Enquirer Consulting Group

Reachable Buyer Map

Prepared for Julien Le Tourneur d'Ison · Robin Radar Systems · August 2026
Two product lines, two buyers who do not share a budget line. The bird radar side is bought by whoever owns a permit, a safety case or an environmental condition. The drone detection side is bought by whoever owns force protection or site security. This map covers where each of them sits across Europe, who signs, and roughly how many there are. It describes the market rather than your business, and there is nothing to buy at the end of it.
Commercial airports
Where the two buyers sit closest together, since wildlife hazard management and airspace security both report into operations. The safety case is written once and then defended every year after, which makes the second conversation as valuable as the first.
Who signs: the head of airside or airport operations, the wildlife hazard manager, the safety and compliance manager, and the technology or innovation lead on anything new.
400 to 500
European airports handling scheduled commercial traffic; a long tail of regional and general aviation fields sits below them
Air forces and defense ministries
Small by count and the largest by value, bought through framework agreements and prime contractors rather than direct, on timelines set by budget cycles rather than by need. The requirement is usually written a year or more before anyone is permitted to buy.
Who signs: the capability or requirements officer, the force protection lead, the national procurement agency, and the prime contractor's own systems team.
Roughly 30 to 45 across Europe
national defense ministries and air forces, plus the alliance and agency structures above them; deliberately a narrow, high-value list
Wind, onshore and offshore
Bought against a permit condition rather than against a threat, so the trigger is a consent decision and the timing belongs to a regulator. Ownership is concentrated: a few hundred owners hold most of the operating capacity in Europe, which makes the reachable list far shorter than the number of wind farms suggests.
Who signs: the consents or permitting manager, the environmental lead, the asset or operations manager, and the project director during development.
Roughly 130 to 150 offshore
operating offshore wind farms in European waters, sitting on top of an onshore estate held by a few hundred named owners
Ports, terminals and offshore energy assets
A perimeter with no fence. Drone activity over a tank farm or a container terminal is a reportable incident before it is a security budget, and the reporting is what eventually funds the system. Spending here follows incidents first and regulation second.
Who signs: the port facility security officer, the harbor master, the HSE or security director, and the terminal operator where the asset is leased.
300 to 350
ports on the core European transport network, out of a wider base of well over a thousand commercial seaports
Prisons, stadiums and high-profile sites
The counter-drone segment that moves fastest, because one incident here is public and embarrassing rather than merely operational. Buying often starts event-driven and temporary before it becomes permanent, which is an entry point rather than a limitation.
Who signs: the head of security, the prison or estate director, the event safety officer, and the public authority funding the venue.
No single European register
prison estates are counted nationally rather than centrally, and venues are not registered as a security market at all; reached by name and by event calendar
Consultancies, research institutes and permitting authorities
The specifier layer rather than the payer. They write the monitoring requirement that ends up inside a consent condition or a tender, and they are consulted long before an asset owner holds a budget. Small, nameable, and almost never worked as a channel.
Who signs: the principal ecologist, the research lead, and the technical advisor to the permitting authority.
No public register
identified by name, by published study and by tender record, one at a time; the difficulty is the reason the layer stays open

Where the openings are

1
Two product lines, two buyers, one channel. Environment and permitting people do not read security material, and security people do not fund biodiversity monitoring. The same site can hold both seats without either one knowing the other conversation happened. Two named audiences is a different reach problem from one, and it is solvable.
2
The specifier writes the requirement long before the payer holds a budget. By the time a tender is published, what it asks for was settled months earlier by a consultant, a regulator or a prime contractor. Reaching that layer early changes which specification gets written, and it is a small enough group to reach by name.
3
Demand here is incident-driven and calendar-driven, and both are watchable. An airspace closure, a bird strike report, a consent decision, a major event with a fixed date. All public. Watching several hundred named sites for those triggers is mechanical work, and it is exactly the part a coverage-led or event-led channel cannot do.
4
Integrator-led selling reaches whoever the integrator already serves. In this category that is a real channel and a bounded one, because it inherits someone else's account list and someone else's timing. A direct named-role channel running alongside it reaches the sites no integrator has a reason to call.
Built from public market data: European aviation and transport network registers, published wind capacity records, national defense and procurement structures, and public tender records. Counts are banded deliberately. Ownership structures, venue security spending and the consultancy layer are not recorded in any single public register and are described here rather than counted.
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