Thales Alenia Space (Go To Market Strategy)

Context & Goal

Tasked with re-entering the competitive Low Earth Observation (LEO) satellite market, I developed and executed a cutting-edge go-to-market strategy that aligned Thales Alenia Space’s hardware capabilities and tech roadmap with evolving customer needs.

Challenge

Post-pandemic headwinds and aggressive new entrants (notably SpaceX’s Starlink) had eroded Thales Alenia Space’s market position. Our mandate: reclaim market share and re-establish ourselves as the premier European LEO provider.

Approach

• Market Segmentation & Positioning: Mapped LEO use-cases (earth observation, data-services, maritime surveillance) and prioritized highest-value segments.

• Value-Proposition Crafting: Bundled end-to-end offerings—satellite hardware, ground-segment integration, and data-analytics services—to differentiate against pure-play constellation operators.

• Strategic Partnerships: Forged alliances with key ground-station networks and data-platform vendors to guarantee speed-to-market.

• Channel Enablement: Launched a tailored commercial toolkit—technical whitepapers, ROI calculators, and demo-flight roadshows—to arm our sales teams and partners.

Impact

• 1x% increase in LEO satellite order intake in 2020, restoring orders to pre-pandemic H2 2019 levels thalesgroup.com

• Captured an estimated 1x% share of the global satellite market segment—outpacing the industry’s 1x.x% CAGR marketsandmarkets.com

• Contributed to Thales Alenia Space becoming the top revenue-generating subsidiary within Thales Group’s space activities - helping drive the space section’s €x.x billion in 2023 revenues