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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22 www.insideunmannedsystems.com  June/July 2019 unmanned systems inside cost associated with those priorities are much high- er than in the commercial space, said Daniel Fuller, senior solutions architect for Insitu Commercial, of Bingen, Washington. Commercial companies want to add efficiencies to their operations and collect data that enable them to make better decisions. These different needs require different payloads, and also post-processing ability, which wasn't part of their business in the defense space. The commercial market is much more fragment- ed, said Paige Cutland, vice president of sales and marketing for Kongsberg Geospatial, of Kanata, Ontario. He described the military space as a small pond with a lot of big fish, with projects that com- panies see coming for years. With the commercial market, they have to think about who they're selling to, whether it's first responders, service companies or any number of other industries turning to UAS. Hundreds of drone operators might benefit from using the technology, but they might only need one drone or a small f leet, whereas government clients buy hundreds of systems at a time. "It's a fire hose of potential customers, so it cer- tainly takes a different mindset," he said. "The com- mercial UAS industry is so new it has a start-up feel. There are so many new companies operating out of their basement, where the defense business Photos courtesy of Bell Helicopter. ABOVE: Companies like Fort Worth-based Bell Helicopter are commercializing military lessons. The company is "leveraging not only lessons learned but also the technology developed over Textron's 30 years of experience in UAS…" so it doesn't "replicate the errors the rest of the industry went through." RIGHT: Systems battle-proven in diffi cult environments with harsh climates have yielded knowledge for creating commercial solutions, according to Bell Helicopter, which is part of Textron. "We're leveraging not only lessons learned but also the technology we've developed over Textron's 30 years of experience in UAS and are reusing what we can in the commercial space…so we don't replicate the errors the rest of the industry went through." Brian Duncan, director of business development, Bell Helicopter DEFENSE COMMERCIAL NEXUS Trends

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