Two World-Class Platforms, One of the Hardest Markets in B2B
Aviation software is one of the toughest B2B niches to crack. Decision-makers are senior, hard to reach, and deeply cautious. Ticket sizes start at $100,000 — so every conversation has to count.
Both Zafire and Quantum Aviation were generating strong brand awareness but struggling to convert it into qualified pipeline. They had the product and the proof — what they needed was a repeatable engine to put it consistently in front of the right buyers.
Best-in-Class Aviation SaaS
Zafire
A cloud-based ground operations platform — Zafire FIRST — for airlines, airports, and ground handlers. Active in 350+ airports globally. ISO 27001 & ISO 9001 certified.
- FIRST Bag: Real-time baggage reconciliation, check-in to carousel. IATA 753 compliant — eliminates mishandling and cuts compensation costs.
- FIRST Ramp: Turnaround management capturing every ground service in real time — automates billing, tracks SLAs, stops revenue leakage.
- FIRST Load: Automated weight & balance with centralised load control — reduces fuel waste and ensures full safety compliance.
Quantum Aviation
A SaaS company behind the world's first cloud-based Baggage Reconciliation System (BRS), helping airlines and airports achieve full IATA Resolution 753 compliance from check-in to carousel.
- Quantum BRS: World's first SaaS BRS — tracks every bag at every touchpoint. IATA 753 compliant. Integrates with existing DCS and baggage handling systems.
- Quantum Reflight: Automates rerouting of mishandled bags — 95% faster than manual, reducing disruption and compensation costs.
- Quantum Relay: Arrival baggage tracking that completes full IATA 753 compliance to the carousel — 97% more efficient than manual.
A Multi-Threaded Buying Committee
Both platforms carry enterprise deal sizes, so Upturnly's outreach targets the full buying committee across three layers — commercial leadership, operations, and technology.
1 C-Suite & Commercial
- CEO / Managing Director
- COO / VP Operations
- CFO / Finance Director
- VP Commercial / Route Development
2 Ground Ops & Security
- Head of Ground Operations
- Station Manager
- Director of Aviation Security
- Baggage Services Manager
3 Technology & IT
- CTO / IT Director
- Head of Airport Systems
- Systems Integration Lead
- Digital Transformation Manager
Awareness Wasn't Converting Into Pipeline
Aviation is niche, senior, and trust-driven. Cold outreach without the right framing simply gets ignored — and with six-figure tickets, there's no room for a scattergun approach.
The Core Problems
No consistent flow of qualified leads — inbound was sporadic and outbound was untested.
Wrong personas being targeted — reaching IT contacts instead of commercial and ops decision-makers.
Messaging was too technical — prospects couldn't see the commercial value quickly enough.
Trust bar was high — a niche industry where unframed cold outreach was being ignored.
A Repeatable Outreach Engine, Built & Managed End-to-End
SDR-Led Outreach
A dedicated SDR service handling cold calls, emails, and LinkedIn — targeting C-suite, ops leads, tech directors, and security managers at airlines, airports, and ground handlers.
Niche Messaging Strategy
Repositioned both products from technical tools into commercial growth enablers — Quantum's BRS as a route-approval credential, Zafire's ground ops as revenue protection.
Multi-Channel Cadence
Structured email drip sequences, a LinkedIn connection & follow-up strategy, and persona-tailored call scripts — all coordinated within one outreach cadence.
Proof-Point Positioning
Leveraged marquee references — Qantas, Vienna Airport, Widerøe, Lufthansa Group, Singapore Airlines — to build instant credibility with cold prospects in a trust-driven industry.