You’re sitting in a conference room with 3 different drone detection vendors. Each claims their solution is “best-in-class” and “airport-proven.” Their pitches all sound the same. So how do you choose?
Here’s the uncomfortable truth: 70% of airport counter-drone implementations fail to meet expectations, not because of bad technology, but because airports asked the wrong questions during vendor selection.
With major airports like Manchester, Stansted, and East Midlands actively procuring comprehensive drone detection systems worth millions, and Norway’s Avinor seeking scalable solutions for Oslo Airport and multiple additional facilities, the stakes have never been higher. Here are the 10 Questions Every Airport Should Ask Before Choosing a Drone Detection Vendor
A straightforward guide for airport decision-makers navigating vendor selection in an industry where the wrong choice costs millions.
Question 1: Can You Prove Your System Works in Real Airport Environments?
Skip the marketing demos. Dallas-Fort Worth International Airport has identified over 5,000 legitimate drone flights annually in its five-mile radius, with about 150 operated inappropriately. Real airports are noisy, cluttered, and complex.
What You Should Insist On:
- Live performance data from similar airport deployments
- False positive rates during bird migration seasons
- Detection accuracy during adverse weather conditions
- Response time metrics from threat detection to alert delivery
Red flag: Vendors who only show controlled environment demos or refuse to share actual performance metrics.
Question 2: How Do You Handle the “Dark Drone” Problem?
Here’s what most vendors won’t tell you: RF-only systems are becoming obsolete. Autonomous drones that don’t communicate with controllers are the fastest-growing threat category, and traditional RF detection is completely blind to them.
Request Detailed Validation:
- Multi-sensor fusion capabilities (radar + RF + optical)
- Machine learning algorithms for signature-less drone detection
- Proof of autonomous drone detection in controlled tests
- Backup detection methods when primary sensors fail
The question that separates serious vendors: “Show me your system detecting a waypoint-navigating drone with zero RF emissions.”
Question 3: What Happens When Your Company Disappears?
Vendor stability is critical for airport infrastructure. You’re not just buying technology—you’re entering a 5-10 year relationship with software updates, hardware maintenance, and evolving threat responses.
Financial due diligence checklist:
- Audited financial statements for the past three years
- Customer retention rates and churn analysis
- Funding sources and investor backing
- Revenue growth trends and market position
- Contingency plans for business continuity
Ask directly: “What guarantees do you provide if your company is acquired or goes out of business?”
Question 4: How Open Is Your Integration Architecture?
Effective counter-drone solutions must integrate seamlessly with existing systems including ATC, security operations, and emergency response. Closed, proprietary systems create vendor lock-in and limit future flexibility.
Integration requirements:
- RESTful APIs with comprehensive documentation
- Real-time event streaming with sub-second latency
- Open standards compatibility (ONVIF, Sapient)
- SIEM/SOC integration with standard event formats
The deal-breaker question: “Can your system share real-time threat data with our existing security management platform without additional licensing fees?”
Question 5: What’s Your Real Track Record with Airport Stakeholders?
Airports aren’t just buying from vendors—they’re partnering with companies that must work effectively with air traffic control, law enforcement, emergency services, and regulatory authorities.
Stakeholder relationship evidence:
- References from airport operations managers
- Law enforcement collaboration examples
- ATC integration success stories
- Regulatory approval experiences with FAA/EASA
Critical question: “Can you provide contact information for three airport customers where we can discuss operational integration challenges?”
Question 6: How Do You Future-Proof Against Evolving Threats?
Drone swarm capabilities are advancing rapidly. The current world record stands at 3,281 simultaneous drones. Your system must evolve with threats, not become obsolete in two years.
Future-readiness indicators:
- Software-defined architecture enabling remote updates
- Scalable processing for multiple simultaneous targets
- Machine learning models that improve over time
- Hardware upgrade paths without complete replacement
The forward-looking question: “How will your system handle coordinated swarm attacks, and what’s your development roadmap for the next three years?”
Question 7: What Does “Support” Actually Mean to You?
“24/7 support” often means “24/7 voicemail.” Airport operations can’t wait for callback schedules. When a potential threat is detected, response time is measured in minutes, not hours.
Support structure requirements:
- Guaranteed response times for critical alerts
- Escalation procedures for urgent issues
- Remote diagnostic and troubleshooting capabilities
- On-site support availability and response times
- Training programs and certification processes
The reality check: “What was your average response time for critical issues last year, and can you provide references to verify this?”
Question 8: How Do You Handle Compliance and Regulatory Changes?
