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This Is an Electronic Reprint of the Original Article. This Reprint May Differ from the Original in Pagination and Typographic Detail This is an electronic reprint of the original article. This reprint may differ from the original in pagination and typographic detail. Please cite the original version: Sarlio-Siintola, S. & Tammilehto, T. (2019) Market Analysis. RAdars for loNG distance maritime surveillancE and Search and Rescue opeRations. URL: https://cordis.europa.eu/project/id/700478/results FP7-700478 RAdars for loNG distance maritime surveillancE and Search and Rescue opeRations MARKET ANALYSIS Deliverable Identifier: D8.8 Delivery Date: Classification: Public Editor(s): Sari Sarlio-Siintola and Tuomas Tammilehto (LAU) Document version: 10.10.2019 Contract Start Date: May 1st, 2016 Duration: 42 months Project coordinator: EXUS Software Ltd. (UK) Partners: EXUS (UK), DXT (FR), ICCS (GR), TUD (DE), LAU (FI), FNM (IT), TEL (GR), NATO (BE), HMOD (GR), DMA (FR) This work was performed within the RANGER Project, with the support of the European Commission and the Horizon 2020 Programme, under Grant Agreement No.700478 1 Document Control Page Title Market Analysis Editors Name Partner Sari Sarlio-Siintola LAU Tuomas Tammilehto LAU Contributors Name Partner Jari Kyrö LAU Jari Räsänen LAU Ilkka Tikanmäki LAU Lazaros Karagiannidis ICCS Dimitris Katsaros EXUS Niko Joram TUD Peer Reviewers Name Partner Lazaros Karagiannidis ICCS François Jacquin DXT Security Assessment passed rejected Comments: None Format Text - Ms Word Language en-UK Work-Package WP8 Deliverable number D8.8 Due Date of Delivery 31/12/2019 Actual Date of Delivery Dissemination Level One of the following: Restricted to other programme participants (including the Commission Services) Rights Audience public restricted internal Date 10/12/2019 Revision none Version 2.0 Edited by Sari Sarlio-Siintola & Tuomas Tammilehto (LAU) Status draft Consortium reviewed WP leader accepted Project coordinator accepted 2 Revision History Version Date Description and comments Edited by 0.1 08/01/2018 Initiation of Document LAU 0.2 16/01/2018 First draft Version LAU 0.3 13/04/2018 Consolidated comments LAU from EXUS and ICCS First version (including draft of PESTE) 0.4 30/4/2018 Version sent for comments to DXT LAU 0.5 15/1/2019 Questionnaires formulated LAU 0.6 12/3/2019 Excel questionnaires added LAU 0.7 1/10/2019 Chapter 7 added LAU 1.0 10/12/2019 Final editing LAU 1.1 16/12/2019 Corrections according to review feedback LAU 2.0 18/12/2019 Corrections made according to the LAU feedback from the reviewers 2.1 23/12/2019 Ethical &Societal Compliance Check – LAU table added 3 Executive summary This document presents the outcomes of the market analysis. The market itself is a polysemous and contested term. Market mean different things to different people. So does terms such as customer, end-user, stakeholder etc. This deliverable thus tries to encompass market analysis as a whole: it first introduce the market as geographical areas. Then after, the deliverable moves to presenting organisations, before widening the ye olde buying-selling concept into thinking of different business models and ecosystems. Finally the most pivotal countries are presented and analysed with pros and cons, before introducing existing competitors. By presenting the competitors, the RANGER value comes more visible: an integral part of any project’s desirable outcome. 4 Table of Contents 1 Introduction ................................................................................................................................................ 8 1.1 Purpose of the Document ................................................................................................................ 8 1.2 Structure of the document ................................................................................................................ 8 2 Maritime Surveillance Market in General ............................................................................................... 9 2.1 Defining Maritime Surveillance ........................................................................................................ 9 2.2 Potential target regions for the integrated RANGER solution for MS operations in EU countries ..................................................................................................................................................... 9 2.3 Key actors in MS market in EU ..................................................................................................... 11 2.3.1 Key MS actors in various countries ....................................................................................... 11 2.3.2 Companies and other organisations providing MS services and technology .................. 18 3 RANGER Solution and Components to the Market ......................................................................... 22 3.1 Overall ................................................................................................................................................ 22 3.2 OTH ................................................................................................................................................... 23 3.3 MIMO ................................................................................................................................................ 23 3.5 RANGER’s competitive edge compared with other RADAR providers ............................... 25 4 Premises for the Business Modelling .................................................................................................... 26 4.1 End-users may want integrated RANGER or only certain components ................................ 26 4.2 Who is capable and interested to invest in the technical (radar) platform? ............................ 26 4.3 Will the end-users want to buy technology or services?............................................................. 26 4.4 Data protection regulation should not be a burden for end-users ........................................... 28 4.5 How may RANGER be used outside MS in civilian applications? .......................................... 28 5 RANGER business model(s) ................................................................................................................. 30 5.1 How to promote ecosystem approach? ........................................................................................ 30 5.1.1 The ecosystem approach ......................................................................................................... 30 5.1.2 How to design a RANGER ecosystem of MS services ...................................................... 31 5.2 Service led growth of RANGER ................................................................................................... 32 5.3 Traditional product approach with complementary services .................................................... 33 5.4 Potential business models in various regions ............................................................................... 34 6 The Study for Priority Markets .............................................................................................................. 36 6.1 The method ....................................................................................................................................... 36 6.1 Market 1 West Mediterranean Sea ................................................................................................. 36 6.2 Market 2 Central Mediterranean Sea (Italy).................................................................................. 38 6.3 Market 3 Eastern Mediterranean Sea (Greece) ............................................................................ 38 6.4 Market 4 Canary Islands and Azores in the Atlantic .................................................................. 39 7 Value Creation with RANGER ............................................................................................................. 41 7.1 Existing Maritime Surveillance Methods ...................................................................................... 41 7.1.2 Surveillance Radars ................................................................................................................... 41 7.1.2 Patrol Boats ............................................................................................................................... 46 7.1.3 Satellite Surveillance ................................................................................................................. 47 7.1.4 Remotely Piloted Aircrafts ...................................................................................................... 51 7.1.5 Lighter than air (LTA) systems ............................................................................................... 55 7.1.7 Maritime Patrol Aircrafts ......................................................................................................... 56 7.2 Comparison with RANGER .......................................................................................................... 59 Conlusion ...................................................................................................................................................... 62 References ..................................................................................................................................................... 63 Annex A – List of Acronyms .................................................................................................................... 68 Annex B – Maps of possible regions
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