One Platform, Complete Visibility: Leveraging Sales Cloud with AvSight for True End to End Sales Insights 

For parts sellers and MROs using AvSight, it’s not always obvious how Salesforce apps like Sales Cloud can add value.  But managing marketing and business development efforts with data flowing seamlessly in a single platform with your ERP lets you connect the dots from outreach to revenue, providing a huge competitive advantage.  Sales Cloud brings an unsurpassed layer of visibility, collaboration, and long-cycle business development capabilities that go beyond the daily transactions that AvSight manages.  This all lets teams collaborate to better manage relationships, pursue strategic opportunities, and drive revenue growth.  And since AvSight and Sales Cloud both live in the Salesforce platform, combining the two is straightforward – it involves no APIs or middleware, and no re-creation of data.   

Similar, but Different.. 

The best way to appreciate the end-to-end solution these combined technologies offer is to first understand what each is designed to do individually, including the standard functionalities they share.  Both are built to support sequential business operations where each step leads to the next, but are also flexible enough to be used in any combination or order to support individual business’ processes or unique scenarios.  Additionally, extensive configuration options for adding fields, making data connections and setting automations provide even more versatility.  Finally, both Sales Cloud and AvSight also share standard Salesforce CRM functions, meaning different users all work with a common shared set of tools, such as: 

• Events that track and manage meetings, appointments, and other time-based activities  

• Tasks which can be assigned to different users with deadlines and reminders 

• Chatter used for internal communications to individuals and groups 

• Activities & Calls captured with notes 

• Emails that can be captured with their text and attachments 

• Notes for document general comments or updates 

• Files that can be attached  

• Contacts which allow you to capture all key strategic information of all individuals involved  

• Integrations that are possible into common email and phone systems 

Sales Cloud – Tracking Strategic Business Development 

Finding new opportunities and establishing repeat business are both key to success in the aviation aftermarket space.  Sales Cloud helps get you there by coordinating the long game in marketing, outreach, business development, and account management across multiple stakeholders.  Depend on this powerful, purpose-built tool for: 

• Targeting new Marketspaces or Platforms 

• Signing Repair Management Contracts 

• Establishing Provisioning, Pooling, Maintenance & Billing-by Usage Contracts 

• Entering into Pricing & Strategic Partnership Agreements 

• Establishing Maintenance Packages for fleet coverage 

• Building Consignment Programs or Joint Ventures 

• Creating Leasing Programs 

Sales Cloud manages business development activities using three major record types:  

• Campaigns: manage the execution and cost of outreach activities, such as trade shows, mass emails or advertising.  

• Leads: track initial interest or responses from potential customers or vendors, linked to related Campaigns; since not yet assessed or qualified, Leads are typically segregated from the actual customer / vendor dataset.  Based on their perceived value, Leads can be assigned to specific users, teams, or automations for follow up and next steps. 

• Opportunities: manage qualified interest, linked to related Leads and/or Campaigns.  They are specifically designed to handle longer term business development activities, including capturing related expenses.  With specific functionality for tracking ongoing conversations and multi-phase negotiations, Opportunities lend themselves especially well to MROs and parts sellers working to do business with airlines, lessors, and major operators in sales cycles that can extend across months

  AvSight for Quote Pipeline, Daily Sales & Production 

While Sales Cloud runs long-term business development, AvSight is handling the fast lane with tools designed for quick, accurate turnaround times & high productivity.  Once strategic relationships are established — with signed contracts, vendor approvals, or open commercial terms— the work shifts to AvSight, which is purpose built for: 

• High-volume quoting tied to live inventory 

• End to end MRO production  

• Integration with ILS, PartsBase, and other listing platforms for sourcing 

• Order fulfillment based on predefined pricing 

Working with the same standard Salesforce CRM tools, automations and reporting, users manage Quotes, Work Orders, Purchases, Repairs, etc. in AvSight with high levels of efficiency, and visibility into their processes and communications.  Comprehensive design means transactions are managed completely from start to finish. 

