Company Overview

Cubic Corporation is a global corporation that operates in the information technology and services industry. The company, headquartered in San Diego, California, was founded in 1949 by Walter J. Zable, an innovative pioneer in the field of electronics.

With an industry presence spanning seven decades, Cubic Corporation has established itself as a leader in creating digital strategies and engineering software solutions. The company provides essential services to over 15 million devices across more than 190 countries, demonstrating its significant international influence.

Core Expertise

The corporation's success is largely attributable to its unique approach to modularity, which allows it to align its offerings according to the individualized needs and demands of its partners. Its primary domains of expertise encompass defense, transportation systems, and mission solutions.

Cubic Corporation holds a distinctive role in the defense and transportation industries, enabling devices and vehicles to penetrate global markets seamlessly. From fostering sustainable food production to advancing technology-oriented transportation, Cubic positively impacts numerous facets of modern society.

Corporate Culture

Cubic Corporation bases its culture around diversity and inclusion, taking innovative strides to ensure that all employees feel appreciated and included. The company believes that a diverse and inclusive workplace amplifies innovation, boosts performance, and enhances engagement. As a result, it continually seeks to increase its diversity of thought and experiences to further fortify its inclusive environment.

The company places great importance on nurturing its teams, enabling creativity, and celebrating their differences. These values and practices contribute to the overall success of the company in its endeavor to create advanced, precision-engineered solutions for a global clientele.

Employee Strength

Cubic Corporation's global success and extensive reach are upheld by its dedicated workforce, consisting of approximately 6,200 employees who are driven by technology, innovation, and engineering.

Civic Impact

Cubic Corporation's local and national impact is recognized, as evidenced by visits from prominent political figures such as Congressman Scott Peters. This reflection of the company's societal contributions reinforces Cubic Corporation's status as an integral player within the defense and transportation sectors.

The company is not just dedicated to meeting industry standards but seeks to exceed them by constantly advancing its technological offerings and shaping the course of the industry sectors in which it operates.

Step 1: Define Your Sales Goals

Goal 1: Acquire Cubic Corporation as a high-value B2B SaaS client, offering solutions for project management, market analysis, talent management, cybersecurity, and customer relationship management.

Goal 2: Aim for a specific size of contract that matches the large-scale needs of Cubic Corporation.

Goal 3: Establish a long-term relationship with Cubic Corporation, becoming a trusted and strategic technology partner for them.

Step 2: Understand the Prospect's Pain Points

Pain Point 1: Operational complexity in delivering devices and vehicles to global markets.Solution: Propose efficient project management and operational software that streamlines processes for global delivery.

Pain Point 2: Limitation in capacity to adapt to complex market trends due to too much emphasis on modular thinking.Solution: Offer services related to effective market analysis, demand forecasting, and strategic planning to increase responsiveness to market trends.

Pain Point 3: Challenges in maintaining diversity and inclusivity within the growing team.Solution: Implement comprehensive diversity and inclusion training programs or amalgamate diversity-enhancing recruitment tools into their existing hiring practices.

Pain Point 4: Challenges in ensuring ample security measures for the data being managed.Solution: Deploy robust cybersecurity solutions that emphasize threat detection, risk management, data encryption, and user access control.

Pain Point 5: Balancing disparate needs to maintain high satisfaction levels across all business segments in their defense and transportation sectors.Solution: Propose specialized user experience and customer relationship management (CRM) software solutions.

Step 3: Identify the Key Decision-Makers

Identify key stakeholders, technical heads, procurement managers, project leads, and any other crucial decision-maker who would be involved in the implementation and approval of our software solutions.

Step 4: Create a Sales Pitch

• Highlight each identified pain point, outline the proposed solution, and how our software would benefit Cubic Corporation.
• Bring attention to successful case studies from similar industries where our software has significantly helped organizations.
• Explain all features, functionalities, and how our software solution can specifically address their pain points.
• Include a demonstration of our products to establish the value proposition.

Step 5: Plan Your Sales Activities

• Connect with stakeholders at Cubic Corporation via email, LinkedIn, or calls.
• Arrange for product demos or face-to-face meetings.
• Partner with their IT department to evaluate their software needs and understand any specific challenges that need to be addressed.
• Customize solutions and provide a proposed action plan.

Step 6: Overcome Potential Objections

• Prepare to address common objections related to cost, implementation time, security, data privacy, and integration with existing systems.
• Provide proof of our successful track record in similar industries, ensuring to address all concerns and validate the effectiveness of our software.

Step 7: Close the Deal

• Summarize the proposal highlighting the benefits and ROI Cubic Corporation would get from our software solutions.
• Discuss the contract details, timelines, and deliverables.
• Establish clear next steps for implementation.

Step 8: Maintain Relationship

• Set regular touchpoints to discuss ongoing needs and software performance.
• Keep them informed about product updates and additional services.
• Regularly collect feedback and aim for their continued satisfaction and retention.