Military Market Entry & Field Marketing in Ukraine

Helping defense and dual-use companies test, refine, and scale their products in Ukraine and NATO markets

Client Goals

Test their product in Ukraine

With real military units

Improve or adapt the product

Based on field feedback

Scale sales in Ukraine and NATO countries

Once the technology is validated

Who This Service Is For

Our service is designed for companies that want to

  • Small military manufacturers
  • Dual-use technology companies
  • Defense startups who aim to enter the Ukrainian market or boost their sales in NATO countries through validated testing and proven field performance in Ukraine

Our Methodology

A complete, repeatable cycle that transforms early-stage tech into a field-validated product ready for large-scale adoption:

  1. Direct outreach to brigades
    – Deliver promomaterials
    – Arrange calls
    – Secure field meetings

  2. Live and online product demos
    Demonstrations and training sessions for military specialists.

  3. Participation in Ukrainian defense events
    Exhibitions, closed communities, high-level meetings (e.g., Victory Drones).

  4. Collect operational feedback
    Technical issues, usability gaps, battlefield requirements.

  5. Product upgrade
    Work with your R&D team to refine the solution based on real field input.

  6. Repeat the cycle
    Re-test the updated version until readiness for procurement.

  7. Sales to brigades and sponsors
    Once validated, we facilitate introductions to units and sponsors.

  8. Sales to Government through tenders
    After successful field adoption.

Project Team

Your project is supported by a multidisciplinary team:

Tech Lead

Military-tech expert providing technical support and answering engineering questions during demos

Field Marketing Manager

Handles all on-the-ground processes: communication with units, sending materials, coordinating demos, and managing field activities

Online Marketing Specialist

Responsible for online visibility and digital promotion in Ukraine

Business Expert

Provides strategic guidance, opens high-level doors when needed, and organizes executive meetings

Timeframe

A full cycle from zero to sales typically takes up to 12 months.
However, for high-demand categories (e.g., drones, robotics), timelines can be much shorter when initial tests show strong results.

Case Study

RCam started the R&D phase of its smart camera in March 2022.
By April 2024, we secured the first sales deal with the military sponsor of the 79th Air Assault Brigade.

For products that are already mature and in demand in Ukraine, this timeline can be significantly shorter.

Legal Requirements

To sell military goods in Ukraine, companies must:

  • Provide NATO code

  • Pass background checks

  • Follow export control regulations

  • Have a local representative office (LLC) for:
    – certifications
    – tender participation
    – accounting
    – legal compliance

We can connect you with trusted Ukrainian legal entities for these purposes.
However, please note:

We provide marketing, field testing, and facilitation — not direct sales.
Final sales transactions are handled by your licensed local representative (e.g., Ukrspetsexport or another certified entity), not by RCam.

Your representative must speak Ukrainian and English, have proper clearance, understand local defense legislation, and be able to prepare tender documents and contracts.

Contacts

Yaroslav Parkhisenko, Rcam cofounder

[email protected]