{"id":33661,"date":"2026-07-07T17:45:52","date_gmt":"2026-07-07T14:45:52","guid":{"rendered":"https:\/\/thedefender.media\/?post_type=insights&#038;p=33661"},"modified":"2026-07-07T18:29:57","modified_gmt":"2026-07-07T15:29:57","slug":"how-to-enter-finland-defense-market","status":"publish","type":"insights","link":"https:\/\/thedefender.media\/en\/insights\/how-to-enter-finland-defense-market\/","title":{"rendered":"How to enter Finland\u2019s defence market: an ultimate guide from Mikko-Pekka Hanski of DTI"},"content":{"rendered":"        <div class=\"wp-block-thdfndr-audio is-minimalist\">\n            <audio src=\"https:\/\/thedefender.media\/wp-content\/uploads\/2026\/07\/mikko-eng.mp3\" class=\"thdfndr-native-node\" style=\"display: none;\" preload=\"metadata\"><\/audio>\n            <div class=\"thdfndr-audio-wrapper\">\n                \n                <button class=\"audio-play-control\" aria-label=\"Play Audio\">\n                    <span class=\"audio-play-icon-wrapper\">\n                        <svg viewBox=\"0 0 24 24\" fill=\"currentColor\"><path d=\"M19.376 12.4161L8.77735 19.4818C8.54759 19.635 8.23715 19.5729 8.08397 19.3432C8.02922 19.261 8 19.1645 8 19.0658V4.93433C8 4.65818 8.22386 4.43433 8.5 4.43433C8.59871 4.43433 8.69522 4.46355 8.77735 4.5183L19.376 11.584C19.6057 11.7372 19.6678 12.0477 19.5146 12.2774C19.478 12.3323 19.4309 12.3795 19.376 12.4161Z\"\/><\/svg>\n                    <\/span>\n                    <span class=\"audio-meta-text\">\n                        <span class=\"audio-label-listen\">Listen<\/span>\n                        <span class=\"audio-duration-node\" data-unit=\"min\">(&#8211;)<\/span>\n                    <\/span>\n                <\/button>\n                \n                <div class=\"audio-volume-container\">\n                    <div class=\"audio-volume-slider-wrapper\">\n                        <input type=\"range\" class=\"audio-volume-slider\" min=\"0\" max=\"1\" step=\"0.05\" value=\"1\" aria-label=\"Volume Level\">\n                    <\/div>\n                    <button class=\"audio-volume-trigger\" aria-label=\"Volume\">\n                        <svg viewBox=\"0 0 24 24\" fill=\"currentColor\"><path d=\"M2 16.0001H5.88889L11.1834 20.3319C11.2727 20.405 11.3846 20.4449 11.5 20.4449C11.7761 20.4449 12 20.2211 12 19.9449V4.05519C12 3.93977 11.9601 3.8279 11.887 3.73857C11.7121 3.52485 11.3971 3.49335 11.1834 3.66821L5.88889 8.00007H2C1.44772 8.00007 1 8.44778 1 9.00007V15.0001C1 15.5524 1.44772 16.0001 2 16.0001ZM23 12C23 15.292 21.5539 18.2463 19.2622 20.2622L17.8445 18.8444C19.7758 17.1937 21 14.7398 21 12C21 9.26016 19.7758 6.80629 17.8445 5.15557L19.2622 3.73779C21.5539 5.75368 23 8.70795 23 12ZM18 12C18 10.0883 17.106 8.38548 15.7133 7.28673L14.2842 8.71584C15.3213 9.43855 16 10.64 16 12C16 13.36 15.3213 14.5614 14.2842 15.2841L15.7133 16.7132C17.106 15.6145 18 13.9116 18 12Z\"\/><\/svg>\n                    <\/button>\n                <\/div>\n\n            <\/div>\n        <\/div>\n        \n\n\n<p class=\"wp-block-paragraph\"><strong>Finland is not an easy market to enter, especially for foreign defence companies. Procurement procedures are complex, and trust needs to be built long before contract discussions begin.<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Who influences procurement decisions in <a href=\"https:\/\/thedefender.media\/en\/tags\/finland\/\" type=\"link\" id=\"https:\/\/thedefender.media\/en\/tags\/finland\/\">Finland<\/a>, where commercial opportunities can be found, and what Ukrainian companies need to do to be taken seriously by Finnish decision-makers? <a href=\"https:\/\/www.linkedin.com\/in\/mikko-pekka-hanski\/\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">Mikko-Pekka Hanski<\/a>, co-founder of investment firm Double Tap Investments Ltd, addressed these questions during the May edition of the Defence Tech Comms Bootcamp: Go Global, organised by Calibrated &amp; Tech PR School.<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>With the author\u2019s permission, Defender Media publishes Hanski\u2019s key advice for founders of Ukrainian defence tech companies looking to build closer ties with Finland\u2019s defence ecosystem.