This 40-person company builds AI-powered fraud detection for payment processors and payment service providers. Their UK pipeline was solid, but they had zero presence in Continental Europe. VPs of Risk and Heads of Operations at payment processors operate under PSD2, local AML directives, and national regulatory frameworks. Cold outreach across 5 European markets with different languages and regulatory environments had produced zero results. Conference attendance in Europe was cost-prohibitive at €40K per year.
MEETINGS BOOKED
20
With VPs of Risk and Heads of Operations at payment processors and PSPs
GEOGRAPHIES
5 markets
UK, Germany, France, Netherlands, and Nordics reached in one campaign
RESPONSE RATE
44%
On warm introductions across all 5 European markets
What this company was facing
Payment processor risk teams operate under strict regulatory oversight (PSD2, local AML directives, EBA guidelines). Vendor evaluation requires compliance team sign-off before a first meeting takes place. Cold email across 5 European markets with different languages, regulatory frameworks, and business cultures produced zero results in 6 months of trying. European conference attendance required €40K+ annually and generated 5 leads total in the prior year.
UK-only pipeline with zero Continental European presence
Cold outreach across 5 EU markets producing zero meetings
No network in DACH, France, or Nordic payments industry
€40K annual conference budget producing 5 leads
20 meetings across 5 European markets in 8 weeks
44% response rate on warm introductions
6 moved to technical demo stage
Conference budget reallocated to Fluum
WEEKS 1-2
Mapped PSPs and payment processors across UK, Germany, France, Netherlands, and the Nordics. Tracked PSD2 compliance status, fraud vendor contract expirations, and risk team expansion through regulatory filings and hiring data. Built signal agents monitoring EBA enforcement actions, local AML directive changes, and payment processor annual reports mentioning fraud infrastructure modernization.
WEEKS 3-5
Each outreach message referenced the prospect’s specific regulatory environment: PSD2 SCA enforcement in the UK, BaFin compliance requirements in Germany, ACPR oversight in France, DNB regulations in the Netherlands, and Finanstilsynet requirements in the Nordics. Messages tailored to each market’s fraud landscape and recent publicly reported incidents. Every message strategist-reviewed for regional regulatory accuracy.
WEEKS 6-8
Meeting volume stabilized at 3+ per week across all 5 markets. Strongest response rates from DACH and Nordic payment processors. 6 prospects moved to technical demo, with 2 entering formal vendor evaluation. Signal agents identified a second cohort of PSPs triggered by incoming PSD3 preparatory guidance from the European Commission. The company reallocated their €40K conference budget to Fluum for the following quarter.
“We tried cold outreach in 5 European markets for 6 months and got zero meetings. Fluum delivered 20 in 8 weeks. The key was that every introduction referenced our prospect’s specific regulatory environment. A German payment processor and a Nordic PSP face completely different compliance challenges, and the outreach reflected that.”
CEO, AI fraud prevention startup, 40 employees
Selling fraud prevention across multiple European markets requires localized regulatory knowledge. A single cold email template across 5 countries produces zero results. Fluum’s approach mapped payment processors by market, tracked market-specific regulatory triggers, and facilitated introductions referencing each prospect’s specific compliance environment. The result was 20 meetings across 5 geographies with a 44% response rate in 8 weeks.
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