Opening a global aerospace OEM at operational seniority.

Target: a global aerospace prime contractor with a multi-country production footprint, a large tier-1 and tier-2 supplier network, and ongoing programmes to modernise shop floor execution across its European sites.

The challenge

iTAC wanted to open conversations with the top European aerospace manufacturers where production complexity, regulatory traceability and quality compliance make MES a strategic investment rather than a departmental one. Classic cold outbound struggles to penetrate these accounts at the operational seniority iTAC needs.

Baseway’s approach

• Multi-plant account mapping covering digital transformation, quality and operations leadership across the OEM’s European sites
• Named persona outbound sequenced across LinkedIn and email, calibrated to aerospace-specific pains: regulatory traceability, long cycle quality, supplier integration
• Qualification against iTAC’s aerospace ICP gates

Outcome

A qualified sales conversation secured with senior leadership inside the aerospace OEM, with an agreed next step into iTAC’s technical sales process. The handover delivered a full account briefing: active programmes, incumbent systems, buying signals, and the political map of who influences MES decisions inside the group.

Why it worked

Aerospace buyers do not respond to generic manufacturing messaging. Baseway’s industry positioning, regulatory language, programme context and named integrations across SAP and PLM, built credibility fast enough to open a door that cold outbound typically bounces off.

Aerospace buys on credibility. The message has to speak the programme, not the product.