<\/strong><\/p>\n\n\n\n<h4 class=\"wp-block-heading\"><strong>Understanding the Finnish mindset<\/strong><\/h4>\n\n\n\n<p class=\"wp-block-paragraph\">To enter Finland\u2019s defence market, companies must understand how Finns communicate, make decisions and view national security.<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Silence signals attention<\/strong>. Finns often process information quietly. Do not fill every pause. A quiet Finnish counterpart often means that the person is listening and thinking. Calm, precise communication builds credibility.<\/li>\n\n\n\n<li><strong>Practical users carry authority<\/strong>. Sergeants, platoon leaders, technical officers and lifecycle managers are those who shape procurement outcomes. Do not sell to generals. Convince the people who will operate and maintain your product.<\/li>\n\n\n\n<li><strong>Practical capability matters more than status<\/strong>. Rank, headlines and political visibility will not compensate for an inadequate product. Finnish users will examine reliability, maintenance requirements, interoperability and performance in temperatures that can fall below -25\u00b0C.<\/li>\n\n\n\n<li><strong>Do not arrive as Finland\u2019s saviour from Russia<\/strong>. As they say in Finland, \u201cthe threat always came from the east\u201d. Finland has planned around risks from its eastern border for generations. Every parking garage in Helsinki is a shelter. Every bridge can be mined.<\/li>\n\n\n\n<li><strong>Defence is embedded in society<\/strong>. Military preparedness, ~900K reservists, civil-defence infrastructure and national resilience form part of Finland\u2019s security model. Understand this system before proposing how to improve it.<\/li>\n\n\n\n<li><strong>Knowing some culture enhances business<\/strong>. Finland\u2019s first men\u2019s Ice Hockey World Championship victory in 1995 is sometimes described humorously as another Finnish \u201cIndependence Day\u201d. The Unknown Soldier film, The Moomins, created by Tove Jansson \u2013 add these topics in your conversations with Finnish people, and you get a lot of open doors.<\/li>\n\n\n\n<li><strong>Bring the human story behind the technology<\/strong>. Finnish partners will evaluate the engineering, but they also trust people they can imagine on a sauna bench. Bring your story, your family, and your personal reason for being in defence.<\/li>\n<\/ul>\n\n\n\n<figure class=\"wp-block-image size-large\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"596\" src=\"https:\/\/thedefender.media\/wp-content\/uploads\/2026\/07\/673ae5e1-48bf-1f2d-a37c-87f81faca7ab_ceed543a054cac6de8b1c99339a38fc21d944360fb7623e7ceb0e73f5ff5e5a3-1024x596.webp\" alt=\"\" class=\"wp-image-33633\" srcset=\"https:\/\/thedefender.media\/wp-content\/uploads\/2026\/07\/673ae5e1-48bf-1f2d-a37c-87f81faca7ab_ceed543a054cac6de8b1c99339a38fc21d944360fb7623e7ceb0e73f5ff5e5a3-1024x596.webp 1024w, https:\/\/thedefender.media\/wp-content\/uploads\/2026\/07\/673ae5e1-48bf-1f2d-a37c-87f81faca7ab_ceed543a054cac6de8b1c99339a38fc21d944360fb7623e7ceb0e73f5ff5e5a3-300x175.webp 300w, https:\/\/thedefender.media\/wp-content\/uploads\/2026\/07\/673ae5e1-48bf-1f2d-a37c-87f81faca7ab_ceed543a054cac6de8b1c99339a38fc21d944360fb7623e7ceb0e73f5ff5e5a3-768x447.webp 768w, https:\/\/thedefender.media\/wp-content\/uploads\/2026\/07\/673ae5e1-48bf-1f2d-a37c-87f81faca7ab_ceed543a054cac6de8b1c99339a38fc21d944360fb7623e7ceb0e73f5ff5e5a3.webp 1200w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><figcaption class=\"wp-element-caption\">Image Credits: Finnish Defence Ministry (Puolustusministeri\u00f6)<\/figcaption><\/figure>\n\n\n\n<h4 class=\"wp-block-heading\"><strong>Market entry points: Who matters in Finland<\/strong><\/h4>\n\n\n\n<p class=\"wp-block-paragraph\">Finland\u2019s defence ecosystem is compact and closely connected. For a Ukrainian company, the market has three power centres and one formal innovation entry point.<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>The state and defence administration<\/strong>. The central actors are the Ministry of Defence (PLM), Finnish Defence Forces (PV), Defence Forces Logistics Command (PVLOGL), Ministry for Foreign Affairs (UM), Business Finland and VTT. They shape policy, capability requirements, procurement, research and funding. Approach them with a specific operational use case, test data and a credible plan for maintenance, security of supply and lifecycle support.