Ref. Ares(2018)5633525 - 05/11/2018 HORIZON 2020 MARKET ANALYSIS ROBORDER 740593 Deliverable Information Deliverable Number: D7.3 Work Package: 7 Date of Issue: 25/10/2018 Document Reference: 740593-ROBORDER-D7.3_Market_Analysis Version Number: 1.0 Nature of Deliverable: Dissemination Level of Deliverable: Report Public Author(s): EVERIS, TEK-AS, UoA, CMRE, PJ, CERTH, ORFK Keywords: market, analysis, exploitation, business plan, strategy, resources, competitors Abstract: This document “Market Analysis” presents ROBORDER project’s preliminary results of the research and analysis towards exploitation and long-term sustainability plan. This document identifies the potential customers and existing competition, which ROBORDER system would have to face. Additionally, it covers other aspects of the exploitation and long-term sustainability plan, which were perceived as crucial to analyse for the first stages of ROBORDER system development. This project has received funding from the European Union’s Horizon 2020 research and innovation programme under grant agreement No 740593 Market Analysis ROBORDER Document History Date Version Remarks 25/04/2018 0.1 Draft version 05/10/2018 0.5 Revision, integration of partner input and submission 25/10/2018 1.0 Final review comments; Submission. Document Authors Entity Contributors EVERIS Monika Kokstaite Miguel Angel Gomez Zotano TEK-AS Filipe Rodrigues UoA Vassilis Papataxiarhis CMRE Giovanni Magliore PJ Lucia Lebre Nuno Matos CERTH Kyriaki Aleandridou ORFK Szekely Zoltan Disclosure Statement: The information contained in this document is the property of <ROBORDER CONSORTIUM> and it shall not be reproduced, disclosed, modified or communicated to any third parties without the prior written consent of the abovementioned entities. 740593-ROBORDER-D7.1_Dissemination_Planalysis Page 2 of 88 Market Analysis ROBORDER Executive Summary This document presents the first version of the living document for Sustainability and Exploitation Plan for ROBORDER platform. The document presents the methodology created for the creation of sustainability and exploitation plan, including market analysis and business plan elements. This deliverable presents the main elements and methodology behind exploitation plan, covering the business model, financial analysis, external environment, implementation roadmap and risk analysis. Market analysis and key trends are part of the foreseen external environment. The main questions addressed in this study are: What is the market? How is the industry and its economy? Who are potential ROBORDER users and customers? What are their buying habits? How many of them are there? Who are ROBORDER competitors? What are the main competitors’ activities, including the relevant challenges and successes? What are the regulations relevant to ROBORDER’s operation? Who are key partners for ROBORDER system? However, due to the specificity of the field and related secrecy, the information availability for market research was scarce. For instance, exact budgets of customers’ spending or exact volume of the market were both not available. Nevertheless, the relevant aspects of the market understanding have been covered here, including, industry description and its outlook, and the rough estimations for market size. On top of that, this market analysis also presents preliminary results of the business model analysis, including the key resources and the key potential partners for ROBORDER system development and exploitation. All information presented here lays down the ground for the future Business Plan and Exploitation and Long-term Sustainability Plan to be submitted on M24 and M36 respectively. 740593-ROBORDER-D7.1_Dissemination_Planalysis Page 3 of 88 Market Analysis ROBORDER Table of Contents Document History ...................................................................................................................2 Document Authors ..................................................................................................................2 Executive Summary................................................................................................................3 Table of Contents ...................................................................................................................4 List of Tables ..........................................................................................................................8 List of Acronyms .....................................................................................................................9 1 Introduction ...................................................................................................................10 2 ROBORDER’s Approach to Market Analysis .................................................................13 2.1 The ROBORDER’s Approach to Exploitation and Long-Term Sustainability ...........13 2.2 ROBORDER’s Market Analysis Coverage ..............................................................13 2.3 Market Analysis Matrix Overview ............................................................................14 2.4 ROBORDER Sustainability Framework Elements in D7.3 ......................................15 2.5 Methodological Aspects for Market Analysis ...........................................................16 2.6 Defining Market Actors ...........................................................................................17 2.7 The Market Approach and Structure .......................................................................18 3 The Economy: Industry Description and Outlook ...........................................................18 3.1 The simultaneous crises of irregular migration and terrorism ..................................18 3.2 Smart Management of Borders...............................................................................20 3.3 Unmanned Aerial Vehicles (UAVs) .........................................................................21 4 Market Analysis and Key Trends ...................................................................................23 4.1 Target Market and Size ..........................................................................................23 4.2 Key Trends .............................................................................................................24 4.2.1 High-level user needs ......................................................................................24 4.2.2 The results of the ROBORDER end-users’ needs survey ................................25 5 Key Resources: Hardware .............................................................................................26 5.1 Unmanned platforms ..............................................................................................27 5.1.1 Unmanned aerial vehicles (UAV).....................................................................27 5.1.2 Unmanned ground vehicles (UGV) ..................................................................27 5.1.3 Unmanned surface vehicles (USV) ..................................................................27 5.1.4 Unmanned underwater vehicles (UUV) ...........................................................28 5.2 Manned platforms...................................................................................................28 5.3 Sensors ..................................................................................................................29 5.4 Vendors ..................................................................................................................29 5.4.1 UxVs ...............................................................................................................29 740593-ROBORDER-D7.1_Dissemination_Planalysis Page 4 of 88 Market Analysis ROBORDER 5.4.2 Manned platforms ...........................................................................................30 5.4.3 Sensors ...........................................................................................................30 6 Key Resources: Software ..............................................................................................31 6.1 Software modules...................................................................................................31 6.2 Vendors ..................................................................................................................32 7 Competitor Analysis ......................................................................................................33 7.1 Airbus Group ..........................................................................................................33 7.2 Leonardo ................................................................................................................35 7.3 Indra .......................................................................................................................36 7.4 Thales ....................................................................................................................37 7.5 Elbit Systems .........................................................................................................38 7.6 L3 Technologies .....................................................................................................39 7.7 Lockheed Martin .....................................................................................................40 7.8 Raytheon ................................................................................................................40