Descartes Systems
How Lynn helped a global logistics technology leader build outbound pipeline for their compliance division targeting aerospace and defence.
Markets: UK, DACH, France, Benelux, Nordics
Global logistics leader needed outbound for a specialist compliance division
Descartes Systems is a global leader in logistics technology. They needed to build outbound pipeline specifically for their compliance and export control division — targeting aerospace and defence companies across EMEA.
This is an extremely specialised market with complex regulations, long sales cycles, and buyers who need to trust you before they'll take a meeting.
- Highly regulated industry — aerospace and defence compliance
- Buyers need domain credibility before they'll engage
- Multi-market EMEA coverage required
- Complex product requiring nuanced positioning
- Previous outbound attempts had failed to generate quality pipeline
Specialist outbound for compliance and export control
We built a calling team specifically trained on export control regulations, compliance requirements, and the aerospace & defence procurement landscape.
EMEA-wide pipeline for a specialist compliance division
Descartes now has a consistent, predictable outbound channel for their compliance division — reaching exactly the right buyers in aerospace and defence across five European markets.
What made this engagement successful
- Compliance domain expertise — Our callers could discuss ITAR, EAR, and sanctions compliance credibly. This was non-negotiable for A&D buyers.
- Multi-market native coverage — EMEA-wide reach with callers who speak the language and understand local regulatory nuances.
- Enterprise multi-threading — Engaging multiple stakeholders per account to build consensus before the first demo.
- Trust-first approach — In regulated industries, credibility comes before everything else. Our callers earned it.
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