Inside Unmanned Systems provides actionable business intelligence to decision-makers and influencers operating within the global UAS community. Features include analysis of key technologies, policy/regulatory developments and new product design.
Issue link: http://insideunmanned.epubxp.com/i/741945
26 unmanned systems inside October/November 2016 AIR DEALMAKING Dubreuil said technical quality was a pri- mary draw when they decided to go all in with Trimble: "It's funny; we decided to inte- grate the Applanix board before we made the Trimble deal, because we thought it was the best technology. And it was exactly the same for Delair-Tech; they were working with Ap- planix before this deal. So we really do think there is a great technology inside Trimble, and we are only just beginning to realize the potential." So w ith Trimble's Applanix already on board, further cooperative R&D, integra- tion and fusion would seem to be a logical next step, and that could lead to some excit- ing and important developments. "I think it's key," Dubreuil said. "If we want to make it a success, we will have to do that." For the microdrones customer, Dubreuil said the new deal with Trimble means they'll have access to a network of dealers—closer to them, around the world, than microdrones has ever been before. His message to Trimble customers: "We really think we have the best package. We have better mission preparation software, better f lying platforms, better in- tegration of sensors and payload, and in the end that means better results for you and your business. "MD was founded in 2005; we are 11 years old. We are here for the long run. When you buy a microdrone you are not investing in a drone that won't work or in a company that will dis- appear next year. Our platforms are built to be upgraded, they are future-proof, and the same goes for our software and payloads." Finding Delair-Tech For the Delair-Tech perspective, we caught up with Delair-Tech's President Michaël de La- garde, he started by explaining, "We are a B2B UAV company. Our end users are big indus- trial groups; we provide end-to-end solutions to help them make informed decisions in their business. "We have two main capacities; we produce our own hardware and we are also special- ists in image processing and processing of the other data that we capture with these UAVs. We provide our customers with tools that are dedicated to their activities. Our main sectors are power and utilities, mines and quarries, oil and gas, and agriculture." Delair-Tech is a true groundbreaker, as the first company to f ly beyond-visual-line- of-sight (BVLOS) in France. "Our UAVs are known in the market for their long endurance and their ability to f ly BVLOS," de Lagarde said, "so in 2012 we got from the French gov- ernment the authorization to f ly our BVLOS missions. We are experts in this technology; it's kind of rare in the world, because you know France was one of the first to issue such a regu- lation. Right now, everything we do is capital- izing on the experience we've acquired over these past five years." When de Lagarde talked about the Trimble deal, we were impressed by just how on-mes- sage he was. Trimble, microdrones and Delair- Tech are clearly on the same page as far as stra- tegic goals are concerned. "We want to keep our business going at a steady pace," de Lagarde said. "Yes, we will An ensemble of capabilities microdrones md4-1000, Delair-Tech DT-18 and the Trimbe UX5. "WE REALLY THINK we have the best package. We have better mission preparation software, better fl ying platforms, better integration of sensors and payload, and in the end that means better results for you and your business." Vivien Heriard Dubreuil, President of microdrones Photos courtesy of microdrones, Delair-Tech and Trimble