The Air Traffic Management (ATM) market is characterised by slow procurement cycles, a limited number of players and rules imposed on purchasing organisations because they are often part of a state’s administration. This makes for a challenging market to navigate:
- There is no central place where all calls for tenders can be found. Depending on the expected contract amount, they are published either directly by the tendering organisation, or on a central government website, or even centrally at European level. Finding and monitoring all such websites is a tremendous effort.
- Calls for tenders published in the European database have standard codes supposed to describe what they are about. However, this encoding is not very reliable and finding the relevant calls for tenders requires a lot of various, smart ways to query the database. With 4,000 notices a day, this is quite a haystack to search, and this haystack is in all languages of the European Union.
- The number of potential customers is small and companies focusing on specific niches can’t afford to not see a call for tenders, especially when the number of opportunities every year can be counted on the fingers of one hand.
Sales teams are pretty busy. When they are writing bids, visiting customers, and maintaining good relationships with established and potential customers, the task of scanning the market for new opportunities often gets neglected. Missing a big opportunity just because the team is focused on preparing for a small one should never happen, but it does.
A good sales team looks for more than calls for tenders. Contract awards are important to know which potential customers are surely not buying now and how the competition is doing. Information like new projects, new concepts, research results is all about what goes on in the market and is must-know information for successful sales discussions.
Collecting all of this intelligence is a lot of work, it is tedious and on a daily basis, it often comes to finding no information. But missing the interesting article, blog post, or information can have severe consequences.
Market intelligence made simple
This is where the FoxATM Market Radar service enters the game. Our team of experts use our custom-made software to find calls for tenders on more than 520 websites: ANSPs, CAAs, industry providers of all sizes, regulators, research institutions and even media outlets specialised in ATM. We dive into thousands of pieces of information every day to identify the relevant ones. We also look at calls for tenders and contract awards databases.
The information collection is automated and the first level of filtering is automated, but the final decision is always done by an expert with industry experience. Not only do our experts know the ATM market but they also know what our customers are looking for. This is critical to decide if a given piece of information is relevant for a specific customer or not.
Taylor made for your company
Time sensitive information is sent on the same day because responding to call for tenders is a time-critical activity. This relieves our customers from the mundane research tasks and frees resources for what they do best: taking care of their prospects and customers.
Networking is also an integral part of the FoxATM Market Radar service. When our customers need support in finding the right partners to team up for a bid or when they need introductions to potential customers, they can count on our extensive network of contacts across the ATM industry. We don’t simply give contacts, we organise introductory meetings and participate in them, if desired, to ensure that the newly created relationships start well.
The FoxATM Market Radar is an all-round service provided by in-house experts that interact with our customers on a regular basis, bringing support and a fresh perspective from the outside to move forward on many topics where we can bring additional expertise.
An affordable radar to navigate the market easily
The different levels of service and pricing make the FoxATM Market Radar available to large and small companies alike. Monthly prices start at 99 euro. It can also be used as a backup solution, adding one more valuable source of information. Because information can only harm those who don’t have it.
FoxATM Market Radar operates on a daily basis, ensuring continuity and gives you certainty that you have your market market intelligence in check and can focus on what only you and your sales team can do.
