A qualified MES conversation inside a luxury automotive OEM.

Target: a top-tier European luxury automotive OEM with global brand recognition, a multi-site production footprint, and an active digital transformation agenda on the shop floor.

The challenge

iTAC was investing in building pipeline into premium European automotive accounts where its MES depth, traceability, quality and production execution, could land against SAP S/4HANA and legacy MES stacks. The real challenge was reaching the right level of operational and digital leadership inside historically closed accounts.

Baseway’s approach

• Account research and buyer mapping across the OEM’s production, quality and digital leadership teams
• Named persona outbound tailored to iTAC’s strengths in automotive assembly line execution
• Qualification against iTAC’s EMEA ICP gates: plant size, systems in use, pain signals, timing

Outcome

A qualified sales conversation booked directly with senior operational and digital leadership inside the OEM, with confirmed interest in exploring MES modernisation on the main assembly line. The lead moved into iTAC’s sales process within days of first contact. The handover included account background, systems landscape and a decision-maker map, so iTAC’s account executive walked into the first call with full context.

Why it worked

Deep industry knowledge of what MES buyers in luxury automotive actually care about, quality, traceability and bespoke production variability, paired with strict persona discipline, surfaced genuine interest in an account where cold outbound usually bounces.

In closed automotive accounts, credibility opens the door that volume cannot.