Case Study: DFS Deutsche Flugsicherung achieves higher sales turnover with Longview

Targeted Information Results In Higher Sales Turnover For DFS

DFS Deutsche Flugsicherung (DFS) is Germany’s state air navigation provider and also sells air traffic control systems and services through its Aeronautical Solutions division. The global sales team struggled with fragmented, locally held project data (previously in Access and personal files), which prevented a structured, proactive approach to market development and led to missed or delayed opportunities.

DFS built a Market & Competitive Intelligence System on its Oracle infrastructure using arcplan Enterprise to centralize market, opportunity and competitor data, apply prioritization indicators, and give 30 sales users worldwide timely, drill‑down reports. The result: sales efforts became targeted and proactive, decision-making sped up, proposal workflows were streamlined, and the company achieved higher sales turnover and improved win rates for global projects.

DFS Deutsche Flugsicherung

Stefan Lentz

Head of Aeronautical Solutions