A Unified Platform = End to End Pipeline Visibility 

Being “In-Platform” in a shared Salesforce eco-system means your data isn’t siloed in disconnected systems, so business development efforts and costs trace directly back to transactional volume and revenue using the same Accounts, Contacts, Contracts, etc.  Everything ties together to ensure compliance with agreements and contracts, while also providing a complete picture of Business Development effectiveness and performance.  Flexible reporting tools allow analysis and monitoring to be performed anywhere from the 40,000-foot level all the way down to the individual transaction. 

• A Quote initiated in AvSight can be linked back to an email promotion or a tradeshow tracked as a Campaign in Sales Cloud. 

• Marketing & Business Development ROI Analysis can draw on data from both: 

• Pre-Sales Campaigns, Leads & Opportunities (Sales Cloud)  

• Quotes / Win Rates & Sales (AvSight) 

• Contracts can be managed for performance with Reports, Dashboards, or Notifications internally or even externally; Pricing Updates or Rebates can be triggered to execute as milestones or tiers are met. 

• Where relevant, individual Sales can be traced back through all stages of customer contact in a single, auditable timeline all the way to the first introduction. 

• Complex Commission, Bonus & Compensation programs can be easily supported by connected data elements that fully identify all participating team members. 

 A Side-by-Side Comparison: 

A Real-World Example: 

A parts seller or MRO decides to exhibit at a trade show to solicit new business. 

• A Campaign is launched in Sales Cloud to track and manage all activities and costs related to exhibiting at the trade show, including email broadcasts and advertising. 

• The show is a huge success with great attendance!  Leads are recorded for everyone met (all linking back to the Campaign to track how we met them), and are then scored based on their perceived values; higher potential leads are assigned to the different sales teams for follow up, while the rest receive emails thanking them for stopping by the booth and proposing a series of potential next steps.  As always, all interaction and activity, whether by the sales teams or automated, is captured using Salesforce’s CRM tools – Chatter, Emails, Calls, Notes, Tasks & Events – eliminating any chance of scattered communication.  

• Qualified Leads with real potential are converted into Opportunities.   

• Additionally, new Opportunities are created from quality meetings taken at the show as we know there is no need to use a Lead to pre-qualify the potential; in these cases, Sales Cloud is flexible enough to support the real world scenarios that arise, but maintains the data integrity by still linking the Opportunity to the original trade show Campaign.  

• In the end, the Opportunities are marked as won or lost; for those that are won, the outcome could be signed contract with pricing and volume quotas, a general agreement to start doing business together, or vendor approval. 

• The Account record shared by both Sales Cloud and AvSight is approved for transactions, and any needed Contract details, Workscopes or Pricing can be loaded in AvSight. 

• As the customers begin requesting parts or sending work, all activity is now managed in AvSight; however each transaction is automatically linked back to the original Opportunity, Lead and Campaign. 

• Additionally, where applicable, each Job or Invoice can be tied back to a Contract for pricing and to validate commitments for delivery, turnaround time, etc. 

• Reports & Dashboards monitor key indicators of program performance and profitability, with alerts that can be set to warn of non-compliance or outliers. 

• Comprehensive analysis is now available to see the exact ROI that can be directly attributed to the originating trade show campaign, and subsequent activities that have resulted in sales. 

In the end, all time and money spent in the original business development effort has been captured, and can now be measured directly against the actual outcomes as the business launches, supports and maintains the new commercial programs.   

Conclusion 

Introducing Sales Cloud into an AvSight installation isn’t just about combining tools — it’s about creating a strategically aligned, operationally integrated sales environment where every transaction can be tied back to its commercial origin.  This gives organizations contextual visibility and insights for targeted marketing, higher ROI, and smarter long-cycle business development that directly fuel successful sales activity. 

Want Help Getting Started? 
Our team specializes in deploying Sales Cloud into existing AvSight instances. Contact us to schedule a free consultation, and see how unifying your marketing, business development and ERP into a single, best-in-breed platform can help you define your path to success. 

Email: hello@weareprodigy.com            Website: www.weareprodigy.com