European Defence Growth & Market Prioritization for KT-Shelter
Client
KT-ShelterClient Overview:
KT-Shelter is a leading Finnish defence technology company specialising in rapidly deployable shelter systems for helicopters, fighter jets, and large UAVs.
Its shelter system design enhances operational readiness by providing essential cover for aircraft and equipment, enabling efficient field-based maintenance, repair, and overhaul activities.
The Challenge:
To tap into the rising focus and increased spending on defense across Europe, KT-Shelter turned to Civitta for support. They sought a strategic partner who could help them navigate this rapidly evolving landscape and identify where the strongest opportunities lie.
They needed expert internationalization guidance regarding market prioritization, targeted country deep dives analysis, and go-to-market advice on how to capture commercial opportunities.
Our Approach:
Phase I:
Phase I focused on delivering a high-level market analysis across 15 European markets. Civitta applied five analytical criteria to assess each market:
- Overall defence spending trends
- Anticipated capability developments
- Market dynamics
- Alignment with strategic priorities
- General operational requirements
These criteria were weighted based on their influence on the final market score, ensuring easy comparison. The compiled and analysed data provided the foundation for identifying the most promising markets to pursue in the next phase of the project.
Phase II:
Phase II focused on detailed analyses of three priority markets identified as the most promising in Phase I. The market deep dives examined:
- Procurement processes and key stakeholders
- Potential partners
- Major defence initiatives
- Air Force modernization plans
- Relevant defence-related investments for KT-Shelter
Based on these insights, Civitta developed market-specific go-to-market recommendations, including:
- Partnership strategies
- Engagement and positioning guidance
- The optimal localization approach for how KT-Shelter should position itself in each market to maximize commercial success.
Given the nature of the defence industry and the rather limited availability of some crucial data points, the project placed strong emphasis on supplementing deck-top research data from MoDs, Defence Materiel Administrations, tender databases, and company webpages, with interviews with relevant stakeholders throughout the defence ecosystems, ensuring the most comprehensive market overview possible.
Services provided:
- Collection and analysis of market intelligence across 15 European markets
- Combined qualitative and quantitative assessment of markets and segments
- Review and analysis of internal company data points
- Benchmarking of the competitive landscape
- Mapping of stakeholders and partnerships with engagement recommendations
- Procurement landscape assessment
- Formulation of market prioritization recommendations
- Operational localization and go-to-market strategy development
Result & Impact:
”The collaboration with Civitta was smooth and insightful. As a Finnish company providing rapidly deployable shelter solutions for defence and crisis response, we found Civitta’s structured approach to market prioritization and targeted country deep dives extremely valuable. Their analysis gave us clear, actionable insights that are already guiding our next steps in the European defence market.” – Timo Louhe, Commercial Director, KT-Shelter.
”KT-Shelter has strong traction in international growth and innovative offering that can become one of the spearheads for Finland’s defence-related exports across the globe. It was a great experience diving deep into these markets and shaping the commercial strategy & roadmap in close collaboration with their professional team. ” – Tuomas Virtanen, Partner, Civitta Finland.
