An MES consolidation story for a global multi-brand group.

Target: a global industrial equipment group with a multi-brand portfolio spanning professional and consumer segments, production sites across Europe, North America and Asia, and an ongoing programme to standardise shop floor systems across its plants.

The challenge

iTAC was looking to open conversations with large discrete manufacturers where multi-site, multi-brand production creates real complexity on the shop floor: inconsistent MES footprints across plants, mixed legacy systems, and pressure to harmonise traceability and quality execution across a global network. Reaching the right person inside a group this size, without landing in the inbox of a procurement gatekeeper, is the real work.

Baseway’s approach

• Group-level account mapping across the manufacturer’s European and global production leadership
• A focus on the digital transformation and operations functions that own cross-plant harmonisation decisions
• Named persona outbound tailored to iTAC’s strengths in multi-site, multi-brand MES rollouts
• Qualification against iTAC’s EMEA ICP gates: plant size, systems in use, consolidation signals, timing

Outcome

A qualified sales conversation booked with senior leadership inside the group, with confirmed interest in exploring an MES consolidation story across their European production footprint. The lead was handed over to iTAC’s account executive with a full account briefing: current MES landscape, active transformation programmes, decision-maker map and buying signals, so the first call started three steps ahead of a standard cold conversation.

Why it worked

Multi-brand industrial groups do not buy MES on a plant-by-plant pitch. They buy harmonisation. Baseway’s positioning led with that angle, standardised execution across plants, cross-site traceability and consolidated reporting, which is where the real strategic budget sits, and that unlocked a conversation with leadership rather than a demo booking with middle management.

Multi-brand groups do not buy plant by plant. They buy harmonisation.