Prospecting: Identify potential customers (airline operators, aircraft service providers, MROs) who could benefit from UltraView’s inspection technologies. Utilize various methods such as market research, online networking platforms, industry events, and referrals.

Initial Contact: Reach out to the prospective clients identified. This could be through emails, phone call, referrals, and confrences such as MRO Americas, Paris Airshow, and ISTAT. Provide a brief introduction about Ultraview and its offerings and seek to understand their needs and challenges.

Qualification: Determine if the prospect is a suitable fit for UltraView’s solutions. Key considerations include their needs, budget, decision-making process, and timeframe. An acronym often used here is BANT (Budget, Authority, Need, Timeline).

Presentation/Demonstration: Tailor a presentation or demonstration of UltraView’s inspection technologies to show how it can address the prospect's needs and challenges. Highlight the unique value proposition and competitive advantages of UltraView’s solutions.

Objection Handling: Address any questions, concerns, or objections raised by the prospect. Provide reassurances, additional information, or even customer testimonials where necessary.

Closing: Once the prospect is satisfied and ready to proceed, finalize the sale. Discuss pricing, contract terms, delivery, and any other necessary details. Always try to get a verbal agreement or even better, a signed contract.

Follow-up and Customer Retention: After the sale, maintain a relationship with the customer. Regularly check in to ensure they are satisfied with the product and offer support where necessary. Look for opportunities for upselling or referrals.

Product / Value proposition: Defense Aviation

Sales process - Defense Aviation

Looking into federal Markets

Looking at agency’s that we could be servicing (intel, otherwise)

Vertical analysis:

NAISC - North American Information Classification system

Determine which codes are going to fall into

Look at top 20 agency’s/entities that are responsible for our NAICS code:

Understand spending and NAISC codes ( to understand if its worth our time, effort, and energy to pursue)

There are seasons that DoD does not market (Calendar quarter 2/4 are frozen for funds)

Break down large and small business vendors to understand competition.

Can also partner with these competitors as a sub.

Look at Forecasting spending for 2024

Hire someone that does this for a living

Understand concentration of efforts

NASA SEWP 6- contracting vehicle

200k individual task order, totalling 50B in contract obligations

Fastest vehicle, and no sign of slowing down

Looking at anticipated procurement pipeline

GWACS - Government wide acquisition system

market vertical overview needs to happen

Total value awarded by the fed was $53B, 12% increase from last year.

Need to generste enduser demand signal, but it is already obvious.

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