Estonian startup Thistle aims for Europe’s leading position in counter-drone technology

The Estonian startup Thistle, which develops and manufactures mobile counter-drone systems, recently completed its participation in the defence-technology pre-accelerator Defence Business Lab. The programme is designed for startups whose idea has been validated and who have an initial prototype, along with the ambition to further develop and test it in a real environment. Thistle’s CEO, Gerda-Annika Aaslaid, describes the experience as an important milestone for the company: “Defence Business Lab is an excellent introduction for entering the defence sector.”

Following the accelerator, Thistle is focusing on three main challenges: securing investment, developing its MVP, and protecting its intellectual property. The business model remains the same, but the sales strategy has become clearer – the knowledge gained in the accelerator provided a better understanding of public procurement and the operating principles of the defence industry. “The insights we gained about sales, procurement, and the specifics of the sector are exceptionally useful,” Aaslaid emphasized.

Since the accelerator, Thistle has made rapid progress in both product and business development. The company has attracted a potential lead investor and held consultations with dozens of investors, helping refine investment needs and the fundraising model. In addition, Thistle received support from the Ministry of Defence’s defence-industry development project competition, sold its first product in Singapore, and secured potential resellers in Lithuania, the United Kingdom, and Finland.

Their collaboration network has also expanded significantly. Thistle has begun working with several defence-industry companies in Estonia and Finland and has found a partner in the United States. The company has joined two accelerators – CDL and DEFINE – which have brought in four mentors and opened doors to the Finnish and Ukrainian markets. Thistle is also participating in Sorainen’s Shared Mission programme, which supports strategic and legal preparedness for future growth.

A major product-development milestone was the first prototype demonstration to the Estonian Defence Forces’ Future Capabilities and Innovation Unit, which provided valuable input on user needs. Thistle has actively participated in Defence and Space Industry Association events, gaining useful contacts and insights. According to Aaslaid, the network built starting from the pre-accelerator was the greatest value: “We highly recommend participating in the programme!”

Moving forward, the company will focus on expanding its investor circle – preferably towards investment and venture capital funds – and gathering input from defence units in Estonia, Finland, and Ukraine to finalise the MVP.

Thistle looks to the future with ambition. In five years, the company aims to be a reliable and innovative developer of counter-drone systems in Europe. The plan is to build a product family based on autonomy and artificial intelligence that transforms existing weapons into smart systems and helps protect national security agencies and critical-infrastructure operators. “Our goal is to become an internationally recognised Estonian defence-technology company that sets a new standard in counter-drone systems by combining precision, autonomy, and safety,” Aaslaid said. “The team is growing and the technology is advancing, but the mission remains the same – to create a safer airspace and protect people, communities, and freedom.”

The Defence Business Lab pre-accelerator is run by the Tehnopol Startup Incubator and Sparkup Tartu Science Park. The programme is funded by the Ministry of Defence and supported by the Ministry of Economic Affairs and Communications.