44 DEFENCE NORDIC Invisios pivot from consumer losses to defence contracts reshapes its growth path A near-closure in 2008 led to a decisive exit from consumer electronics and a slow entry into defence procurement cycles BY MORTEN HERMANN - Should we shut down the company, or give it one more attempt? That was the question Invisios chief executive, Lars Højgård Hansen, put to himself and the companys investors in 2008. At the time, the business relied on selling Bluetooth headsets to the consumer market - and struggled to do so. Year after year, it reported losses, despite investors injecting hundreds of millions of Danish kroner. With the arrival of the iPhone in 2007, the consumer electronics market - including the headsets sold by Invisio - expanded rapidly. At the same time, however, prices fell sharply, Hansen recalls. The company could not keep pace with that shift. Hansen instead turned to a smaller, established line of business: for several years, Invisio had supplied limited volumes of headsets to military customers. Exit Invisio exited the consumer segment entirely and focused on headsets and hearing protection designed for combat environments. Annual revenue increased from below DKK 30 million to more than DKK 1 billion, alongside a move into sustained profitability. - We were used to taking a bag under our arm, going out to a meeting and securing an order for three pallets. We then had to adapt to a sales cycle that could take three years. You could not push an order through - you had to wait for testing and approvals. It was extremely frustrating, Hansen says. Today, Invisios portfolio is centred on communications-integrated systems. It supplies headsets for dismounted soldiers, alongside receiver and control units for vehicles and individual users. Defence procurement requirements extend development and sales timelines. These pressures were compounded by the global financial crisis, followed by several years of continued Lars Højgård Hansen, CEO, Invisio. losses. Hansen attributes the companys survival during this period to the support of its owners. Orders began to materialise in 2011 and 2012, initially from the Danish armed forces and shortly afterwards from the United States. Momentum then built steadily, with Invisio now supplying a broad range of NATO customers. The company recorded its first profit in 2014. Close to the user Hansen describes the transition from consumer to military markets as mixed in complexity. From a technical perspective, the core requirement - delivering audio - remained consistent. However, adapting systems to operational environments required substantial development. Equipment must Photo: Invisio withstand extreme temperatures, dust, vibration and water, and remain operable while users wear heavy gloves. Close engagement with end users has therefore been central to product development. - From day one, we have maintained close contact with users. What challenges do they face, and how can we help? We cannot sit at headquarters and assume we understand, he says. This approach continues to inform newer products, including control units and vehicle intercom systems. As Invisio has matured, long procurement timelines have become less of a constraint. Such timelines remain structural within defence markets, but accumulated experience and a proven track record have eased execution. An extensive customer base also supports market access. With a three-digit million Danish kroner profit in 2025, the company has strengthened its financial position. Combined with contracts that can run for five, 10 or 15 years, this provides stability and time for continued development. Invisio is also expanding into adjacent segments with similar operational requirements. While defence accounts for 80 percent of revenue, customers now include police units, the United States Coast Guard and fire services. A return to the consumer market is not under consideration. - We are staying in the professional segment. There are still many new customers coming in, Hansen says. Nordic defence construction accelerates The Nordic countries are increasing investment in military infrastructure Changing the value chain Unmanned systems create new demand for sensors, electronics, communication and fast production Major defence players look to the Nordics Nordic companies are a 2 DEFENCE NORDIC Nordic Cooperation Gains Urgency During Denmarks fighter aircraft procurement process approximately 20 years ago, Saab sought to position the Gripen as a Nordic alternative to what later became the F-35 programme. That proposition