Inside Unmanned Systems

JUN-JUL 2019

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.

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19 June/July 2019  www.insideunmannedsystems.com  unmanned systems inside IRIS is used to navigate the drone and for mission management. RIGHT: County of Renfrew Paramedic Service UAV pilot James Power uses the new BVLOS platform while piloting a UAV on a search-and rescue mission. Challenges must be overcome to succeed in the commercial space, but companies have used their military backgrounds to their advantage. B efore the commercial drone mar- ket explosion of the last few years, drone companies focused on pro- viding solutions to militaries all over the world. Manufacturers knew how to win defense contracts and what was expected of them when they did. Many of these military-oriented com- panies are starting to move into the com- mercial and civil markets, leveraging their experiences and lessons learned as defense contractors. But, while there are plenty of opportunities and a variety of verticals are good fits for their solu- tions and know-how, going commercial isn't exactly an easy transition. The com- mercial market represents a whole new ball game, with different players and expectations, and rules that are much less defined. Even so, some companies are finding success, whether by revamp- ing military technology or by creating completely new systems that play well in commercial and civil spaces. Defense companies tend to have more success in the civil market, Teal Group's Director of Corporate Analysis Philip Finnegan said, because those buyers are very similar to military purchasers. They're more concerned about perfor- mance than they are about cost, and they have the budgets to invest in high-end, expensive systems. That's not always the case in the commercial market, espe- cially with smaller companies that are looking for ways to improve efficiencies and save money. "We've seen some defense companies pull back from the commercial market because of this, but we've also seen some companies working early on to try to pen- etrate the market," Finnegan said. "It's generally not easy for military companies to get into the straight commercial mar- ket because first it's a low-cost market. Defense companies are used to providing the highest level of performance without concerns about cost. The commercial market is different. It's very heavily fo- cused on cost." by Renee Knight "The commercial UAS industry is so new it has a start-up feel…where the defense business is very well established and rigid in its process to buy things." Paige Cutland, vice president of sales and marketing, Kongsberg Geospatial DEFENSE COMMERCIAL NEXUS Trends

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