<\/li>\n\n\n\n<li><strong>The defence industry<\/strong>. Key companies include Patria, Insta, Bittium, Nokia, Telia, Sako, Nammo Lapua, Millog, Saab Finland and Lockheed Martin Finland. The ecosystem is small, and professional reputations travel quickly. A Finnish industrial partner can provide integration capacity, local maintenance, regulatory knowledge and access to established networks.<\/li>\n\n\n\n<li><strong>Civil society and the reserve<\/strong>. Finland has approximately 900,000 trained reservists, supported by organisations such as MPK, the Finnish Reservists\u2019 Association and the Finnish Reserve Officers\u2019 Federation. Publications such as Reservil\u00e4inen also influence the professional conversation. These organisations do not award contracts, but they form an important credibility layer. Relevant demonstrations, training events and engagement with reservist networks can show that a company understands Finnish operational needs.<\/li>\n\n\n\n<li><strong>The formal innovation entry point: <a href=\"https:\/\/puolustusvoimat.fi\/web\/tutkimus\/innovaatio-yhteystiedot\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">PVINYX<\/a><\/strong>. The Finnish Defence Forces Innovation Unit operates under the Finnish Defence Research Agency and connects the Defence Forces with companies, researchers and other innovation actors. Ukrainian companies can approach it when seeking to match a solution with a military need, organise evaluation or testing, or enter the wider defence innovation network. Its contact address is <a href=\"mailto:pvinyx@mil.fi\" target=\"_blank\" rel=\"noreferrer noopener nofollow\">pvinyx@mil.fi<\/a><\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Important<\/strong>: PVINYX is a gateway, not a buyer. Contact with PVINYX can help a company present its technology, identify a relevant Defence Forces user, arrange discussions, and potentially move toward testing or evaluation. It does not place orders, guarantee a pilot, register the company as an approved supplier or bypass procurement rules.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Key national figures<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Alexander Stubb<\/strong> \u2013 President of the Republic and Commander-in-Chief of the Finnish Defence Forces.<\/li>\n\n\n\n<li><strong>Antti H\u00e4kk\u00e4nen<\/strong> \u2013 Minister of Defence.<\/li>\n\n\n\n<li><strong>General Janne Jaakkola<\/strong> \u2013 Chief of Defence.<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">These figures shape Finland\u2019s strategic direction. A company\u2019s practical route into the market usually runs through technical users, capability owners, PVINYX, procurement officials and established industrial partners.<\/p>\n\n\n\n<div class=\"wp-block-buttons is-layout-flex wp-block-buttons-is-layout-flex\">\n<div class=\"wp-block-button\"><a class=\"wp-block-button__link has-text-align-left wp-element-button\" href=\"https:\/\/thedefender.media\/en\/2026\/04\/dti-iron-patria\/\"><strong>Read more: <\/strong>What the partnership between&nbsp;Double Tap Investments&nbsp;and the&nbsp;IRON Cluster&nbsp;with Finland\u2019s largest defence prime means<\/a><\/div>\n<\/div>\n\n\n\n<h4 class=\"wp-block-heading\"><strong>Finnish Defence Forces structure<\/strong><\/h4>\n\n\n\n<p class=\"wp-block-paragraph\">Before pitching, identify where your solution fits across three axes: domain, function and future capability. Each service branch has its own Inspector, and each function has its own procurement chain. The correct entry point is therefore specific.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>By domain: service-level fit<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Land \u2013 Army: firepower, mobility and protection, including Leopard 2A6 tanks, CV90 infantry fighting vehicles and artillery.<\/li>\n\n\n\n<li>Sea \u2013 Navy: coastal defence, mine warfare and anti-submarine warfare.