{"id":6373,"date":"2026-10-15T16:32:39","date_gmt":"2026-10-15T14:32:39","guid":{"rendered":"https:\/\/actrans.de\/defence-markteintritt\/"},"modified":"2026-10-16T11:41:04","modified_gmt":"2026-10-16T09:41:04","slug":"defence-market-entry","status":"publish","type":"page","link":"https:\/\/actrans.de\/en\/defence-market-entry\/","title":{"rendered":"Market Entry Defence"},"content":{"rendered":"\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-3lm3ek-0e7ced055a09524818be82ca290e1377\">\n.avia-section.av-3lm3ek-0e7ced055a09524818be82ca290e1377{\nbackground-repeat:no-repeat;\nbackground-image:url(https:\/\/actrans.de\/wp-content\/uploads\/actrans-element-s.png);\nbackground-position:0% 0%;\nbackground-attachment:scroll;\n}\n<\/style>\n<div id='desktop'  class='avia-section av-3lm3ek-0e7ced055a09524818be82ca290e1377 main_color avia-section-default avia-no-border-styling  avia-builder-el-0  el_before_av_section  avia-builder-el-first  av-small-hide av-mini-hide avia-bg-style-scroll av-minimum-height av-minimum-height-custom av-height-custom  container_wrap fullsize'  data-section-bg-repeat='no-repeat' data-av_minimum_height_px='300'><div class='container av-section-cont-open' style='height:300px'><main  role=\"main\" itemprop=\"mainContentOfPage\"  class='template-page content  av-content-full alpha units'><div class='post-entry post-entry-type-page post-entry-6373'><div class='entry-content-wrapper clearfix'>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-xjhw4s-12eff4234bd90f51024ced44f82cdc80\">\n.flex_column.av-xjhw4s-12eff4234bd90f51024ced44f82cdc80{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-xjhw4s-12eff4234bd90f51024ced44f82cdc80 av_three_fourth  avia-builder-el-1  avia-builder-el-no-sibling  first flex_column_div av-zero-column-padding  '     ><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-vzixjw-763264d380fcb666dcade8d5cc60b4f8\">\n#top .hr.hr-invisible.av-vzixjw-763264d380fcb666dcade8d5cc60b4f8{\nheight:90px;\n}\n<\/style>\n<div  class='hr av-vzixjw-763264d380fcb666dcade8d5cc60b4f8 hr-invisible  avia-builder-el-2  el_before_av_textblock  avia-builder-el-first '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<section  class='av_textblock_section av-mi31bg37-cab011884387bfa13ff442c4dc841044 '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock'  itemprop=\"text\" ><h1><strong>Market Entry Defence<\/strong><\/h1>\n<\/div><\/section><\/p><\/div>\n\n<\/div><\/div><\/main><!-- close content main element --><\/div><\/div>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-urnxf0-b2555c2da241968dc3fe22cb9cd492a5\">\n.avia-section.av-urnxf0-b2555c2da241968dc3fe22cb9cd492a5{\nbackground-repeat:no-repeat;\nbackground-image:url(https:\/\/actrans.de\/wp-content\/uploads\/actrans-element-s.png);\nbackground-position:100% 0%;\nbackground-attachment:scroll;\n}\n<\/style>\n<div id='mobile'  class='avia-section av-urnxf0-b2555c2da241968dc3fe22cb9cd492a5 main_color avia-section-default avia-no-border-styling  avia-builder-el-4  el_after_av_section  el_before_av_section  av-desktop-hide av-medium-hide avia-bg-style-scroll av-minimum-height av-minimum-height-custom av-height-custom  container_wrap fullsize'  data-section-bg-repeat='no-repeat' data-av_minimum_height_px='300'><div class='container av-section-cont-open' style='height:300px'><div class='template-page content  av-content-full alpha units'><div class='post-entry post-entry-type-page post-entry-6373'><div class='entry-content-wrapper clearfix'>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-tjj2cc-87ad2a455a06de08fa1fc338966cdcdf\">\n.flex_column.av-tjj2cc-87ad2a455a06de08fa1fc338966cdcdf{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-tjj2cc-87ad2a455a06de08fa1fc338966cdcdf