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Airbus Sales

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

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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
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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
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Align the learnings

Airbus Sales Retrospective

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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
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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