Agency: OgilvyOne Business
Product Description
Inmarsat needed to sell GX Aviation airline passenger broadband directly for the first time to airlines, to avoid intermediaries eroding profit margin. We faced two problems. Inmarsat had little awareness or credibility in the sector. And Inmarsat was faced with the challenge of engaging an audience it didn't understand. Customer insight was needed to drive a high-impact marketing strategy to 1) Create awareness, 2) Engage and educate decision-makers, and 3) Drive sales.
Objective of the Campaign
Inmarsat needed to go from a 'nobody' to a 'somebody' quickly. With inexperienced buyers, Inmarsat needed to take...