gained little traction within the Danish establish Your preferred partner in calibration solutions Caltech AB is your knowledge center in calibration and precision measurement. Calibrators Calibration Visit our website! Asset Management / Calibration Software 4 DEFENCE NORDIC AD INSERT Full-service supplier of critical communication solutions Drones and unmanned systems are playing a growing role in the defence debate. But for Northcom, the development is not only about the platforms themselves. It is about the critical communication that enables thes No ROOM FOR fAILURE! Engineered for reliability HOSES & FITTINGS HYDRAULIC COMPONENTS HYDRAULIC SYSTEMS SYSTEM DESIGN & ENGINEERING PRODUCTION & ASSEMBLY IN SWEDEN Reliable, optimized hydraulic solutions since 1970. Responsibly sourced from European suppliers. 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It is also about stable deliveries, critical components, operation, maintenance and the ability to reduce complexity in an organisation with many procu 8 DEFENCE NORDIC Visualization of the future accommodation for the Danish Defence Illustration: PensionDanmark €937m public-private partnership to modernise Danish military accommodation 20-year agreement covers construction and operation of 31 buildings across 11 Danish Defence sites BY ERIK HO WHEN EQUIPMENT FAILURE IS NOT AN OPTION Photographer: Jack Eckersley, Copyright: UK MOD Crown copyright 2023 Mechanical integrity takes on a whole new meaning when operating deep in the unknown, In the most demanding environments, theres no room for loose bolts. Land systems, aerospace and naval 10 DEFENCE NORDIC AD INSERT Octarotor drone flying. Photo: Colourbox DALO Industry Days moves to Herning amid historic defence build-up When DALO Industry Days 2026 takes place at MCH Messecenter Herning on 1920 August, it will do so in new and larger surroundings. At the time of writing, the pr DEFENCE NORDIC AD INSERT Army conscript examines satellite information. Drones, robotics and new sensors One of the clear technological themes in this years exhibitor field is unmanned systems and sensor technology. The list of reserved stands includes companies such as AeroVironment, DroneShield 12 DEFENCE NORDIC For the first time, Forsvarsbygg has had a building certified with the Nordic Swan Ecolabel. One of the accommodation buildings at Camp Akkasæter in Troms can now carry the Nordic regions most widely recognised environmental label. Photo: Forsvarsbygg Nordic defence fuels buildi DEFENCE NORDIC 13 Preparatory works are now beginning at Rosenholm in northern Karlskrona. Plans for the site include a ground workshop and a maintenance facility. Parts of the Naval Bases operations will be located here. Illustration: Fortifikationsverket/Afry the coming years, we will continue t 14 DEFENCE NORDIC AD INSERT Bullet-resistant concrete for critical installations Danish manufacturer Hi-Con has certified its Ultra High Performance Concrete for the defence and security market. A product already tested by the Swedish military is now ready for a market where demand is stronger th The defence and security agenda transcends borders. So does our legal advice. Financing and investment opportunities Public procurement Commercial and government contracting National security and foreign direct investment (FDI) Dual-use, export controls and sanctions Cybersecurity and data prot 16 DEFENCE NORDIC AD INSERT Keeping track of small parts keeps critical equipment operational raaco develops and manufactures durable storage and transport systems for tools, spare parts and specialised components. The solutions help technicians, workshops and operational units create overview, w Coating. Exactly as specified With Nadcap, AS9100, ISO 9001 and ISO 14001 certifications, you can rely on proven quality when you need advanced coating solutions for the aviation, space and defence industries. 