This report explores how companies can navigate complex regulations, long procurement cycles, and relationship-driven markets to unlock new opportunities. It highlights key trends, market dynamics, and strategic priorities, while outlining practical steps for entering defence supply chains. From compliance and resilience to partnerships and positioning, the report provides a clear roadmap for Swedish firms seeking to translate commercial innovation into defence success.
Key takeaways
This report identifies four key considerations for Swedish dual-use companies entering or scaling defence sales:
- Strategic mindset: Dual-use technologies require a distinct market approach. Companies must adapt civilian technologies to defence requirements and align market entry strategies with their stage of development.
- Operational foundations: Build secure operational foundations, including cybersecurity, certifications, export controls and IP protection.
- Relationship management: Engage end users early and build trusted relationships with defence organisations. Explain how the technology would improve mission outcomes such as situational awareness or faster decision-making.
- Patience and diligence: Defence procurement is slow. Stable civilian revenue, preparation and accelerator programmes can help companies manage risks and gain market access.
About the reporT series
The report series Executive Global Insights is published by Business Sweden to give Swedish business leaders a regular deep dive into the most important trends in cross-border trade.
The reports help decision makers break down risks and opportunities and provide actionable insights, drawn from the knowledge and expertise of Business Sweden’s global advisors based in more than 40 markets worldwide.
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