Challenge:  Hawker Beechcraft’s aircraft sales and customer support teams weren’t collaborating as well as they could have.  After-sale support revenues could be higher if positioned correctly during the initial aircraft sale.

Approach:  Collaborating with leadership from both teams, Seneca Rocks designed a new matrix organization that brought both teams together at the initial sale.

Outcome:  The opportunity to position and sell aftermarket services much earlier in the sales cycle.