Case Study: World Leader in Air Transport Communications achieves over USD 350 Million in TCV with WNS Sales CoE and Sales Support

Generating USD 350 Million in Total Contract Value over a Decade for an Air Traffic Communications Specialist

World Leader in Air Transport Communications, a leading provider of air transport communications and IT solutions, struggled to serve a 3,000+ customer base because its regional sales teams focused mostly on large and medium accounts. Small and very small customers still contributed 20% of sales targets, but required too much time and effort, so the company turned to WNS and its Sales Center of Excellence and inside sales capabilities for help.

WNS implemented a centralized inside sales and sales support model, with direct sales teams across key regions, multilingual customer support, pricing and proposal support, CRM opportunity management, and centralized governance. Over the decade-long engagement, WNS helped close more than USD 350 million in total contract value, including over USD 80 million through direct sales, identified more than 7,000 opportunities, increased TCV by 216% in the last five years, and cut the cost of achieving that TCV by 57%.