Sales Management Solution
Flybe is the largest independent regional airline in Europe.
Flybe connects over seven million passengers a year across the UK and Europe on 149 routes serving nine countries from 62 departure points. Already operating more UK domestic flights than any other airline, Flybe intends to expand its branded, scheduled commercial operations by developing new routes and bases within the UK and exploiting potential in the wider regional European market through its connections to the world via long-haul hubs such as Manchester, Birmingham, Paris, Dublin and Amsterdam.
Flybe engaged with Pythagoras following a recommendation by a member of senior management who had previously worked at easyJet where Pythagoras had carried out a similar, successful Dynamics CRM project; creating their first B2B sales team, increasing B2B revenues and corporate intelligence.
Pythagoras were seen as strategic to provide a system that would underpin the performance of travel management companies, online travel agents, corporates, tour operators and the ability to analyse where Flybe should be engaging as well as identifying new routes and markets they could be exploring.
During consultation and through elaboration workshops, Flybe set out a list of must-have requirements within the new CRM system, particularly concerning the ability to record various types of information and data, as well as reporting on revenue and performance.
Using a waterfall methodology (a very structured process based on fixed requirements, deliverables and timelines), discovery and high level workshops, the project continued to be elaborated upon further, including providing a number of playbacks to Flybe showing them what the system would look like, ensuring they were happy and that all requirements had been satisfactorily met before beginning the build of their new CRM system.
Q1. Following the solution deployment, did you notice any instant changes to operations?
The introduction of Pythagoras as Flybe’s Sales CRM partner immediately brought process efficiencies to the sales team with a ‘one-stop’ comprehensive solution detailing pipeline opportunities, client interactions and existing relationship requirements through one cloud based platform. Operational benefits were immediately apparent over former non-CRM systems which were previously used within the sales team to track on-going client related matters.
Q2. Has the new CRM system created additional revenue as hoped?
The new CRM system clearly details revenue generating opportunities and leads prompting greater awareness through the business. This improved visibility expedites speed of action and easier prioritisation as a result, ultimately increasing revenue for Flybe.