<\/li>\n\n\n\n<li>Air \u2013 Air Force: the F-35 transition, radar and air defence.<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>By function: cross-service fit<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Joint capabilities: effects and systems operating across several domains.<\/li>\n\n\n\n<li>Logistics: supply chains, sustainment and security of supply.<\/li>\n\n\n\n<li>ISTAR: intelligence, surveillance, target acquisition and reconnaissance.<\/li>\n\n\n\n<li>C4: command, control, communications and computers.<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>By future wave: where attention is moving<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Unmanned systems, including UAVs, UGVs and other uncrewed platforms.<\/li>\n\n\n\n<li>Artificial intelligence, robotics and autonomy.<\/li>\n\n\n\n<li>Sensor-to-shooter integration.<\/li>\n\n\n\n<li>Commercial off-the-shelf and dual-use technologies.<\/li>\n\n\n\n<li>Space and cyber capabilities.<\/li>\n<\/ul>\n\n\n\n<figure class=\"wp-block-image size-large\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"672\" src=\"https:\/\/thedefender.media\/wp-content\/uploads\/2026\/07\/zonapzi76ttcbk5qyolz-1024x672.webp\" alt=\"\" class=\"wp-image-33791\" srcset=\"https:\/\/thedefender.media\/wp-content\/uploads\/2026\/07\/zonapzi76ttcbk5qyolz-1024x672.webp 1024w, https:\/\/thedefender.media\/wp-content\/uploads\/2026\/07\/zonapzi76ttcbk5qyolz-300x197.webp 300w, https:\/\/thedefender.media\/wp-content\/uploads\/2026\/07\/zonapzi76ttcbk5qyolz-768x504.webp 768w, https:\/\/thedefender.media\/wp-content\/uploads\/2026\/07\/zonapzi76ttcbk5qyolz.webp 1280w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><figcaption class=\"wp-element-caption\">Photo from the testing of defence solutions at Griffin Tech Days 2026 in Lapland. Image from DTI\u2019s LinkedIn page<\/figcaption><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\">Determine the exact service, function and capability area your solution serves before approaching the Finnish Defence Forces.<\/p>\n\n\n\n<h4 class=\"wp-block-heading\"><strong>Investors active in defence-adjacent capital<\/strong><\/h4>\n\n\n\n<p class=\"wp-block-paragraph\">Finland offers several routes into defence-adjacent investment, research funding and innovation programmes.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Defence-first investors<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Double Tap Investments (DTI)<\/li>\n\n\n\n<li>Tesi \u2013 Finland\u2019s state-owned investment company and a NATO Innovation Fund co-investor.<\/li>\n\n\n\n<li>NATO Innovation Fund (NIF)<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Deep-tech generalists<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Lifeline Ventures<\/li>\n\n\n\n<li>Maki.vc<\/li>\n\n\n\n<li>Inventure<\/li>\n\n\n\n<li>OpenOcean<\/li>\n\n\n\n<li>Voima Ventures<\/li>\n\n\n\n<li>Icebreaker<\/li>\n\n\n\n<li>Finnish Business Angels Network (FiBAN)<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">These investors may consider dual-use companies. Pure defence businesses can face restrictions imposed by a fund\u2019s limited partners.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Useful names<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Oles Khudoba \u2013 Double Tap Investments&nbsp;<\/li>\n\n\n\n<li>Keith Bonnici \u2013 Tesi<\/li>\n\n\n\n<li>Tiina Puheloinen-Laisi \u2013 FiBAN<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Family offices<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">A small group of Finnish families with industrial backgrounds provides quieter forms of capital. These investors can be highly influential within the Finnish industrial ecosystem.<\/p>\n\n\n\n<h4 class=\"wp-block-heading\"><strong>Research and development<\/strong><\/h4>\n\n\n\n<p class=\"wp-block-paragraph\">Finland has an integrated research ecosystem. VTT, Aalto University, Tampere University and other universities regularly conduct co-funded projects with industry.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">For Ukrainian companies, bringing a difficult technical problem may be more valuable than presenting a fully finished product.