Sharing Success: Luminance

Who are Luminance?opens www.luminance.com in a new tab

Luminance, are a pioneering artificial intelligence platform using cutting-edge technology, capable of reading and comprehending legal documents in any language and has found a receptive market among forward-thinking international law firms and legal teams.

International Growth Story

As a scale-up, Luminance saw significant early success selling overseas to law firms and in-house legal teams embracing legal AI to gain a competitive edge. The firm rapidly expanded its global footprint, particularly in Europe, where they serve over 30 countries, and have recently opened an office in Madrid, expanding their team in Spain but also in France.

Germany has been a particularly valuable market for Luminance, driven in part by its openness to AI and the efficiency gains it has to offer. A notable difference when selling to Germany, for example, is the emphasis it places on specific regulations, such as the AI act and GDPR, requiring meticulous approval processes and terms to guarantee security and compliance. These are areas where DBT support services are able to advise.

Top tips for Selling Internationally 

Prioritise face-to-face interactions: whether through flying team members or hiring local staff, personal connections have been crucial in building valuable partnerships.
Offer multi-language support: while English remains central, providing assistance in multiple languages has smoothed adoption across regions. This approach is bolstered by hiring multilingual staff and developing a robust global events programme.
Adopt a consultative selling approach: European buyers typically seek strategic partners offering ongoing support, not just software vendors. This contrasts with the US market's focus on speed and immediate ROI.