B2B outreach for defence, security & aerospace providers in DACH
CegTec is the outbound agency for defence, security, aerospace and cybersecurity providers in the DACH region that want to build predictable conversations with procurement and industry partners — compliance-aware.
Defence, security and aerospace are a growing but tightly networked market in the DACH region, with a small, clearly defined circle of decision makers: procurement bodies, system integrators, OEMs and industrial partners. Sales run on relationships and reputation, with long cycles and high compliance requirements. To get predictable conversations here you need precise identification of the relevant bodies and a subject-matter-sound, serious first contact — not generic prospecting.
Challenges in Defence & Security
- 01
Small, defined decision-maker universe
The circle of relevant procurers, integrators and industrial partners is small and hard to scan. Addressing the wrong ones burns scarce opportunities.
- 02
Long, formal procurement cycles
Decisions stretch over months to years and several bodies. Without structured, long-term relationship follow-up, the thread breaks.
- 03
High compliance and seriousness expectations
In the defence environment an unprofessional approach weighs especially heavily. Every contact must be subject-matter-sound, discreet and compliance-aware.
- 04
Reputation- and relationship-driven access
Access comes through expertise and reputation, not volume. A clumsy cold approach closes doors instead of opening them.
- 05
Sales ties up highly specialized resources
Subject-matter experts and senior sales should run conversations, not research cold. Manual first contact ties up exactly the most expensive resource.
Our approach
Subject-matter-sound, discreet multi-channel outreach via email and LinkedIn — precisely tailored to the relevant procurement and industry decision makers, with qualified conversations as the output instead of broad spraying.
Visibility when procurers and partners research providers and technologies — structured content that also appears as a source in ChatGPT, Claude and Perplexity answers.
A LinkedIn presence that positions you as a subject-matter-competent, serious provider — in defence and security, reputation counts before any first contact.
Case study from Defence & Security
ProSeller AG — B2B pipeline scaling DACH
How CegTec reached over 2,700 decision makers at resellers, distributors and manufacturers in the DACH region for ProSeller AG in 6 months, with a 28.7% reply rate and 41 qualified sales leads.
The campaign funnel in numbers
Source: linked case study, 6-month campaign.
Common questions
Does outbound work in the defence and security environment?
Yes — when the outreach is subject-matter-sound and serious. Decision makers in this market don't respond to generic prospecting, but they do to precise, competent first contact with recognizable industry understanding. That's exactly what our sequences are built for.
How do you handle the compliance requirements?
We use only business contact data from publicly accessible sources, document the legal basis for every contact, and work discreetly and GDPR-/UWG-compliant. Sensitive content has no place in a first touch — that serves to open a conversation.
Do you reach the right procurement and industry decision makers?
Yes. Through data-driven research we identify the relevant bodies in a small market and address them with subject-matter precision — relevance beats reach by far here.
Do the contacts and relationships stay with us?
Entirely. We initiate conversations, your team runs them. Every contact happens under your name, all relationships and data stay with you.
What results are realistic?
As a reference for the engine: in a multi-segment campaign for ProSeller AG we contacted 2,777 decision makers, achieved a 28.7% reply rate and generated 41 qualified conversations. In a defence context we define the metric together — qualified conversations with the right bodies.
Terminology
- OEM
- Original Equipment Manufacturer — a producer supplying systems or components to the defence/aerospace industry.
- Procurement body
- An organization or department that decides on purchasing and awards — a central audience in defence sales.
- System integrator
- An integrator that combines technologies and components into deployable end-to-end solutions.
Make meetings in Defence & Security predictable
30 minutes to walk through your vertical, your stack and realistic outcomes — and an honest take on whether outbound is a fit for you.
Book an intro call →Further playbooks for Defence & Security
The perfect outbound stack
Tools plus process for predictable lead generation.
Data-driven outbound playbook
Make campaign decisions with data instead of guessing.
Objection handling for B2B
Handle objections so they close deals instead of losing them.