Skyeton: The sky is no longer the limit
Ukrainian founder Aleksandr Stepura wants to grow his civilian drone-manufacturing startup Skyeton. Thanks to a local pool of aeronautical expertise inherited from the Soviet period, Stepura rapidly reached product excellence, technically on par with global powerhouses such as Boeing and other manufacturers coming from the military Unmanned Aerial Vehicle (UAV) space. Coming from a market approach focused solely on addressing the needs of governmental entities (police, border patrol, coast guards…), Stepura wants to expand the activities to regular B2B sales, for which the sales cycle is much shorter and less dependent on political connections. But moving from B2G to B2B was no easy feat operationally. The startup also had to make other decisions: selling products (drones, as flying platforms or complete systems) or services? Where to re-locate the company? What business model to pursue? How much financing was required? What needs to change in the management team to go from startup to scaleup effectively?
- Managing growth, scaling up, pivoting.
- Business model choices, product versus service, going global.
- Expansion financing, branding, market choices, integration issues.
- Doing business in Ukraine.
- Entrepreneurship, market-channel fit.
Skyeton, Manufacturing, Aerospace and Defense
2015-2020
Cranfield University
Wharley End Beds MK43 0JR, UK
Tel +44 (0)1234 750903
Email [email protected]
Harvard Business School Publishing
60 Harvard Way, Boston MA 02163, USA
Tel (800) 545-7685 Tel (617)-783-7600
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NUCB Business School
1-3-1 Nishiki Naka
Nagoya Aichi, Japan 460-0003
Tel +81 52 20 38 111
Email [email protected]
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