Aeromot and Nexforce: Taking Off Lead Generation and Business in a High-Value Market

The aviation sales environment: a long-term, high-complexity challenge

With a solid track record of nearly 60 years, Aeromot has established itself as a global reference, operating in the demanding markets of civil, military, and public safety aviation. Operating in these segments means navigating a universe where purchasing decisions are rare and meticulously planned events, often taking up to three years to be completed.

This reality demands prospecting and lead qualification strategies that are not only robust but extraordinarily sophisticated. Such a long sales cycle is a true endurance test for any commercial team. Over these years, multiple decision-makers enter and exit the process, technical specifications may change, and the original context of the first conversation risks being lost.

In this environment, industry events such as international fairs and conferences represent invaluable touchpoints. They are rare opportunities for direct interactions with potential clients and for initiating negotiations of extremely high value. However, before collaborating with Nexforce, Aeromot faced a significant barrier in improving the analysis of the true impact of these encounters.

The difficulty was concrete: how to connect, unequivocally, a lead captured at a fair in Europe with a deal effectively closed 24 months later?

Traditional prospecting channels, often based on disconnected spreadsheets, individual notes, and email exchanges, created information silos. This fragmentation made it nearly impossible to have a consolidated, strategic view of the sales funnel.

The need to consolidate all lead data, interactions, and deals into a detailed, accessible history was increasingly pressing. This unified view was the missing piece to support future decisions with confidence. The guiding question in the search for a solution was clear and direct: how can prospecting and commercial management be improved in markets with such long and complex cycles?

The answer lay in seeking integration, automation, and above all, a 360-degree visibility of the customer journey.

Nexforce's strategy: HubSpot as the pillar of the new revenue operation

In April 2024, Aeromot took a strategic and decisive step in its commercial evolution journey. The company adopted HubSpot as its central CRM platform, in a remarkably agile implementation process that was completed in just three months.

The driving force behind this successful transition was Nexforce, through its NexOps business unit. NexOps is entirely dedicated to executing and implementing Revenue Operations (RevOps) projects, a methodology that aims to cohesively align marketing, sales, and service teams to maximize a company's revenue potential.

NexOps' support was essential, ensuring a smooth transition with an initial focus directed at two high-impact areas: optimizing the prospecting process and precisely tracking results generated at strategic events.

The designed solution went far beyond a simple software implementation. It integrated sales operations, customer support, and communication automations into a single cohesive platform, eliminating data silos. This centralized approach provided Aeromot with an arsenal of new capabilities.

• Deep Visibility with Marketing Hub Professional: The ability to automate highly personalized communications was a game-changer. Lead nurturing, which was previously a manual and difficult-to-scale process, became intelligently orchestrated. It was now possible to deliver relevant content—such as technical whitepapers, regulatory updates, and webinar invitations—at the exact moment in the buying journey, keeping leads engaged over months or years.

• Superior Pipeline Management with Sales Hub Professional: The platform brought unprecedented clarity to the entire lead journey. Managing the sales team's activities was simplified, proposal creation became more agile, and most importantly, sales pipelines were centralized. This eliminated spreadsheets and provided a single source of truth, accessible throughout the organization and fundamental for revenue predictability.

Concrete results: elevated efficiency and visibility in Aeromot's operations

The HubSpot implementation, orchestrated with NexOps' RevOps expertise, didn't take long to generate transformative impacts for Aeromot. The new structure dramatically elevated operational efficiency and strategic visibility across all customer-facing areas.

Marketing: optimized campaigns and data-driven decisions

With Marketing Hub tools, Aeromot's marketing team reached a new level of performance and intelligence. Event monitoring, which was previously a strategic blind spot, became a rich source of actionable insights.

The main gains in the marketing area were:

• ROI analysis by event: The company can now conduct detailed analyses of prospecting generated at each fair, tracking the direct impact of these actions on closed deals. It's possible to know exactly which event generated the most qualified pipeline.
• Strategic investment decisions: With concrete data in hand, decisions about participation in future events became much more assertive, allowing the marketing budget to be allocated with the certainty of generating clear, measurable returns.
• Funnel optimization: The ability to track the complete journey—from lead capture to sale closure—allowed continuous optimization of campaigns and content strategies to attract ideal customer profiles.

Sales: centralization, acceleration, and customized precision

For the sales team, adopting Sales Hub Professional was synonymous with acceleration and precision. Aeromot proved that it's possible to have more agile sales cycles and rigorous control, even in the most complex market.

The most impactful advancement was the use of HubSpot's Custom Objects. This advanced functionality was a true game-changer. It allowed Aeromot to register and manage highly specific information from the aeronautical sector that doesn't fit into standard fields.

Think about registering and cross-referencing data such as aircraft models, serial numbers, detailed technical configurations, avionics packages, and maintenance histories directly in each client or deal profile. This resulted in surgical precision in information control. The commercial team gained deep strategic alignment with the technical area, focusing on optimizing proposals and converting deals with an impeccable data foundation.

Customer Experience: agile support and continuous innovation

HubSpot's impact at Aeromot quickly transcended marketing and sales areas. The company expanded platform usage to optimize internal workflows in vital areas such as maintenance, contract management, and engineering projects, using automation to increase efficiency across its entire value chain.

In customer support, Service Hub Enterprise took on a central role. Centralized ticket management enabled a unified view of all requests, streamlining response times and dramatically improving service quality. In a sector like aviation, a complete and accessible service history is crucial for safety and compliance.

Implementing scheduled responses and chatbots helped filter and route demands more quickly, while customer satisfaction surveys (NPS) began providing continuous insights to proactively improve the customer experience, feeding back to engineering and product teams.

Excellence in Revenue Operations: the foundation for sustainable growth

Aeromot's case is a clear and powerful demonstration of the impact of a well-executed Revenue Operations strategy, especially in a market of extreme complexity. Nexforce, through the deep expertise of its NexOps unit, empowered Aeromot to transform its most intricate operational challenges into tangible, measurable growth opportunities.

The gains in qualified lead generation, sales cycle optimization, critical data centralization, and continuous customer experience improvement are concrete proof of the value of an approach focused on aligning people, processes, and technology.

Aeromot's example highlights that a precise diagnosis of challenges, followed by the implementation of integrated platforms like HubSpot and supported by partners specialized in RevOps, is the safest path to operational excellence and sustainable growth. Technology is the vehicle, but the RevOps strategy is the engine that drives results.

If your company operates in a market with long sales cycles, faces difficulties in prospecting new clients, or seeks to optimize pipeline management and customer experience, NexOps has the expertise and methodology to transform these challenges into a powerful competitive advantage.