A rapidly growing unmanned aerial systems (UAS) manufacturer had built a strong reputation in their home region for producing rugged, high-endurance drones for defense, security, and industrial inspection applications. With rising demand in North America for advanced drone solutions, the company wanted to explore opportunities in Texas — a state with a booming aerospace sector — as well as U.S. federal contracts.
Regulatory Complexity: U.S. import requirements, FAA regulations, and Department of Defense procurement rules were unfamiliar territory.
Market Intelligence Gap: The team lacked detailed knowledge of U.S. customer needs, competitive positioning, and where their technology could fill unmet demand.
Relationship Barriers: They had no direct connections with U.S. agencies, defense contractors, or economic development organizations.
Scott Sky Advisors designed a market entry program that combined strategic intelligence, targeted networking, and go-to-market planning:
– Stakeholder Mapping: Identified key Texas aerospace hubs, U.S. defense integrators, state agencies, and relevant federal program managers.
– Regulatory Navigation: Guided the client through FAA certification requirements, export/import compliance, and Buy American Act considerations.
– Strategic Positioning: Developed a tailored value proposition that highlighted the drones’ unique endurance and payload capacity for U.S. military, border security, and critical infrastructure monitoring.
– Introductions & Advocacy: Arranged meetings with Texas economic development officials, potential U.S. partners, and defense program leads, ensuring the client entered conversations with the right decision-makers.
– Event Strategy: Recommended and secured participation at targeted industry events.
Our combination of deep U.S. aerospace and defense knowledge, hands-on regulatory guidance, and direct relationship building allowed the client to skip months — if not years — of trial and error.
