The challenge
The client needed to scale rapidly within a dynamic and highly competitive market. Its leadership team faced complexity in evaluating adjacent opportunities across unmanned aerial vehicles (UAVs), counter-UAS, unmanned ground vehicles (UGVs), surface vessels (USVs), and perimeter security systems.
To achieve its growth objectives, the company required a sophisticated market model capable of forecasting demand while accounting for shifting military priorities, evolving threat landscapes, and geopolitical risk. A lack of visibility into customer needs, competitor strengths, and regional procurement dynamics further complicated the challenge.
The solution
The client engaged BCE Consulting for its expertise in adjacent market analysis and strategic market modeling. BCE developed a dynamic market model that integrated factors such as military expenditure, platform inventories, and future geopolitical scenarios.
The team conducted a detailed contract analysis and more than 170 primary research interviews with senior military decision-makers, technical experts, and OEMs. These interviews provided granular insight into customer priorities, technology requirements, and competitor positioning.
BCE’s structured approach combined quantitative modeling with qualitative intelligence to build a prioritized roadmap of investment, market entry, and partnership opportunities. The resulting strategy enabled the client to align its capabilities and value proposition with the highest-growth segments across target regions.
The results
The client gained a clear, actionable strategy to achieve its sales objectives and expand into adjacent markets. BCE’s market model provided visibility into total and serviceable addressable markets, ensuring focus on the most promising opportunities.
The insights guided the executive team in setting investment priorities, refining go-to-market approaches, and pursuing partnerships that accelerated growth. The company is now positioned for sustained revenue expansion and leadership within the defense technology marketplace.
