Case Study: Unlocking Market Entry Opportunities in the Indian Military Equipment Sector

Client Background 

The client is a leading Indian supplier of military hardware components with a strong engineering foundation and a focus on domestic manufacturing and innovation. The company serves the defense sector through precision-engineered components that support India’s growing emphasis on self-reliance in defense production. 

Client's Challenge 

The client sought to assess market entry opportunities and scalability within India’s defense sector. Key objectives included identifying regional demand for military equipment components, mapping procurement channels and key stakeholders, and analyzing existing military assets to uncover new areas for component supply.

Operating in a highly complex ecosystem marked by multiple procurement agencies and regionally uneven demand, the client needed a viable go-to-market and scaling strategy aligned with defense procurement cycles and localization policies. 

How Mordor Intelligence Helped 

Mordor Intelligence came up with a full research proposal including.

• Primary & Secondary Research:  Aggregated information on live military hardware, from guns to planes, choppers, boats and tanks, to estimate potential interest. 

• Interviews: Conducted discussions with key industry players, government officials, and military procurement specialists to gather insights on procurement practices and demand. 

• Market & Demand Analysis: Mapped location-based demand for military components and identified key maintenance, repair, and overhaul (MRO) facilities. 

• Stakeholder Mapping: Analyzed the roles of government agencies, military integrators, OEMs, and private contractors involved in procurement and maintenance, helping the client understand key influencers in the market. 
  

This tailored methodology guaranteed a granular knowledge about the defense landscape, linking the client’s goals with practical intelligence. 

Key Findings 

• Demand Distribution: Identified geographic areas with high demand for military equipment components based on active military assets. 

• Key Stakeholders: Mapped out government agencies, military integrators, and OEMs, detailing their roles in procurement and maintenance. 

• Procurement Trends: Found upcoming procurement programs, scheduled equipment upgrades, and retirements that presented potential opportunities. 

• Local Production Opportunities: Government regulations encouraged local manufacturing, creating an ideal environment for the client’s entry strategy. 
  

Impact Created 

• Market Entry Roadmap: Developed a clear strategy outlining key opportunities for market entry and growth within the Indian defense sector.

• Operational Scaling Strategy: Gave a scaling plan by geographic demand allowing client to assign limited resources where most needed.

• Key Partnerships: Identified potential local partners and government initiatives supporting local production, ensuring alignment with national defense policies.

• Strategic Forecast: Offered a detailed forecast of future market opportunities, highlighting upcoming procurement programs and when to prepare for them, ensuring the client is well-positioned for future growth. 

Our Industry Coverage 

With extensive experience in offering research for the defense sector, Mordor Intelligence offers a variety of custom services such as:

• Market Entry Strategy: Helping clients evaluate market opportunities and identify strategic entry points in complex defense markets. 

• Opportunity Assessment: Conducting in-depth market assessments to identify high-growth opportunities for manufacturers in the defense sectors. 

• Supply Chain Analysis: Mapping out procurement channels and key suppliers to enhance operational efficiency and partner selection. 

• Competitor Assessment: Analyzing market players, their strategies, and their competitive advantages to help clients position themselves effectively. 

• Feasibility Analysis: Evaluating the viability of local production and partnering strategies based on government regulations and demand forecasts. 

These tailored services allow clients to make informed decisions, optimize market entry strategies, and secure their position in dynamic and regulated markets such as defense.