40 ISO 1 01 00 ISO 900 91 1 AS CE JAI-O annonce - Defence Nordic 215x285mm.indd 2 RT 18 DEFENCE NORDIC AD INSERT Photo provided by Prevas Prevas turns drone vision into production-ready technology When a new drone sensor needs to move from algorithm to factory floor, it is rarely the vision that slows the process down. More often, the challenge lies in making the technology read DEFENCE Robotics Robotics and unmanned systems are playing an increasingly important role in the defence industry. They can operate in the air, on land and at sea, supporting surveillance, data collection, reconnaissance and situational awareness. The development is not only about the robot itself, 20 DEFENCE NORDIC Unmanned systems Unmanned systems are reshaping the defence industry. From aerial drones to landbased and maritime platforms, they create new demands for technology, production, testing and secure communication. Their growing role also strengthens the need for suppliers that can DEFENCE NORDIC AD INSERT 21 Customised batteries for critical missions As drones become heavier and more advanced, the requirements for operational reliability, traceability and documentation are increasing. Battery manufacturer Celltech A/S approaches the defence market with customised battery s g o 22 DEFENCE NORDIC Small satellites, big interest: why Nordic space firms are in demand As smaller satellites dominate launches, defence giants are seeking specialist capability in the Nordics, rewarding firms with distinct technologies and proven dual-use demand BY KEVIN LANDOR LAURSEN Europe DEFENCE NORDIC Carsten Drachmann, CEO of Gomspace, sees great potential in defence solutions. 23 Photo provided byt Gomspace Gomspace expands into defence systems and deep space After a 72 percent revenue rise in 2025, the Danish satellite maker is pivoting towards end-to-end surveillance and mo 24 DEFENCE NORDIC Danish supplier pivots towards new market as satellite roles evolve Satlabs expansion reflects a shift from transmission to verification, as customers seek greater control, resilience and independence BY FREDERIK MARCUS OVERGAARD Denmarks Satlab is expanding into signal intellige DEFENCE NORDIC 25 - Kuva Space has raised around 30 million euro during its 10 years of existence. Rendering: Kuva Space From climate data to the battlefield: how Kuva Space entered defence As part of a wider trend Finnish startup Kuva Space has expanded into defence as a direct consequence of Your media platform for the Nordic defence industry The defence industry is an exceptionally complex and consequential field that, despite its growing relevance, still receives only fragmented media coverage. That is something Defence Nordic is changing. Our ambition is to provide a comprehensive ov Get the best of Defence Nordic in your inbox - Sign up for our newsletter In our newsletters, we handpick the Nordic defence industrys most important news and stories and deliver them straight to your inbox. This way, youll receive a sharp, curated overview, so youre always ahead of developments in 28 DEFENCE NORDIC Satellites Satellites are becoming an increasingly important part of modern defence. They support surveillance, communication, navigation and data collection across large areas, including maritime regions and remote territories. As smaller satellites become faster and more afford DEFENCE NORDIC 29 Record Swedish satellite deal hints at deeper defence turn for OHB A 248 million euro ESA contract signals a sharper turn as civil space programmes move closer to defence priorities. BY ERIK HOLM In what is often described as Swedens research capital, a mid-sized technology compa När uppdraget kräver båd Vi utför högprecisionsetsning för Vill du veta mer om våra processe Kontakta oss! Telefon: 076 624 41 77 Mail: lars.bille@heartbeat-sales.c www.aetztechnik-herz.se både precision och hjärta. g för framtidens försvarsteknik. esser? d a he a t a be t r a he #a es.com Ätztechnik Herz GmbH & Co.KG Kilbigswasen 4 D - 78736 Epfendorf / Germany 32 DEFENCE NORDIC AD INSERT Danish electronics production could play an important role in the drone industry of the future HP Elektronik-Montage sees new opportunities in the defence market, where drones and the need for flexible production and shorter domestic supply chains are opening the door DEFENCE NORDIC 33 Vard positions for Norways multi-billion naval build With a NOK 38 billion to NOK 84 billion programme moving into its industrial phase, Vard is leveraging recent naval deliveries and domestic capacity to press its case BY ERIK HOLM The Norwegian shipbuilding company Vard is posi 34 DEFENCE NORDIC chief executive Tomi Gardemeister, who joined in early 2024 with a mandate to scale the business. Sisu Auto turns to partners as growth accelerates Rising demand and an expanding vehicle portfolio are pushing Sisu Auto towards a more outsourced production model BY ERIK HOLM Sis DEFENCE NORDIC 35 The GTT is a tracked articulated vehicle comprising two linked units, each with its own continuous track. Photo: Sisu Auto Photo: Jani Järvinen/Sisu Auto GTP 4x4 tactical vehicles for the Finnish and Swedish armed forces. These orders fall under the Finnish-Swedish defence coop 36 DEFENCE NORDIC Salt Ship Design: - An opportunity to demonstrate