“This was a picture of a diverse number of business teams using a disparate array of core information, sales tools and business processes. We needed a visible, centralised CRM conduit that would enrich our commercial proposition as NZ’s largest transport, travel and business district hub.”
Carl Eakins, Project Manager, Auckland Airport.
Only when you get the triangle into place do you start to see the benefits.
More information: http://www.intergen.co.nz/Our-Work/auckland-airport/
Dynamics Day 2016: CRM Field Service and Project Service
Auckland Airport Dynamics CRM (case study)
1. PUBLIC SECTOR, TRANSPORTATION
case study
Dynamics CRM
touches down
Auckland Airport
NZ’s Largest and
fastest growing
transport hub.
THE SITUATION
The big thing Intergen
really gets is that
a successful CRM
project isn’t just about
the tool – it’s about
understanding the
business need, having
the right motivation and
giving good training so
that people will buy into
the change.
Carl Eakins
Project Manager
Auckland Airport
Auckland Airport is New Zealand’s
largest and fastest growing transport
hub. As the main gateway to our
country, the airport welcomes over
13 million passengers annually and
generates around $20 billion for our
economy – a business district in its
own right.
Auckland Airport is continually
accelerating its programmes of
development including strategies
led by its Aeronautical Business
Development, Property and Retail
business teams. Establishing a strong
CRM platform was essential to managing
and prioritising a pipeline of opportunities
across these businesses.
Auckland Airport had started down a
path to put a CRM model “in the air”,
when they challenged their original
view and questioned if they were
maximising the full potential of
their investment. In a market sweep,
Auckland Airport Project Manager,
Carl Eakins was drawn to Intergen’s
Rapid Results approach.
“We decided to ask more questions of
what we could achieve, and our search
for a partner brought one name into
the frame, and that was Intergen.
The have a great track record of
Microsoft Dynamics CRM success and
their Rapid Results approach was a
good pricing model that could rapidly
give us what we needed to get CRM
running and working.”
2. THE PAIN
“Our business situation presented a
picture of a diverse number of business
teams using a disparate array of core
information, sales tools and business
processes. We needed a visible,
centralised CRM conduit that would
enrich our commercial proposition as
New Zealand’s largest transport travel
and business district hub,” Carl says.
Auckland Airport needed to bring
together its people, its processes and
its technology.
the VISION
One of Carl’s main conclusions from
the partnership that developed between
Auckland Airport and Intergen was that
Intergen clearly understood the much
talked about triangle between people,
processes and technology. He explains
how Intergen was eager to understand
their business:
“Even at RFP stage they were saying.
Yes we can make it work. And putting
in the effort to demonstrate an
understanding of our vision,” he says.
Intergen rapidly took hold of our plan
and was very fast on its feet in putting
its own spin on how we could get the
most value from our investment. They
made very sensible decisions from day
one, resourced the project well and
performed within budget.
“The big thing Intergen really gets is
that a successful CRM project isn’t just
about the tool—it’s about understanding
the business need, having the right
motivation and giving good training so
that people will buy into the change.”
The aeronautical and property divisions
were first to taxi down the CRM runway.
Dynamics CRM assists the aeronautical
business development team to look at
synergies between multiple airlines,
routes, time slots and destinations.
In a complex operation, keeping tabs
on key relationships, workflows,
reporting capabilities and managing
opportunities is essential to support
those linkages.
One of Auckland Airport’s most
strategic assets is a significant and
strategically located property offering.
Property development activity has just
topped over $100 million as part of
Auckland Airport’s growth strategy.
CRM has proved to be the ideal tool to
manage these portfolios and identify
new opportunities.
the GAIN
The Business Case
With an accelerated and high
value programme of development,
Auckland Airport needed a strong
CRM tool to view, manage and
prioritise its pipeline of opportunities.
The Business Value
»» Greater visibility of operations
and opportunities
»» An enriched commercial
proposition through improved
portfolio management
»» Centralising diverse teams
and disparate processes
»» Better management of key
relationships, workflows and
reporting capabilities
»» The ability to look at synergies
between airlines, routes,
destinations and time slots
The Engine Room
»» Microsoft Dynamics CRM
»» Intergen Online Hosting Services
As Auckland Airport is poised for strong
growth, it is expected that Dynamics
CRM will play a valuable support role
in both the daily and future activity
that underpins its core operations.
With more than 300 Intergen
staff working across organisations
of all sizes and types, our
offerings include portals, content
and collaboration solutions,
Microsoft Dynamics financial
and relationship management,
custom software development,
management consulting and
hosting services.
AUCKLAND CHRISTCHURCH DUNEDIN PERTH REDMOND SYDNEY WELLINGTON