FMA sidesteps start-up criticism: - We recognize the challenge faced by smaller companies

Norway’s defence procurement agency, FMA, has now responded to criticism from startup Blinktroll, which described the system as difficult to access after being warned it could be excluded for not following procedures.

But the agency does not comment on the specific case.

Instead, FMA points to the broader structure governing defence procurement.

- We recognize the challenge faced by smaller companies, and particularly start-ups, in entering the defence market, Endre Lunde, special adviser at FMA, writes in an email.

According to FMA, procurement must be based on clearly defined requirements that are prioritised and funded by the Armed Forces, meaning that successful sales often come down to timing and alignment with existing needs.

The agency describes its role as advising the Armed Forces on available solutions and says it engages regularly with smaller companies through conferences and industry events.

Room for improvement

It also points to ongoing efforts to adapt procurement processes, including developing more tailored approaches depending on what is being acquired.

- Our goal is to become a more informed and effective customer, Lunde further explains.

The response comes after Blinktroll CEO Kenneth Skorpen described an early interaction with the Norwegian system in which a completed sale led to a warning that procedures had not been followed.

He characterised the system as difficult to access, with limited dialogue and barriers to entry, even when there was clear interest from end users.

FMA does not address that sequence directly.

Instead, it frames the challenge as structural, pointing to the need for formal requirements and procurement processes before any acquisition can take place.