What Drives Success in Niche Market Ownership with Vince Barbarie

In this episode of the B2B Growth Blueprint Podcast, host Mark Osborne interviews T. Vincent “Vince” Barbarie, Senior Director of Engineering at IPD and CTO of Industrial Digital Solutions. Vince shares his journey from a kid who loved taking things apart to a leader overseeing engineering, product development, technical support, and warranty for heavy-duty diesel and natural gas components, while also running an automotive media brand, Daily Turismo. He talks about blending deep engineering roots with creativity, communication, and people leadership, and how his experience at both large corporations and small founder-led companies has shaped his approach. 

Vince and Mark explore how legacy, conservative B2B companies can stay relevant in what often look like boring, commodity markets. Vince explains how “halo products,” bold storytelling (like blowing up cylinder liners on a firing range), and thoughtful design can make industrial equipment exciting and differentiated. They dig into the importance of owning a niche, avoiding price-only competition, building cross-functional alignment between engineering, marketing, sales, and operations, and creating a culture where leaders welcome honest feedback instead of surrounding themselves with yes-men. 

Quotes: 

• “Even in a commodity space, you can make things exciting—if you decide you’re going to own the niche.” 

• “We shot and blew up diesel engine liners to prove our point… it was absolutely a blast.” 

• “If your sales guys are selling on price, that’s the fastest way to stop making money.” 

• “I’m not looking for someone to replace the old role—I’m looking for the next generation who can automate the button-pressing and build what’s next.” 

• “The problem wasn’t the strategy… it was that everyone around him was a yes-man.” 

• “You have to trust your generals. You can’t reach $100 million trying to approve every pencil.” 

Takeaways: 

• Blending engineering depth with creativity allows industrial companies to tell stories that win attention. 

• Founder-led companies must shift from total control to trusting empowered leaders as they scale. 

• Halo products and dramatic demonstrations can elevate entire product lines in commodity markets. 

• People—not specs—make buying decisions, even in heavy engineering spaces. 

• Owning your niche prevents your sales team from being dragged into destructive price wars. 

• Cross-functional communication ensures everyone can articulate real competitive advantages. 

• Cultures that welcome honest feedback outperform those built around yes-men. 

• Hire for the next generation of capability, not a replica of the past employee. 

• Big-company experience can modernize smaller, founder-led organizations. 

• Understanding the full value chain clarifies who actually makes buying decisions. 

 

Conclusion: 

This episode showcases how innovation, storytelling, and culture can transform slow-moving B2B companies into category leaders. Vince demonstrates that with the right mix of creativity, technical rigor, and leadership, even diesel engine parts can become the foundation of memorable marketing, stronger teams, and long-term growth. His insights offer a clear roadmap for founders and leaders navigating scale, modernization, and competitive differentiation. 

Links Mentioned: 

Website IPD (Industrial Parts Depot, LLC): https://www.ipdparts.com/  

Guest Links: 

LinkedIn: https://www.linkedin.com/in/vincent-barbarie-9675961/