Dymaxa

Client Background

When we first connected with Dymaxa, they had a genuinely excellent product but almost no commercial traction. 

AB InBev, one of the world’s largest beverage companies, was already using their side skirts across a fleet of trucks and reporting close to 5% fuel savings. 

But beyond that single reference customer, Dymaxa had no pipeline, no sales team, and no structured way of reaching the thousands of logistics operators and trailer manufacturers across Europe who could benefit from their solution. 

The CEO was handling everything himself, from product development to sales outreach, and the company was stuck in a classic founder-bottleneck.

The Challenge

The European transport industry had been burned by side skirts before. A previous generation of products, most notably from Wabco, had been trialled widely and failed badly. 

The skirts broke under real operating conditions, leaving fleet operators with idle trailers and repair bills they couldn’t justify on already thin margins. 

That history created deep skepticism across the industry. By the time Dymaxa showed up with a product that actually worked, most buyers didn’t want to hear about side skirts at all.

On top of the trust problem, the market itself was complex. European trailers have mandatory lateral protection devices that make North American skirt designs incompatible, so Dymaxa was selling a product with no easy reference point. 

And because there was no sales infrastructure in place, every conversation had to be initiated and managed by the founding team, which limited how fast they could move.

Our Solution

We stepped in as Dymaxa’s outsourced GTM team and built their outbound sales operation from scratch. 

Our first strategy call was to flip the target priority. Instead of going after logistics companies directly (who were still skeptical), we focused on trailer OEMs first. 

The reason: the EU’s VECTO regulation requires trailer manufacturers to cut the energy consumption of new trailers by 10% before 2030. 

Aerodynamic side skirts can deliver nearly half of that target on their own, which made Dymaxa’s product a near-requirement for OEMs facing a hard regulatory deadline.

We implemented HubSpot as the central CRM, built cold email and LinkedIn outreach systems, and launched targeted campaigns at every major trailer manufacturer in Europe. 

In parallel, we ran separate outreach tracks for logistics companies and rental fleets, using OEM validation (particularly a full lifecycle durability test with Schmitz Cargobull, Europe’s largest trailer manufacturer, which came back with zero issues) as the proof point to overcome buyer resistance.

As the pipeline grew, we helped Dymaxa recruit and onboard four dedicated sales hires and put processes and workflows in place so the team could operate independently.

Results

• €12M in qualified pipeline generated from a starting point of essentially zero commercial pipeline when we began.

• 84 enterprise prospects engaged in active sales conversations, spanning major logistics operators and OEMs across Europe.

• 14 clients converted with an average sales cycle of 8 months, reflecting the complexity and length of enterprise deals in this sector.

• Meetings secured with all 10 major European trailer OEMs, including Schmitz Cargobull, positioning Dymaxa ahead of the 2030 VECTO deadline.

• 4 sales hires onboarded with training and processes in place, turning a one-person operation into a functioning sales organization.