Abstract
This field-based case presents a strategic dilemma faced by the leadership of Skygear Aviation, a high-tech Indian startup that designs, manufactures, and operates fully indigenous medium-altitude long-endurance (MALE) vertical takeoff and landing (VTOL) UAVs. By March 2025, after gaining visibility through the Aero India 2025 showcase, Skygear must decide which mutually exclusive growth paths to pursue: securing defense contracts under India’s Make-I procurement scheme, scaling into civilian medical drone logistics, or expanding internationally through a European partner. The case challenges students to assess trade-offs in regulatory complexity, market potential, capital intensity, and brand positioning. Students must recommend one strategic direction based on Skygear’s current capabilities, national policy environment (Atmanirbhar Bharat, Drone Rules 2021), and global drone industry dynamics. The case is ideally suited for courses in strategy, innovation management, and international business, especially in contexts involving dual-use technologies, public–private innovation, and scale-up decisions in emerging markets.
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