Regulations are evolving rapidly. The FAA has established UAS Detection committees with 46 specific recommendations, while EASA has implemented stricter Remote ID requirements. Your vendor must keep you compliant, not leave you exposed.
Compliance support evaluation:
- Regulatory update notification systems
- Automatic software updates for compliance changes
- Documentation support for regulatory reporting
- Legal guidance for approval processes
The compliance question: “How do you ensure our system remains compliant when regulations change, and who’s responsible if we face penalties due to non-compliance?”
Your vendor must keep you compliant, not leave you exposed. If you’re unfamiliar with these requirements, here’s a simple breakdown of what Remote ID means for drone operations.
Question 9: What Are Your Actual Deployment Timelines?
MAG Airport Limited is seeking rapid deployment across Manchester, Stansted, and East Midlands airports. Vendor promises often don’t match reality, especially for complex airport environments.
Timeline verification:
- Detailed project schedules with contingency planning
- Dependencies on airport infrastructure and approvals
- Staff training duration and certification requirements
- Integration testing and acceptance criteria
The accountability question: “What penalties do you accept for deployment delays, and can you provide references for on-time airport implementations?”
Question 10: How Do You Measure and Prove ROI?
Generic ROI claims are worthless. Airports need specific, measurable outcomes tied to operational efficiency, safety improvements, and cost avoidance.
ROI measurement framework:
- Incident reduction percentages with baseline comparisons
- False positive rate improvements over time
- Operational cost savings through automation
- Compliance cost avoidance through proactive monitoring
The bottom-line question: “Can you provide audited performance data showing actual ROI achieved at comparable airports?”
Making the Right Choice: Beyond the Sales Pitch
The drone detection vendor you choose today will shape your airport’s security posture for the next decade. For a deeper dive into how airports are approaching modern drone security, check out drone detection at modern airports. With unauthorized drone activities driving 28.7% annual market growth, this decision can’t be based on polished presentations and promises.
Your action plan:
- Document every vendor answer to these 10 questions
- Verify claims through customer references and site visits
- Demand proof-of-performance demonstrations in airport-like conditions
- Evaluate total cost of ownership, not just initial pricing
- Choose partners, not just technology suppliers
The difference between airports that succeed with drone detection and those that struggle isn’t the technology they buy—it’s the questions they ask before buying it.
Make the right choice, and you’re protecting passengers and operations. Make the wrong choice, and you’re explaining delays and managing crises. For a complete roadmap, explore our airport drone detection guide for 2025 to see how leading facilities are planning their next steps. Every question you’ve considered here has a clear answer; one you’ll find with AirSentinel. Ready to evaluate vendors with confidence? Contact our team for a customized vendor evaluation checklist tailored to your airport’s specific requirements.
FAQ
1. What experience should I look for when evaluating drone detection vendors?
Look for vendors with proven aviation-specific experience, including actual airport deployments and air traffic control integration. Essential criteria include case studies from similar airport environments, client references from aviation facilities, and team expertise in managing airspace security. Avoid vendors without aviation experience as they underestimate complex challenges like electromagnetic interference, regulatory compliance, and EASA/FAA coordination requirements.
2. What technical questions should airports ask drone detection vendors?
Ask about detection range (minimum 5km coverage), false alarm rates (under 5%), and multi-target tracking capability for drone swarms. Essential questions include: “What types of drones does your system detect?” and “Can you differentiate between drones and birds?”. Verify micro-doppler radar capability, 360-degree azimuth coverage, and ability to detect hovering or autonomous drones without RF signals.
3. How important is hardware independence when selecting drone detection systems?
Hardware-agnostic systems are crucial for long-term flexibility and performance optimization. Vendors tied to proprietary equipment prioritize their own products over superior alternatives, limiting system effectiveness. Independent systems integrate best-available sensors regardless of manufacturer, allow future technology upgrades, and prevent vendor lock-in situations that compromise airport security over time.
4. What integration capabilities should airports demand from drone detection vendors?
Demand seamless integration with existing airport systems including air traffic control, CCTV networks, and security management platforms. Systems must support open standards like Sapient for easier integration and reduced long-term costs. Verify real-time data sharing with law enforcement, automated alert systems, and compatibility with airport communication infrastructure without causing RF interference.
5. What are the most critical vendor selection mistakes airports should avoid?
Avoid selecting vendors based solely on lowest cost without evaluating technical capabilities or aviation experience. Don’t choose systems with detection ranges under 800 meters or those promising 100% accuracy rates. Reject vendors unable to provide airport-specific case studies, explain electromagnetic interference mitigation, or demonstrate understanding of aviation regulatory requirements.