ABB saw a major opportunity as airports around the world invested billions in new and upgraded infrastructure. But it had limited recognition in the sector and faced a complex stakeholder ecosystem, with different mega-projects at different stages and purchasing decisions influenced long before technology was specified.
Rather than treating every stakeholder equally, we identified Design Consultants as the critical influencers and focused on what mattered to them: creating efficient, sustainable airports and a better passenger experience. That gave ABB a clearer role – not simply supplying technology, but bringing expertise and solutions together across every stage of an airport project.
We turned that strategy into a highly personalised global ABM programme, tailored by location and project stage, generating 279 new leads and helping ABB influence the people shaping future airports.
“The top reached accounts are very impressive, making me very happy.”
Trideep Barua
ABB Global Segment Manager, Infrastructure
