{"id":20330,"date":"2026-03-04T11:49:47","date_gmt":"2026-03-04T09:49:47","guid":{"rendered":"https:\/\/trialoog.taltech.ee\/droonitootja-kaitsetoostusettevotte-edu-tagab-maraton-mitte-sprint\/"},"modified":"2026-03-06T00:17:25","modified_gmt":"2026-03-05T22:17:25","slug":"droonitootja-kaitsetoostusettevotte-edu-tagab-maraton-mitte-sprint","status":"publish","type":"post","link":"https:\/\/trialoog.taltech.ee\/en\/droonitootja-kaitsetoostusettevotte-edu-tagab-maraton-mitte-sprint\/","title":{"rendered":"Drone manufacturer: success in the defense industry is a marathon, not a sprint"},"content":{"rendered":"","protected":false},"excerpt":{"rendered":"

When people talk about drones, the focus tends to fall on technology \u2013 autonomy, artificial intelligence, and swarms. T\u00f5nis Voitka, CEO of the Estonian defense company KrattWorks and a TalTech alumnus, instead turns a serious eye to manufacturing and business models. In his view, the course of drone warfare is determined not only by the sophistication of the systems, but also by the speed and scale of drone production and the sustainability of the company producing them.<\/p>\n","protected":false},"author":8,"featured_media":20235,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"inline_featured_image":false,"footnotes":""},"categories":[250],"tags":[593,727,810,610],"class_list":["post-20330","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-business","tag-alumni","tag-defence-industry","tag-defence-technology","tag-drones"],"acf":{"postbuilder":[{"acf_fc_layout":"text","type":"text","text":"

\u201cThe average sales cycle in the defense sector lasts two years. There is no point in entertaining hopes that things will move faster.\u201d<\/p>\r\n

That sentence sums up Voitka\u2019s view of the defense industry: success is driven not by a get-rich-quick mindset, but by patience and the ability to build a sustainable structure.<\/p>\r\n

KrattWorks<\/a> started out in 2018 as a product development company. In the early days, it also offered a drone-based wildfire detection solution: a camera and software system that helped map the fire line. The solution even reached the demo stage with California rescue services, although the order ultimately fell through due to lack of funding.<\/p>\r\n

Over the years, the company\u2019s focus shifted more clearly toward the military sector. Today, KrattWorks develops surveillance, targeting, and attack drones, and provides its services both in Estonia and on international markets. The team employs around 70 people, most of them software, mechanical, or electronics engineers, as well as production specialists.<\/p>\r\n\r\n

A drone market like the crypto boom<\/strong><\/h4>\r\n

According to Voitka, today\u2019s drone market resembles the crypto boom. \u201cRight now, there\u2019s much the same feeling in the air as there was when every taxi driver seemed able to give you investment advice on crypto \u2013 except that now people are talking about drones.\u201d<\/p>\r\n

In his view, many newcomers underestimate the specific nature of the defense market. Building a product does not automatically lead to sales. On top of that, the sector is shaped by two different types of customers with different logics: the procurer and the end user. One looks at the company\u2019s reliability and long-term sustainability, while the other focuses on how well the systems actually perform.<\/p>\r\n

KrattWorks\u2019 business model does not simply mean expanding the capacity of a company-owned factory. Voitka described an approach familiar from the automotive and consumer electronics industries: development and design are done in-house, while manufacturing is distributed across different countries through partners.<\/p>\r\n

The company maintains its own organic production capacity in order to set up processes and control quality. But when it comes to larger volumes, it does not try to build everything from scratch itself. The logic is simple: if the sales cycle is long and orders come in waves, it makes little sense to keep large production capacity constantly sitting idle.<\/p>\r\n

Cooperation with European manufacturing partners makes it possible to scale up quickly when needed, without having to set up a separate factory in every country.<\/p>\r\n\r\n

\r\n

\u201cRight now, there\u2019s much the same feeling in the air as there was when every taxi driver seemed able to give you investment advice on crypto \u2013 except that now people are talking about drones.\u201d<\/p>\r\n<\/blockquote>","image":null,"align":""},{"acf_fc_layout":"image","image":20239},{"acf_fc_layout":"text","type":"text","text":"

Ukraine as a testbed<\/strong><\/h4>\r\n

Russia\u2019s aggression in Ukraine has acted as a kind of litmus test for drone manufacturers, but Voitka does not want to romanticize the experience there. \u201cFiguratively speaking, we have found 101 ways in which our product does not work in Ukraine. Of course, you can always hope that the next version will finally perform well under those conditions.\u201d<\/p>\r\n

According to him, there is a clear difference between Western and Ukrainian approaches. \u201cIn Ukraine, if necessary, they will put something together with tape and nails \u2013 as long as it works. In the West, more emphasis is placed on other parameters as well.\u201d<\/p>\r\n

