMMERCIALIZE: Launch 3 new eco-efficiency service packages generating €75M in new bookings by Q3
  • MARKETING: Establish sustainability ROI calculator used in 90% of commercial aircraft pitches
  • PARTNERS: Secure 5 new strategic sustainability partnerships with major airlines or energy companies
  • CERTIFICATION: Complete certification process for SAF-optimized engines on A320neo family
SERVICE EXPANSION

Transform aftermarket services into a growth engine

  • DIGITAL: Deploy AI-powered predictive maintenance platform with 25+ airlines generating €120M
  • PACKAGES: Develop and sell 3 new bundled service offerings with 40% higher margins than standalone
  • TRAINING: Certify 100% of account executives on new service value proposition and pricing models
  • RENEWALS: Increase service contract renewal rates from 76% to 85% through value-based selling
DELIVERY EXCELLENCE

Resolve delivery timeline issues to rebuild trust

  • VISIBILITY: Implement real-time delivery tracking dashboard with 95% accuracy for all customers
  • SUPPLIERS: Qualify 30 new tier-1 suppliers to reduce critical component dependencies by 40%
  • PROCESS: Reduce time from order to delivery confirmation by 35% through process optimization
  • COMMUNICATION: Achieve 9.0/10 customer satisfaction score on delivery transparency metrics
APAC ACCELERATION

Capture dominant market share in Asia-Pacific region

  • PIPELINE: Grow APAC qualified opportunity pipeline by 75% from $28B to $49B
  • TEAM: Expand APAC sales organization by 40% with focus on local market expertise
  • PARTNERS: Establish 8 new strategic partnerships with regional carriers and governments
  • LOCALIZATION: Develop APAC-specific value propositions for all major product lines
METRICS
  • Total Order Book Value: €570B
  • Book-to-Bill Ratio: >1.2
  • Services Revenue Growth: 22%
VALUES
  • Customer-centricity
  • Innovation
  • Sustainability
  • Excellence
  • Integrity
Airbus logo
Align the learnings

Airbus Sales Retrospective

|

To drive sustainable revenue growth by connecting Airbus innovations to global market opportunities while leading aerospace in revenue diversification by 2035

What Went Well

  • COMMERCIAL: A350 orders exceeded forecast by 22%, driven by long-haul
  • DEFENSE: Military aircraft division achieved 118% of revenue target
  • SERVICES: Aftermarket service revenue grew 15% year-over-year
  • SUSTAINABILITY: ZEROe hydrogen aircraft program attracted new partners

Not So Well

  • PRODUCTION: A320 family delivery timeline slipped due to supply issues
  • COSTS: Raw material inflation impacted margins by 2.3 percentage points
  • PIPELINE: Q1 conversion rates fell below 40% target in North America
  • DIGITAL: Services platform adoption lagged 35% behind implementation goal

Learnings

  • FORECASTING: Current models underestimate supply chain disruption impact
  • MESSAGING: Sustainability value prop resonates more with Asian carriers
  • TRAINING: Sales enablement program showing 28% boost in deal velocity
  • PRICING: Value-based packaging outperforms traditional model by 18%

Action Items

  • DIVERSIFY: Accelerate supplier diversification for critical components
  • DEPLOY: Roll out AI-powered demand forecasting tool across all regions
  • BUNDLE: Create integrated product-service packages for higher margins
  • SEGMENT: Develop region-specific value propositions for key markets
Airbus logo
Drive AI transformation

Airbus Sales AI Strategy SWOT Analysis

|

To drive sustainable revenue growth by connecting Airbus innovations to global market opportunities while leading aerospace in revenue diversification by 2035

Strengths

  • DATA: Vast proprietary fleet & operations data for AI training
  • PARTNERSHIPS: Strategic AI alliances with tech leaders
  • INVESTMENT: Substantial AI R&D funding already in place
  • TALENT: Growing AI expertise within Airbus digital division
  • USE-CASES: Clear revenue-generating AI applications identified

Weaknesses

  • INTEGRATION: Siloed AI initiatives across business units
  • ADOPTION: Slow internal adoption of AI-powered sales tools
  • LEGACY: Outdated revenue forecasting models needing overhaul
  • TRAINING: Insufficient AI literacy among sales leadership
  • GOVERNANCE: Unclear AI ethics framework limiting deployment

Opportunities

  • PREDICTIVE: AI-powered predictive maintenance revenue streams
  • PERSONALIZATION: Tailored customer journey optimization
  • PRICING: Dynamic pricing models based on real-time data
  • EFFICIENCY: Automated lead qualification and routing
  • FORECASTING: More accurate revenue and demand forecasting

Threats

  • COMPETITION: Competitors advancing faster in AI adoption
  • REGULATION: Evolving global AI regulations restricting use
  • SECURITY: Data privacy concerns limiting customer sharing
  • COST: Rising costs of AI infrastructure investment
  • TALENT: Fierce competition for limited AI expertise

Key Priorities

  • INTEGRATION: Unify AI initiatives under revenue-focused strategy
  • PREDICTIVE: Launch AI-powered maintenance service packages
  • TRAINING: Implement comprehensive AI literacy program
  • FORECASTING: Overhaul revenue forecasting with advanced AI