Developing Go-To-Market Global Strategy for Major Space Operator

The space communications services market is in a generational realignment

New entrants and technologies in the space services market have disrupted the space service ecosystem. Government customers are being presented with commercial solutions which accelerate a shift from government owned and operated systems to commercial services. New satellite communications and Earth Observation applications are opening to commercial operators at levels never before seen.

Successful entrants to the global government market tailor their models to the government systems most susceptible to a shift to commercial systems.

Successful business strategy is based on government mission results. Mission effectiveness is based on end-to-end delivery of space-based services. This requires an understanding of end-user platform configuration, service delivery architectures, government agency procurement structure, and the political environment.

Analytical rigor for strategic clarity

In order to solve the puzzle of commercial services adoption based on mission effectiveness, the first step is a detailed understanding of end-user platforms and missions.

Renaissance used its proprietary database of government platforms across 124 countries to prioritize the most likely countries for rapid adoption of the client’s services.

The selected countries were then analyzed by Renaissance's proprietary market entry strategy framework for new entrants in the government markets around the globe, analyzed across several key dimensions such as upcoming competitions and programmatic points of entry, level of solution maturity and complexity, price and cost elasticity, strength of competition and incumbency, and much more.

The analysis helped ‘SpaceCo’ evaluate which systems provide long-term market opportunities, which have market inefficiencies or disruption opportunities, and how the Client’s existing portfolio could be optimized for success.

Strategic implementation and market capture

The analysis assessed ~$50B of opportunities, prioritizing 10 countries with specific mission platforms and applications to identify both end-user opportunities and a selection of potential strategic partners in each country. An actionable roadmap for market capture was created for each country.

The tailored strategic plan constructed for the Client summarized key opportunities to pursue organically, recommended which ones to prime or sub, helped evaluate and deconflict where ‘SpaceCo’ could be a merchant supplier and the impact this could have on its business model and valuation.

Renaissance also outlined potential strategic partner that could accelerate the strategy and market capture potential. Results provided the Client with clarity and confidence to allocate resources effectively and the analytical rigor to execute both strategic and tactical plans.