av_three_fourth  avia-builder-el-5  avia-builder-el-no-sibling  first flex_column_div av-zero-column-padding  '     ><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-rivboc-01035b836444ea6c548aeb60574eec09\">\n#top .hr.hr-invisible.av-rivboc-01035b836444ea6c548aeb60574eec09{\nheight:90px;\n}\n<\/style>\n<div  class='hr av-rivboc-01035b836444ea6c548aeb60574eec09 hr-invisible  avia-builder-el-6  el_before_av_textblock  avia-builder-el-first '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<section  class='av_textblock_section av-mi31btu0-d5513e53ff69096f2108f3b1f4bf6808 '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock'  itemprop=\"text\" ><h1><strong>Market Entry Defence<\/strong><\/h1>\n<\/div><\/section><\/p><\/div>\n\n<\/div><\/div><\/div><!-- close content main div --><\/div><\/div><div id='av_section_3'  class='avia-section av-12chtdo-d5151b175c504dfa36b0cc2f880ad77b main_color avia-section-default avia-no-border-styling  avia-builder-el-8  el_after_av_section  el_before_av_section  avia-bg-style-scroll container_wrap fullsize'  ><div class='container av-section-cont-open' ><div class='template-page content  av-content-full alpha units'><div class='post-entry post-entry-type-page post-entry-6373'><div class='entry-content-wrapper clearfix'>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-q1y3po-6658ff2aad152cd040abfdee99e7ad34\">\n.flex_column.av-q1y3po-6658ff2aad152cd040abfdee99e7ad34{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-q1y3po-6658ff2aad152cd040abfdee99e7ad34 av_three_fourth  avia-builder-el-9  el_before_av_three_fourth  avia-builder-el-first  first flex_column_div av-zero-column-padding  '     ><section  class='av_textblock_section av-mvaqu7vh-b1972d5db8d93b3559621f7fff3cd012 '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock'  itemprop=\"text\" ><h2>New opportunities. New markets. With the right strategy.<\/h2>\n<p>Many industrial companies possess technologies, products and industrial capabilities that could also be utilised in the defence industry. However, a technology that is fundamentally suitable does not in itself guarantee a successful defence business.<\/p>\n<p>The defence market operates according to its own rules: existing programmes often have established supplier structures, qualified components and technical solutions defined for the long term. Opportunities for new suppliers arise particularly in connection with new programmes, product generations and modernisation projects \u2013 but also in the event of supply chain bottlenecks, obsolescence or targeted substitution.<\/p>\n<p>What is therefore crucial is not merely technical capabilities and available capacity, but access to a genuinely relevant market, early-stage \u2018design-in\u2019 opportunities and a compelling competitive advantage: why should a defence customer choose this particular company?<\/p>\n<p>ACTRANS supports industrial companies in identifying their realistic market opportunities, developing a distinctive \u2018right to win\u2019 and opening up suitable pathways into the defence industry. In addition to direct market access, we also consider technology partnerships, joint development projects, acquisitions and international collaborations, as well as international markets.