<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>VTT:<\/strong> Finland\u2019s state research centre, with expertise in radio-frequency technologies, electronic warfare, sensors, materials, autonomy and quantum technologies. Projects are often co-funded with industry partners. Contracting can be slow, but the technical depth is significant.<\/li>\n\n\n\n<li><strong>Aalto University: <\/strong>dual-use artificial intelligence and robotics.<\/li>\n\n\n\n<li><strong>Tampere University:<\/strong> signal processing and communications.<\/li>\n\n\n\n<li><strong>University of Jyv\u00e4skyl\u00e4:<\/strong> cybersecurity.<\/li>\n\n\n\n<li><strong>University of Oulu: <\/strong>wireless technologies and 6G.<\/li>\n\n\n\n<li><strong>University of Turku: <\/strong>maritime technologies and materials.<\/li>\n\n\n\n<li><strong>Business Finland:<\/strong> co-funding for foreign startups working through Finnish research and development partners. Access generally requires a Finnish entity or local partner.<\/li>\n<\/ul>\n\n\n\n<h4 class=\"wp-block-heading\"><strong>Accelerators and innovation programmes<\/strong><\/h4>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>NATO DIANA:<\/strong> the Defence Innovation Accelerator for the North Atlantic. Finland hosts sites in Espoo and Tampere. The programme is cohort-based, focused on dual-use technologies and provides a strong signal of relevance to NATO markets.<\/li>\n\n\n\n<li><strong>Business Finland:<\/strong> offers innovation funding through instruments such as Tempo and R&amp;D funding, as well as programmes related to areas including mobility and artificial intelligence. Foreign startups generally need a Finnish partner or entity.<\/li>\n\n\n\n<li><strong>Finnish defence accelerators and clusters:<\/strong> xEdge in Tampere is an emerging defence cluster. Other relevant initiatives include eAlliance, DEFINE and Finnish Defence House.<\/li>\n<\/ul>\n\n\n\n<h4 class=\"wp-block-heading\"><strong>How Finnish defence procurement works<\/strong><\/h4>\n\n\n\n<p class=\"wp-block-paragraph\">Finnish defence procurement moves through specific institutions and long-term capability programmes.<br><em><br><\/em><strong>PV and PVLOGL<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>PV \u2013 Finnish Defence Forces: defines operational needs and capability priorities.<\/li>\n\n\n\n<li>PVLOGL \u2013 Defence Forces Logistics Command: manages purchasing, contracts, sustainment and lifecycle support.<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">For companies, the first step is to identify a specific military need and the unit that would use the capability. Once that need is validated, the procurement, contracting and sustainment process usually runs through PVLOGL.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Capability programmes<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Major acquisitions are organised through capability requirements and long-term programmes, including:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>HX \/ F-35<\/li>\n\n\n\n<li>Squadron 2030<\/li>\n\n\n\n<li>Army 2030+<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">These programmes are the long-term capability tracks through which Finland plans and acquires major defence systems. They operate on multi-year timelines with defined requirements, budgets and procurement chains.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Rapid procurement<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Since 2022, Finland has also used faster routes for capabilities made more urgent by the war in Ukraine, including:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Counter-UAS<\/li>\n\n\n\n<li>Intelligence, surveillance and reconnaissance<\/li>\n\n\n\n<li>Electronic warfare<\/li>\n<\/ul>\n\n\n\n<p class=\"wp-block-paragraph\">These procurements are smaller than major strategic programmes, but they are real opportunities. Timelines may be around 12-18 months, compared with five to seven years for conventional procurement.