wns Generating USD 350 Million in Total Contract Value over a Decade for an Air Traffic Communications Specialist wns Extending Your EnterpriseCopyright © 2015 WNS Global Services | wns.com Abstract The Client The Challenge One of the leading air traffic communications specialists found that 20 percent of its sales target came from its small and very small customer base, while the time and effort invested by its regional direct sales force was immense. The client wanted to push the small and very small customers up the value chain and capture the significant revenue represented by 20 percent. The client also wanted a centralized sales support framework for its regional direct sales personnel. WNS leveraged its Sales Center of Excellence (Sales CoE) and set up direct sales teams

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