<\/p>\n<\/div><\/section><\/div>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-w1faz0-68e88a72f44817fc04a720f7d68f8526\">\n.flex_column.av-w1faz0-68e88a72f44817fc04a720f7d68f8526{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-w1faz0-68e88a72f44817fc04a720f7d68f8526 av_three_fourth  avia-builder-el-11  el_after_av_three_fourth  avia-builder-el-last  first flex_column_div av-zero-column-padding  column-top-margin'     ><section  class='av_textblock_section av-shcblo-5e26f6dc3e51e43db93a626009722bf9 '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock'  itemprop=\"text\" ><h3>Our Services<\/h3>\n<ol>\n<li>Capabilities analysis and defence potential<\/li>\n<li>Relevant market, design-in and right to win<\/li>\n<li>Market entry strategy and alternative routes to market<\/li>\n<li>Market access, implementation and scaling<\/li>\n<\/ol>\n<\/div><\/section><\/div>\n\n<\/div><\/div><\/div><!-- close content main div --><\/div><\/div><div id='av_section_4'  class='avia-section av-m5v8i4-c7cf95c90a3e4b74a5b684a8e69b7f16 main_color avia-section-default avia-no-border-styling  avia-builder-el-13  el_after_av_section  avia-builder-el-last  avia-bg-style-scroll container_wrap fullsize'  ><div class='container av-section-cont-open' ><div class='template-page content  av-content-full alpha units'><div class='post-entry post-entry-type-page post-entry-6373'><div class='entry-content-wrapper clearfix'>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-k5hzx8-c08c175b05b854cf38bcf285cba1fe87\">\n.flex_column.av-k5hzx8-c08c175b05b854cf38bcf285cba1fe87{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-k5hzx8-c08c175b05b854cf38bcf285cba1fe87 av_one_half  avia-builder-el-14  el_before_av_one_half  avia-builder-el-first  first flex_column_div av-zero-column-padding  '     ><section  class='av_textblock_section av-mi31g0q8-0c4bc917dbeea1dfde5b3376e71a15f6 '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock'  itemprop=\"text\" ><h3>Project Example<br \/>\nFrom Automotive to Defence<\/h3>\n<\/div><\/section><br \/>\n<div  class='togglecontainer av-mvapuvhn-2a5018ab6217eacd8758289542636bc1  avia-builder-el-16  el_after_av_textblock  el_before_av_hr  toggle_close_all' >\n<section class='av_toggle_section av-mvapur26-83ee6a55fcae85e9bcc429f1862611f3'  itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div role=\"tablist\" class=\"single_toggle\" data-tags=\"{All} \"  ><p id='toggle-toggle-id-1' data-fake-id='#toggle-id-1' class='toggler  av-title-above '  itemprop=\"headline\"  role='tab' tabindex='0' aria-controls='toggle-id-1' data-slide-speed=\"200\" data-title=\"Entry into the Defense Industry by a German Industrial Company\" data-title-open=\"\" data-aria_collapsed=\"Click to expand: Entry into the Defense Industry by a German Industrial Company\" data-aria_expanded=\"Click to collapse: Entry into the Defense Industry by a German Industrial Company\">Entry into the Defense Industry by a German Industrial Company<span class=\"toggle_icon\"><span class=\"vert_icon\"><\/span><span class=\"hor_icon\"><\/span><\/span><\/p><div id='toggle-id-1' aria-labelledby='toggle-toggle-id-1' role='region' class='toggle_wrap  av-title-above'  ><div class='toggle_content invers-color '  itemprop=\"text\" ><h4>Problem Statement<\/h4>\n<p>A German industrial company operating in the automotive sector was investigating whether its existing technological and industrial expertise could be utilised in the defence market. The key challenge was to go beyond assessing basic technical suitability to identify actually accessible market segments, potential design-in opportunities and robust competitive advantages, as well as to evaluate alternative market entry strategies.