<\/p>\n\n\n\n<div class=\"wp-block-buttons is-layout-flex wp-block-buttons-is-layout-flex\">\n<div class=\"wp-block-button\"><a class=\"wp-block-button__link has-text-align-left wp-element-button\" href=\"https:\/\/thedefender.media\/en\/2026\/04\/corpus-coalition\/\"><strong>Read on Defender Media:<\/strong> CORPUS launched as a international defence procurement coalition at the initiative of Ukraine\u2019s DOT<\/a><\/div>\n<\/div>\n\n\n\n<h4 class=\"wp-block-heading\"><strong>Finnish dual-use pioneers<\/strong><\/h4>\n\n\n\n<p class=\"wp-block-paragraph\">Many of the country\u2019s most important defence capabilities also come from dual-use companies whose technologies serve both civilian and military customers. These firms are often key partners, suppliers and innovation drivers within the Finnish defence ecosystem.<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Nokia:<\/strong> expanded from commercial telecommunications into mission-critical networks, defence communications, radio-frequency technologies and private 5G for tactical use. One of Finland\u2019s most underestimated defence assets.<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>ICEYE: <\/strong>an Espoo-based company operating a major commercial synthetic-aperture radar satellite constellation. Its technology has been used in support of Ukraine.<\/li>\n<\/ul>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>IQM: <\/strong>builds quantum computers in Espoo and works with customers across NATO countries. Quantum technology represents a future dual-use field in encryption, optimisation and simulation.&nbsp;<\/li>\n<\/ul>\n\n\n\n<h4 class=\"wp-block-heading\"><strong>Who do you actually call?<\/strong><\/h4>\n\n\n\n<p class=\"wp-block-paragraph\">Two questions determine the correct entry point: what capability you bring and how mature the technology is. Both must be clear before you contact the Finnish Defence Forces.<\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li><strong>Substance: What do you bring?<\/strong><\/li>\n<\/ol>\n\n\n\n<p class=\"wp-block-paragraph\">Your capability area determines the relevant branch and Inspector. Each area belongs to a different part of the Defence Forces. Contacting the wrong audience will usually end the conversation. Do not assume that your message will be forwarded internally.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Choose one of these categories:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Firepower<\/li>\n\n\n\n<li>Protection<\/li>\n\n\n\n<li>Mobility<\/li>\n\n\n\n<li>Mines<\/li>\n\n\n\n<li>Air defence<\/li>\n\n\n\n<li>Electronic warfare<\/li>\n\n\n\n<li>ISR<\/li>\n\n\n\n<li>Special operations<\/li>\n\n\n\n<li>Cyber<\/li>\n<\/ul>\n\n\n\n<ol start=\"2\" class=\"wp-block-list\">\n<li><strong>Maturity: How ready is the technology?<\/strong><\/li>\n<\/ol>\n\n\n\n<p class=\"wp-block-paragraph\">The Technology Readiness Level (TRL) determines which organisation you should approach:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>TRL 1-3 \u2013 Research: <\/strong>Finnish Defence Research Agency.<\/li>\n\n\n\n<li><strong>TRL 4-6 \u2013 Development:<\/strong> relevant Branch Inspector.<\/li>\n\n\n\n<li><strong>TRL 6-8 \u2013 Innovation:<\/strong> PVINYX, the faster innovation route.<\/li>\n\n\n\n<li><strong>TRL 9 \u2013 Finished product:<\/strong> Defence Forces Logistics Command tenders and HILMA.<\/li>\n<\/ul>\n\n\n\n<figure class=\"wp-block-image size-large\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"576\" src=\"https:\/\/thedefender.media\/wp-content\/uploads\/2026\/07\/mikko-pekka-hanski1-1024x576.webp\" alt=\"\" class=\"wp-image-33637\" srcset=\"https:\/\/thedefender.media\/wp-content\/uploads\/2026\/07\/mikko-pekka-hanski1-1024x576.webp 1024w, https:\/\/thedefender.media\/wp-content\/uploads\/2026\/07\/mikko-pekka-hanski1-300x169.webp 300w, https:\/\/thedefender.media\/wp-content\/uploads\/2026\/07\/mikko-pekka-hanski1-768x432.webp 768w, https:\/\/thedefender.media\/wp-content\/uploads\/2026\/07\/mikko-pekka-hanski1-1536x864.webp 1536w, https:\/\/thedefender.media\/wp-content\/uploads\/2026\/07\/mikko-pekka-hanski1.webp 1600w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><figcaption class=\"wp-element-caption\">Mikko-Pekka Hanski \/ Photo: Author&#8217;s personal archive<\/figcaption><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\">The correct contact is found by combining the capability area with the product\u2019s TRL. Knowing a senior person\u2019s name is less important than approaching the right function at the right stage.