10 takeaways on how to enter the US defence tech market

Finland offers various defence technologies that interest the USA. There's a growing demand especially for non-traditional defence tech, which Finnish deep tech companies can provide in abundance.

We talked to Martti Wallin, the Industrial Counselor at the Embassy of Finland in the USA, who helps companies with the defence market requirements and provides advice and training. Here are 10 takeaways from the discussion on how companies can succeed in the US defence market.

1. Capitalise on Finnish non-traditional defence strengths: Finland's expertise in civilian deep tech, such as AI, quantum tech, microelectronics, autonomous systems, and connectivity, aligns perfectly with the US defence priorities. 
2. Establish a US presence: Success requires more than occasional visits. Companies need a local representative or office to build trust and credibility and foster relationships with stakeholders. 
3. Understand the defence regulations: Knowledge of and compliance with the US defence industry regulations is essential when working with the military or private sector customers. 
4. Choose your location strategically: States may focus on different industries while offering unique funding opportunities and innovation ecosystems that can support companies. 
5. Leverage innovation ecosystems: US defence innovation ecosystems are crucial in connecting non-traditional defence companies with end users (i.e. the military). You can get funding, networking, and visibility opportunities through innovation ecosystems. 
6. Engage directly with the military and contractors: Working with the military or prime contractors requires an understanding of their procurement processes and long-term needs. 
7. Get quicker market entry with off-the-shelf products: Off-the-shelf commercial products can offer a more straightforward entry into the market without direct military collaboration and with fewer regulatory hurdles. 
8. Make yourself systematically available: The US government actively and systematically seeks state-of-the-art, deep technologies from allies and partners. 
9. Stay agile amidst unexpected changes: The new administration's unpredictable way of doing things may open new business opportunities, especially for disruptive technologies. 
10. Commit for the long-term: Success in the US defence market requires persistence, adaptability, and continuous relationship-building.

Image: Caleb Fisher, Unsplash

NOTE: Generative AI was used to write this article