News
AI-Optimized Sales Pitch for Project Businesses – Cooperation Project of Airbus Helicopters with Master Marketing Students from HMBS
06/07/2026
During the summer semester, students from the Master’s major Marketing Management from HMBS worked together with a sales team from Airbus Helicopters on the applicability of GenAI within the sales process of complex B2B goods. The market segments examined included the HEMS (Helicopter Emergency Medical Services) segment and VIPs+Corporate Aviation.
Following a kick-off event in Donauwörth at the beginning of March, both expert and customer interviews, and buying center and best practice analyses were conducted over the course of the project.
In June, the results of a GEO-analyses together with concrete recommendations for an GenAI-optimized sales process and future AI-hybrid customer events were presented in the form of a pitch to a marketing and sales team led by Dennis Bernitz (Head of Sales Western Europe), Oliver Fokken (Sales Manager), Dietmar Strohofer (Sales Manager), Stefan Bestle (Key Segment Manager), press spokesman Jörg Michel and further airbus colleagues.
A big thank you to the Airbus Helicopters’ sales team and our students of the Marketing Management Master for the contribution to these relevant topics.
Matthias Schlipf