<\/p>\n<h4>Activities<\/h4>\n<ul>\n<li>Analysis of existing technologies, products and industrial capabilities with regard to their relevance to the defence sector<\/li>\n<li>Assessment of relevant market segments, customer requirements, programme access and competitive structures<\/li>\n<li>Development of potential market positioning strategies and assessment of the company\u2019s specific \u2018right to win\u2019<\/li>\n<li>Examination of direct and alternative market entry routes, and identification of potential customers and industry partners<\/li>\n<li>Formulation of prioritised areas for action and a structured approach for further decision-making<\/li>\n<\/ul>\n<h4>Results<\/h4>\n<ul>\n<li>Clarity regarding potentially attractive and accessible defence market segments, as well as the limitations of transferring existing capabilities<\/li>\n<li>Strategic options for action with a differentiated positioning and clear requirements for the \u2018right to win\u2019<\/li>\n<li>A prioritised implementation roadmap, including potential approaches to customers and partners, to serve as a basis for decision-making<\/li>\n<\/ul>\n<\/div><\/div><\/div><\/section>\n<\/div><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-mi31nid9-51e77f7b8f6ca7aeedf37f2124f06684\">\n#top .hr.hr-invisible.av-mi31nid9-51e77f7b8f6ca7aeedf37f2124f06684{\nheight:50px;\n}\n<\/style>\n<div  class='hr av-mi31nid9-51e77f7b8f6ca7aeedf37f2124f06684 hr-invisible  avia-builder-el-17  el_after_av_toggle_container  avia-builder-el-last '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><\/p><\/div>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-fbwj9h-2e87afaa6b40f9637a5a2d8c345ba8d1\">\n.flex_column.av-fbwj9h-2e87afaa6b40f9637a5a2d8c345ba8d1{\nborder-radius:0px 0px 0px 0px;\npadding:0px 40px 0px 40px;\nbackground-color:#005c69;\n}\n<\/style>\n<div  class='flex_column av-fbwj9h-2e87afaa6b40f9637a5a2d8c345ba8d1 av_one_half  avia-builder-el-18  el_after_av_one_half  avia-builder-el-last  flex_column_div  '     ><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-er5ktx-6d603b66cbfb32fbfd5148d84e7651c9\">\n#top .hr.hr-invisible.av-er5ktx-6d603b66cbfb32fbfd5148d84e7651c9{\nheight:20px;\n}\n<\/style>\n<div  class='hr av-er5ktx-6d603b66cbfb32fbfd5148d84e7651c9 hr-invisible  avia-builder-el-19  el_before_av_textblock  avia-builder-el-first '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-c1lpd1-14a5d888f01ac8f5cafb2d493cb84e08\">\n#top .av_textblock_section.av-c1lpd1-14a5d888f01ac8f5cafb2d493cb84e08 .avia_textblock{\ncolor:#ffffff;\n}\n<\/style>\n<section  class='av_textblock_section av-c1lpd1-14a5d888f01ac8f5cafb2d493cb84e08 '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock av_inherit_color'  itemprop=\"text\" ><p style=\"text-align: center;\">Your Contact Person<\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-aakbtx-f274fcb306596ece92981d81587ae2af\">\n#top .hr.hr-invisible.av-aakbtx-f274fcb306596ece92981d81587ae2af{\nheight:20px;\n}\n<\/style>\n<div  class='hr av-aakbtx-f274fcb306596ece92981d81587ae2af hr-invisible  avia-builder-el-21  el_after_av_textblock  el_before_av_image '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-348et-a769a5688506f876ebe7e997bd4c2196\">\n.avia-image-container.av-348et-a769a5688506f876ebe7e997bd4c2196 img.avia_image{\nbox-shadow:none;\n}\n.avia-image-container.av-348et-a769a5688506f876ebe7e997bd4c2196 .av-image-caption-overlay-center{\ncolor:#ffffff;\n}\n<\/style>\n<div  class='avia-image-container av-348et-a769a5688506f876ebe7e997bd4c2196 av-styling-circle avia-align-center  avia-builder-el-22  el_after_av_hr  el_before_av_textblock '   itemprop=\"image\" itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/ImageObject\" ><div