KrattWorks is seeking a balance between these approaches: the product must be refined enough to meet Western expectations, while also robust enough to function in harsh conditions.<\/p>\r\n

Voitka also points to a strategic lesson from the Ukrainian experience: \u201cThe winner is the one who can produce at scale.\u201d<\/p>\r\n

That does not only mean large factories, but also the ability to adapt quickly in order to manufacture software-updatable platforms in high volumes. The goal is to develop drones that do not become obsolete within a year, but can instead be continuously upgraded through software updates.<\/p>\r\n\r\n

A drone will not liberate Petseri<\/strong><\/h4>\r\n

When it comes to drone autonomy, Voitka is realistic. He acknowledges that the technology is already capable of a great deal today \u2013 a drone can fly in difficult conditions, carry out predefined tasks, and use smart support systems. But in his view, the decision of whom to act against and when remains with the human being. \u201cI always use the example of a mortar or an artillery gun. Weapons do not kill people on their own \u2013 humans still load the shell into the barrel and pull the trigger. It is the same with drones.\u201d<\/p>\r\n

KrattWorks also works with drone swarms, but their use likewise requires human involvement. According to Voitka, swarms have above all a practical advantage: when there are only a limited number of competent operators available and drones need to act in several places at once, a swarm solution helps concentrate impact and scale activity.<\/p>\r\n

But in his opinion, \u201cholding\u201d territory cannot be delegated to technology \u2013 at least not in the way it is sometimes imagined in futuristic scenarios. \u201cNo robot holds or liberates territory. We may have tens of thousands of robots, but a drone will not liberate Petseri.\u201d<\/p>\r\n

He also emphasized the fragility of technology. \u201cYou can send a drone to an area and say that it now controls it. But in reality, some hunter can shoot it down with a rifle at any moment.\u201d<\/p>\r\n

Voitka does not believe that science-fiction scenarios will become reality in the near future \u2013 scenarios in which the battlefield would somehow start functioning independently and technology would \u201cmake decisions\u201d on its own. In his view, the reason lies not only in software or sensors, but in something much more mundane: energy, infrastructure, and reliability. \u201cToday, we are still very much living in the age of the steam locomotive.\u201d<\/p>\r\n

By this, he means that even the most modern systems ultimately depend on physical preconditions \u2013 electricity, communications networks, manufacturing, and logistics. If infrastructure is disrupted, power is lost, or data communications fail, even the smartest algorithm will not save the situation.<\/p>\r\n\r\n

\r\n

\u201cYou can send a drone to an area and say that it now controls it. But in reality, some hunter can shoot it down with a rifle at any moment.\u201d<\/p>\r\n<\/blockquote>","image":null,"align":""},{"acf_fc_layout":"image","image":20237},{"acf_fc_layout":"text","type":"text","text":"

The next generation does not emerge in a vacuum<\/strong><\/h4>\r\n

Voitka does not believe that Estonia\u2019s drone industry currently has a clearly defined international niche of its own. What he does see as a strength, however, is the flexibility of a small state \u2013 cooperation between the government and companies can move faster here than in larger systems. In his view, the weak point is talent development: university procedures are slow, and study content tends to lag behind industry, which means that a large share of graduates still need substantial additional training once they enter the workforce.<\/p>\r\n

\u201cEvery year, universities produce many fresh engineers, but only a few are able to contribute to a company right away. The rest have to be trained up over a long period through the company\u2019s own efforts.\u201d In a rapidly growing sector, he sees this as a risk in itself.<\/p>\r\n

In the TalTech context, he offered a provocative idea: some lecturers could spend six months actually working at KrattWorks. \u201cThat way, the next semester\u2019s university teaching would not take place in a vacuum, but would be directly grounded in the needs of industry.\u201d<\/p>\r\n

What emerges from Voitka\u2019s thinking is that there is little value in sprinting when it comes to success stories in defense technology. This is a marathon with a long sales cycle, in which early excitement may open doors, but those who endure are the ones able to build lasting technology, resilient production capacity, and an organization made up of resilient people.<\/p>\r\n\r\n

\r\n

\u201cEvery year, universities produce many fresh engineers, but only a few are able to contribute to a company right away. The rest have to be trained up over a long period through the company\u2019s own efforts.\u201d<\/p>\r\n<\/blockquote>","image":null,"align":""}],"related_authors":[{"author":7990,"position":"Trialoog editor"}]},"yoast_head":"\nDrone manufacturer: success in the defense industry is a marathon, not a sprint - Trialoog<\/title>\n<meta name=\"description\" content=\"Kui droonidest r\u00e4\u00e4kida, kipub fookus minema AI-le. 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