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SAAB ANNUAL REPORT 2012 15
Technology transfer to new home markets
During the year we dened a sales organisation with six market
areas, all of which will build platforms for deeper customer rela-
tionships. The strategy is a manifestation of our goal to establish
several close customer relationships locally and thereby generate
greater business ows. Often, this type of transfer is a distinct fea-
ture of the industrial partnerships that are normally part of major
defence contracts.
Operations
Offers a product portfolio comprising
command and control systems, airborne
early warning systems, training and simu-
lation, air trafc management, security and
monitoring systems and communication
solutions.
Driving factors
Multi-national missions and new technol-
ogy are driving the need for solutions in
which combat management and interoper-
ability are highly prioritised. Investments in
national security are on the rise throughout
the world.
With new security threats and techno-
logical developments, there is also a grow-
ing need for training.
Read more on page 49.
Operations
Offers mainly support solutions, techni-
cal maintenance and logistics, as well
as products, solutions and services for
military and civil missions in locations with
limited infrastructure.
Driving factors
Increased demand for effective solutions,
with the customer giving the supplier the
task of e.g. maintaining a system.
Read more on page 50.
Operations
Offers technical and operational consult-
ing services.
Driving factors
Many customers are cutting back on the
numbers of consultants they use, and pre-
fer to work with larger and more compre-
hensive providers. The market for turnkey
projects is therefore expected to increase.
There is intense pressure on the market for
technical consultants, especially when it
comes to hourly-billed assignments.
Read more on page 51.
Contracts extending
over a longer time pe-
riod, strong integration
with customer
Standardised products/
shorter projects
Complexity/duration
Economies of scale/repetition
Business flow/Business model Element of
customer-
nanced R&D
Aeronautics
Military aviation
Security and
Defence Solutions
Airborne Early
Warning (EAW)
Stable earnings and cash ows
generate funds for internally
nanced R&D
Combitech
Support and Services
Dynamics
Security and Defence Solutions
Training and Simulation
Security and Defence Solutions
Command and Control
Civil Security
Electronic Defence Systems
Security and Defence Solutions Support and Services Combitech
23% 13% 5%
of sales.
5,976 MSEK in sales 2012
of sales.
3,411 MSEK in sales 2012
of sales.
1,410 MSEK in sales 2012