class=\"avia-image-container-inner\"><div class=\"avia-image-overlay-wrap\"><img decoding=\"async\" fetchpriority=\"high\" class='wp-image-1749 avia-img-lazy-loading-not-1749 avia_image ' src=\"https:\/\/actrans.de\/wp-content\/uploads\/Mike_Koerner-Fotograf-Matthias-Tunger_quadrat-300x300.jpg\" alt='Dr. oec. Mike K\u00f6rner - Partner bei ACTRANS. Fotograf: Matthias Tunger' title='Mike_Koerner-Fotograf-Matthias-Tunger_quadrat'  height=\"300\" width=\"300\"  itemprop=\"thumbnailUrl\" srcset=\"https:\/\/actrans.de\/wp-content\/uploads\/Mike_Koerner-Fotograf-Matthias-Tunger_quadrat-300x300.jpg 300w, https:\/\/actrans.de\/wp-content\/uploads\/Mike_Koerner-Fotograf-Matthias-Tunger_quadrat-80x80.jpg 80w, https:\/\/actrans.de\/wp-content\/uploads\/Mike_Koerner-Fotograf-Matthias-Tunger_quadrat-36x36.jpg 36w, https:\/\/actrans.de\/wp-content\/uploads\/Mike_Koerner-Fotograf-Matthias-Tunger_quadrat-180x180.jpg 180w, https:\/\/actrans.de\/wp-content\/uploads\/Mike_Koerner-Fotograf-Matthias-Tunger_quadrat-120x120.jpg 120w, https:\/\/actrans.de\/wp-content\/uploads\/Mike_Koerner-Fotograf-Matthias-Tunger_quadrat-450x451.jpg 450w, https:\/\/actrans.de\/wp-content\/uploads\/Mike_Koerner-Fotograf-Matthias-Tunger_quadrat.jpg 700w\" sizes=\"(max-width: 300px) 100vw, 300px\" \/><\/div><\/div><\/div><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-7vq991-61da67b00369bffdf8a92d32620a9f7f\">\n#top .av_textblock_section.av-7vq991-61da67b00369bffdf8a92d32620a9f7f .avia_textblock{\ncolor:#ffffff;\n}\n<\/style>\n<section  class='av_textblock_section av-7vq991-61da67b00369bffdf8a92d32620a9f7f '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock av_inherit_color'  itemprop=\"text\" ><h4 style=\"text-align: center;\">Dr. Mike K\u00f6rner<\/h4>\n<p style=\"text-align: center;\">Partner<\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-210dh-fb80d448dd766e19b83e00c320c91e2c\">\n#top .hr.hr-invisible.av-210dh-fb80d448dd766e19b83e00c320c91e2c{\nheight:20px;\n}\n<\/style>\n<div  class='hr av-210dh-fb80d448dd766e19b83e00c320c91e2c hr-invisible  avia-builder-el-24  el_after_av_textblock  el_before_av_button '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<div  class='avia-button-wrap av-f8ekl-5f06447a54572245c7999b67e8ea1bab-wrap avia-button-center  avia-builder-el-25  el_after_av_hr  el_before_av_hr '><a href='mailto:mike.koerner@actrans.de'  class='avia-button av-f8ekl-5f06447a54572245c7999b67e8ea1bab av-link-btn avia-icon_select-no avia-size-medium avia-position-center avia-color-light'  target=\"_blank\"  rel=\"noopener noreferrer\"  aria-label=\"E-mail to Dr. K\u00f6rner\"><span class='avia_iconbox_title' >E-mail to Dr. K\u00f6rner<\/span><\/a><\/div><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-37fnol-87dd218b55d5e2b2207161a008c3eb27\">\n#top .hr.hr-invisible.av-37fnol-87dd218b55d5e2b2207161a008c3eb27{\nheight:8px;\n}\n<\/style>\n<div  class='hr av-37fnol-87dd218b55d5e2b2207161a008c3eb27 hr-invisible  avia-builder-el-26  el_after_av_button  avia-builder-el-last '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><\/p><\/div>\n<div class=\"shariff shariff-align-left shariff-widget-align-left\"><ul class=\"shariff-buttons theme-round orientation-horizontal buttonsize-medium\"><li class=\"shariff-button twitter shariff-nocustomcolor\" style=\"background-color:#595959\"><a href=\"https:\/\/twitter.com\/share?url=https%3A%2F%2Factrans.de%2Fen%2Fdefence-market-entry%2F&text=Market%20Entry%20Defence\" title=\"Share on X\" aria-label=\"Share on X\" role=\"button\" rel=\"noopener nofollow\" class=\"shariff-link\" style=\"; 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