&nbsp;<\/p>\n\n\n\n<h4 class=\"wp-block-heading\">Conclusion: Find where you fit<\/h4>\n\n\n\n<p class=\"wp-block-paragraph\">The Finnish market is small, technically demanding and relationship-driven. Experience in another Nordic country does not automatically transfer.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Ukrainian companies must identify the right service branch, operational user, capability area and Technology Readiness Level before entering the market. Start with dialogue. Build interest, ask for feedback, adapt the proposal and return with stronger evidence.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Success depends on finding the correct entry point and showing exactly how your capability fits Finland\u2019s existing defence system.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><a href=\"https:\/\/product-pr.com\/defence-tech-bootcamp-go-global\" target=\"_blank\" rel=\"noreferrer noopener nofollow\"><em>Defence Tech Comms Bootcamp: Go Global<\/em><\/a><em> also features expert insights on market entry and partnership opportunities in Lithuania, France, and Norway.<\/em><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><em>\u201cEvery market has its own rules, decision-making processes and relationship dynamics. Understanding them directly from experts who operate within these ecosystems can significantly shorten the learning curve for Ukrainian defence tech companies,\u201d says Julia Petryk, Co-Founder and CEO of Calibrated and Founder of Tech PR School. \u201cThat is the idea behind Defence Tech Comms Bootcamp: Go Global \u2013 connecting Ukrainian defence tech teams with practitioners and insiders who can help them navigate international markets more effectively.\u201d<\/em><\/p>\n\n\n\n<hr class=\"wp-block-separator has-alpha-channel-opacity is-style-dots\"\/>\n\n\n\n<div class=\"wp-block-media-text is-stacked-on-mobile\"><figure class=\"wp-block-media-text__media\"><img loading=\"lazy\" decoding=\"async\" width=\"799\" height=\"800\" src=\"https:\/\/thedefender.media\/wp-content\/uploads\/2026\/07\/1744954591161.jpeg\" alt=\"\" class=\"wp-image-33626 size-full\" srcset=\"https:\/\/thedefender.media\/wp-content\/uploads\/2026\/07\/1744954591161.jpeg 799w, https:\/\/thedefender.media\/wp-content\/uploads\/2026\/07\/1744954591161-300x300.jpeg 300w, https:\/\/thedefender.media\/wp-content\/uploads\/2026\/07\/1744954591161-768x769.jpeg 768w\" sizes=\"auto, (max-width: 799px) 100vw, 799px\" \/><\/figure><div class=\"wp-block-media-text__content\">\n<p class=\"wp-block-paragraph\">Mikko-Pekka Hanski<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Co-Founder of Double Tap Investments<\/p>\n\n\n\n<ul class=\"wp-block-social-links has-normal-icon-size is-style-default is-layout-flex wp-block-social-links-is-layout-flex\"><li class=\"wp-social-link wp-social-link-linkedin wp-block-social-link\"><a rel=\"noopener nofollow\" target=\"_blank\" href=\"https:\/\/www.linkedin.com\/in\/mikko-pekka-hanski\/\" class=\"wp-block-social-link-anchor\"><svg width=\"24\" height=\"24\" viewBox=\"0 0 24 24\" version=\"1.1\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" aria-hidden=\"true\" focusable=\"false\"><path 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Bootcamp<\/p>\n","protected":false},"author":7,"featured_media":33636,"template":"","tags":[401,1566,216],"class_list":["post-33661","insights","type-insights","status-publish","has-post-thumbnail","hentry","tag-double-tap-investments","tag-finland","tag-industry","pmpro-has-access"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.5 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>How to enter Finland\u2019s defence market: a practical guide<\/title>\n<meta name=\"description\" content=\"Key takeaways from the presentation at Calibrated\u2019s Defence Tech Comms Bootcamp Read more on Defender Media.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/thedefender.media\/en\/insights\/how-to-enter-finland-defense-market\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" 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