Results for solution providers
How 2BMobile has helped VARs, ISVs, and systems integrators enter new markets, accelerate sales cycles, and build durable practices
VAR / Systems Integrator · Aerospace Discrete Mfg.
How a Midwest SI entered the MBE market in 90 days
3× pipeline growth
From zero MBE presence to three qualified opportunities and a signed pilot engagement within one quarter.
Industrial ISV · Edge Computing
Repositioning an edge ISV for the AI/ML opportunity in manufacturing
$1.8M new ARR
New positioning and sales enablement assets opened two Fortune 500 manufacturing accounts in one sales cycle.
The Challenge
Client Type
Systems Integrator
Industry
Aerospace Discrete Mfg.
Solution Area
MBE Market Entry
Engagement
12 weeks
Customer Development
Add 300 to 500 words on customer development here.
At a Glance
Industry
Aerospace & Defense
Company Size
45-person VAR / SI
Solution Area
MBE Go-to-Market
Previous Approach
No formal MBE positioning — responding reactively to RFQs
Our Approach
MBE Landscape Audit
Mapped the client’s existing capabilities against the five MBE pillars to identify where they had defensible expertise versus where they were exposed to larger competitors.
ICP & Buyer Persona Development
Defined the ideal customer profile within aerospace discrete manufacturing — focusing on Tier 2 suppliers facing AS9100D MBE mandates from prime contractors.
Messaging & Positioning System
Built a complete messaging architecture: positioning statement, three core value propositions, and a competitive differentiation framework against the two dominant PLM vendors in the space.
Sales Enablement Package
Delivered a sales deck, one-page battlecard, and a discovery call guide — all built around the MBE buyer’s specific language and decision criteria.
The Results
3×
Pipeline growth
in 90 days
$1.2M
Qualified pipeline
within first quarter
8 wks
Time to first
qualified opportunity