Knowing your customer is key to sales, right? I don't mean in the usual compliance sense, but in terms of what they need. When it comes to air traffic control, is it the same all over the globe? Is it done the same way everywhere and therefore what you sell will be relevant to all ANSPs? The answer is no. It's not.
The task might be the same indeed but this is where the analogy stops. ATCOs and ATSEPs in different countries often have to deal with very different issues. Obviously, the European core area ANSPs have to deal with high levels of traffic but how does this extrapolate outside of the core area?
I started my career in ATC with
Skyguide and, for years, I simply thought all ANSPs were the same. Moving to
DFS later and having projects at
DSNA was the first eye opener for me. After creating FoxATM and working with ANSPs all over the place, I realized how varied day-to-day challenge are at different organizations.
And, it's more than traffic. ANSPs have to deal with equipment and infrastructure becoming obsolete and requiring updates, others deal with social issues, and at some ANSPs training is the largest pain point. They might have a complicated relationship with the regulator, or a dramatic reduction of traffic flow because of a regional conflict.
All of these challenges play a role. So, it is important to know your customers and understand their needs. Otherwise, sales attempts will only end up in wasted time on both sides. So keep your finger on their pulse and let us, at FoxATM, provide you with information beyond market intelligence, because context is super important.
Vincent