our capabilities Early contract win places Salt Ship Design and Kongsberg Defence & Aerospace at the front of what could become the Nordics largest naval procurement in decades BY ERIK HOLM - We will be busy setting up kick-off me HÖGSÄKERHETSLOGISTIK. PÅ RIKTIGT. Loomis levererar säker och spårbar transport och lagring av affärskritiskt gods. I Sverige och globalt. Manipulationssäkra lösningar och anpassat emballage för dokument, försändelser och känslig utrustning via Loomis eStore. Loomis Sverige AB 010-163 63 00 securelo 38 DEFENCE NORDIC AD INSERT EKTOS helps customers move from concept to mass production At Danish EKTOS Group, specialised electronics are developed for some of the worlds most demanding industries from wind energy and medical technology to defence and drones. In the companys Ukrainian department DEFENCE NORDIC AD INSERT 39 Surface treatment specialist scales up for growing defence market DOT Colors is seeing increasing activity from subcontractors in the defence industry. As part of the DOT Group, the company can combine surface treatment, documentation, capacity and logistics in assignm 40 DEFENCE NORDIC AD INSERT Specialised rubber solutions for the defence industry At AVK GUMMI, rubber is not about standard products. It is about highly specialised components for critical industrial systems. With in-house material development and engineering, and a strong focus on quality and r HIGH PERFORMANCE RUBBER COMPONENTS Tier 2 supplier to the defence industry. Specialised in customer-specific gaskets, diaphragms and technical rubber solutions. www.avkgummi.com Storsatsning på skyddsrummen stundar Skyddsprodukter AB tillverkar allt som behövs för skyddsrummet, något som snabbt blivit allt viktigare i ett allt osäkrare omvärldsläge. Ett skyddsrum räddar liv om det är i rätt skick men kan vara en dödsfälla om viktiga komponenter inte fungerar. Företaget Skyd Inga lösa skruvar med Strainlabs En lös skruv kan stoppa hela processen problemet kan lösas med helsvensk teknik från Strainlabs där skruven själv säger ifrån innan någonting allvarligt händer. Nu siktar Strainlabs mot försvarsindustrin. Skruvar är det absolut vanligaste sättet att sammanfoga före 44 DEFENCE NORDIC Invisios pivot from consumer losses to defence contracts reshapes its growth path A near-closure in 2008 led to a decisive exit from consumer electronics and a slow entry into defence procurement cycles BY MORTEN HERMANN - Should we shut down the company, or give it one more atte DEFENCE NORDIC AD INSERT 45 How fuel distribution is becoming a test of operational resilience As military forces adapt to a more transparent battlefield, HMK Bilcon believes fuel logistics must be treated as an operational capability, not simply as transport or support behind the frontline. T 46 DEFENCE NORDIC AD INSERT A Danish wholesaler in a strong Nordic supply chain SEC SET is part of Relais Group, and as a specialist in lighting, camera and power solutions, the company supplies equipment to, among others, the companies that build and deliver vehicle solutions for the Danish Defe DEFENCE NORDIC AD INSERT 47 Photo provided by NorSea Energy sector expertise strengthens the defence of the future NorSea Denmark is applying its strong expertise in secure and complex energy logistics to the defence sector. We are used to planning and carrying out operations where failure is no 48 DEFENCE NORDIC Swedish start-up moves from Davos airspace to Ukrainian drone production Founder Hans Werner tells Defence that, after Davos, Skygaard is preparing Swedish production of Ukrainian-designed interceptors, accelerating its Nordic expansion BY ERIK HOLM to three notable developments Byggeriet stiller nye krav. Også til belægningen. IBF SuperLoc Hos IBF arbejder vi med holdbare løsninger med reduceret CO2-aftryk, uden at gå på kompromis med udseende, styrke, levetid og drift. Derfor tilbyder vi vores industribelægninger i hele Danmark med dokumenteret reduceret CO2-aftryk ift. 50 DEFENCE NORDIC DEFENCE NORDIC Drones Drones are becoming a central part of modern defence. They support surveillance, reconnaissance, communication and data collection across air, land and maritime domains. As the technology develops, drones are no longer just platforms in themselves, but part of larger systems i Global logistics made simple tailored to the defence industry With almost three decades of experience transporting military and license required equipment, Blue Water offers a vast insight in handling complex transport assignments. As a trusted supplier to several Ministries of Defence, as well as