Reaching the audience
We also realised that we had an even bigger issue, when discovered that Airsup was mistakenly targeting minor audience groups in their sales processes (previous marketing was not targeted at all). We defined our prior groups, which were mostly airline procurement managers (smaller airlines) and senior technical engineers (market leaders).
Another insight we discovered was that their main decision-making criteria when choosing outsource maintenance company were certifications, reputation and facilities. That's where our hangar came in handy again.
As a result, we had an idea of creating a virtual 3D tour around Airsup's hangar, where our TA will be able to explore all the scope and expertise of Airsup.