About Dynatech Innovations
Dynatech Innovations is a UAE-based company focused on delivering drone solutions for clients across both private and public sectors. As an official DJI dealer and distributor, they provide a range of hardware and accessories tailored to commercial and institutional requirements.
The team brings years of hands-on experience in drone operations, system integration, and technical support. Beyond supplying equipment, Dynatech Innovations works closely with clients on everything from needs assessments and training to implementation and after-sales service.
PICTURE The Dynatech Innovations team at the Demo Day held in collaboration with SPH Engineering on October 31, 2024
Challenges
Dynatech Innovations faced two key challenges in meeting client expectations and maintaining a competitive advantage:
Lead Times
In the UAE drone market, short delivery cycles are a standard expectation. Most clients are unwilling to wait more than two weeks for fulfillment. However, lead times for some solutions often ranged from four to six weeks. This mismatch made it difficult to retain client interest, especially in cases where only a deposit was required to initiate pre-orders. Even shorter wait times were often unacceptable to customers, making immediate product availability a significant factor in closing deals.
Pricing Constraints
The team operated with minimal margins but still struggled to match the pricing offered by international competitors. Clients frequently approached multiple vendors directly and compared quotes. Additional expenses, such as shipping and customs duties, added 10–15% to pricing, further worsening competitiveness. This created tension when competing for deals, especially when customers received lower quotes directly from international suppliers.
Demonstration of a drone-based SPH Engineering’s integrated magnetometer system during the Demo Day
Partnership with SPH Engineering
To address pricing and delivery constraints, the company partnered with SPH Engineering. The decision was driven by prior positive experience and SPH Engineering’s reputation in the market.
Dynatech Innovations integrated several of SPH Engineering’s drone solutions into its offering, including GPR, magnetometer, and echo sounder integrated systems.
Beyond supplying hardware, SPH Engineering provided:
- Timely technical support, including detailed responses to support requests and direct online consultations with Dynatech Innovations’ clients.
- Live client meetings, where SPH Engineering’s specialists provided technical clarity, helping the company overcome gaps in pre-sales discussions.
“Whenever technical clarification was needed, SPH Engineering was quick to join meetings and address issues directly. Their responsiveness and support were crucial in moving deals forward.”
— Subin Mohammed Salim, Sr. Drone Solutions Engineer at Dynatech Innovations
- Sales protection. SPH Engineering supports Dynatech’s position in a competitive tender by withholding additional quotes, helping preserve the partner’s lead on the opportunity.
Results of the Partnership
Implementing SPH Engineering solutions delivered substantial improvements:
- Reduced lead times. The company effectively demonstrated products through readily available demo units, significantly reducing perceived delivery times and addressing customer expectations for immediate product availability. The ability to showcase products on-site played a key role in lowering client hesitation and speeding up the decision-making process.
- Expanded customer base. Hands-on demonstrations strengthened client confidence and helped Dynatech Innovations move beyond theoretical discussions. Having equipment available for live demos and data processing training contributed to higher conversion rates.
A key example was the project with a law enforcement authority in Dubai. The lead was initially received from SPH Engineering, and the team arranged all on-site demonstrations. Having the demo unit was critical as the client could see the system in action and review processed data. This made a major difference in how seriously the solution was considered and helped move the deal forward despite the requirement for a public tender.
- Improved market visibility. A co-organized demo day with SPH Engineering raised awareness about Dynatech Innovations' solution offering. The event generated new inquiries, built trust with potential clients, and helped position them as a capable solutions provider.
“SPH Engineering's demonstration units critically improved our sales process. Presenting clients with tangible product performance significantly accelerated our business growth. Without SPH Engineering's solutions, winning key contracts would not have been possible.”
— Syed Mehmood ul Hassan, General Manager at Dynatech Innovations
Dynatech Innovations currently handles the procurement and delivery of SPH Engineering equipment for resale to end clients. Within the year, the company plans to establish a separate business unit focused on service delivery.