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Client
Indutch
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Service
Account Based Marketing
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Industry
Advanced Manufacturing
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Company Size
5,000+
The client
A specialised manufacturer of advanced composite materials — with certifications and capabilities serving the most technically demanding segments of the global automotive and aerospace OEM supply chain — had built a world-class product portfolio that its largest potential customers simply did not know existed. With engineering and procurement teams at global OEMs dispersed across Europe, North America, and Asia, and traditional marketing channels generating insufficient reach into the technical decision-making communities that mattered most, the business needed a precision ABM programme to make its capabilities visible and credible at the right level globally.
The problem
Despite possessing advanced composite capabilities and certifications representing genuine competitive advantages in the OEM supply chain, the manufacturer was failing to convert those advantages into active commercial relationships with the global OEMs representing its most valuable growth opportunity. The root cause was not product quality but market presence — and the absence of a structured, account-specific approach to building the relationships and credibility needed to enter and progress RFP cycles with engineering-led buyers.
- Global OEMs Unaware of Advanced Composite Capabilities — The manufacturer’s composite certifications, specialised engineering capabilities, and manufacturing track record were not visible to procurement and engineering decision-makers at the OEMs best positioned to benefit from them. Without awareness at the right technical level, the commercial conversation could not begin.
- Traditional Marketing Channels Lacking Enterprise Penetration — Broad marketing approaches — trade shows, industry publications, and general digital campaigns — were generating insufficient reach and resonance with the specific engineering and procurement personas driving OEM sourcing decisions globally. The value proposition required a more targeted, technically informed approach.
- Engineering and Procurement Teams Dispersed Across Regions — The buying communities at global OEMs were distributed across product lines, engineering centres, and procurement hubs in multiple countries. Reaching and influencing dispersed, multi-stakeholder buying groups across Europe, North America, and Asia required account-specific intelligence and coordinated multi-channel engagement.
OUR SOLUTION
Worxwide conducted deep intelligence gathering on each target OEM account — mapping product gaps, model roadmaps, supplier ecosystem structures, and procurement decision-making frameworks. Custom engineering value propositions were developed for each OEM and product line, and hyper-personalised outreach was executed across email, LinkedIn, technical briefing documents, and micro-websites tailored to each account’s specific engineering and commercial context.
- Deep OEM Account Intelligence and Whitespace Mapping — Account-level research into product gaps, model roadmap requirements, and supplier ecosystem structures gave the outreach programme the technical depth and commercial relevance needed to engage engineering and procurement professionals at the level expected from credible supply chain partners.
- Custom Engineering Value Propositions Per OEM Account — Individual value propositions — built around the specific requirements, certification standards, and performance criteria of each target OEM and product line — ensured every outreach communication spoke directly to the buyer’s technical context rather than defaulting to generic capability marketing.
- Hyper-Personalised Multi-Channel and Micro-Website Outreach — A coordinated outreach strategy spanning email, LinkedIn, technical briefs, and account-specific micro-websites delivered a sophisticated, multi-touchpoint engagement experience demonstrating credibility and investment — raising the manufacturer’s profile with engineering and procurement decision-makers across global OEM accounts.
Our work in action
The Impact
3 OEMs Progressed into Structured RFP Cycles Globally
The precision ABM programme moved three target OEM accounts from zero awareness to active RFP engagement — a transformational commercial outcome for a business whose products had previously been unknown to its most valuable potential customers.
1.5x Pipeline Growth Across Targeted OEM Accounts
Beyond the three RFP progressions, the programme generated a 1.5x increase in total pipeline value across targeted OEM accounts — demonstrating that account intelligence and hyper-personalised engagement could open commercial doors that generic marketing had left closed.
Improved Credibility with Global Engineering Decision-Makers
The quality and technical depth of the outreach programme raised the manufacturer’s credibility across the global OEM engineering community, building the foundation of trust and awareness needed to compete for supply chain positions in one of the world’s most technically demanding procurement environments.
