Your capability works. Now make it sell.
Go-to-market strategy for New Space and space-based data companies: which customers to pursue, what to sell them, how to communicate it and how to win.
Built on 20+ years of building strategy and products for selling space-based capability at
- DigitalGlobe
- BlackSky
- Nearmap
- Muon Space
- BAE Systems
- General Dynamics
- SkyFi
Great sensors don't close deals.
Most Data-as-a-Service and New Space companies don’t have a technology problem. They have a commercialization gap between constellation capability, product-market fit, and a value proposition buyers understand and will fund.
- Buyers don't want 30 cm imagery. They want to know which ships left the port.You're selling resolution, revisit, and spectral bands. Your customer is buying an answer to an operational question.
- Your pilot went great. That was three budget cycles ago.Pilots, CRADAs, and SBIRs that never become a program of record or a recurring contract.
- Nobody can explain your pricing. Including your sales team.Per-km², per-task, subscription, enterprise license. Pick a model a buyer can actually approve.
- Global D&I, agriculture, climate, insurance, and energy. At once. With four people.No disciplined ICP means a pipeline that's wide, shallow, and burning runway.
How it works
A focused path from capability to contract. Every engagement follows the same four moves, sized to where you are.
Diagnose
Run the market research and unpack your competitive landscape. Find where revenue is actually stuck: vertical segmentation, messaging, pricing & packaging or customer enablement.
Position
Use your market research to pick the segments and buyers you can win in the next 12-24 months. Say no to the rest, on purpose.
Package
Own your position by turning your capabilities into clearly defined products, packaging tiers, and messaging that buyers understand and contracting officers can confidently acquire.
Execute
Use your product package to build the sales enablement, pipeline, capture plans, and conversations that move deals, working alongside your team.
Services
Four fixed-scope engagements, or individual tactics across market intelligence, positioning, and revenue acceleration.
Orient: GTM Diagnostic
In-depth market research (where your capability fits and your competitive landscape) to target the right vertical/segment and their priorities, your ideal customer profiles (ICPs), vertical-focused messaging architecture, and a 90-day plan you can execute Monday.
Position & Package: Your market engine
GTM team training, product messaging, vertical/agency mapping, targeted sales enablement for ICP, user and buyer personas, competitive positioning, product framework, product packaging and pricing support, social messaging strategy, GTM roadmap and market sequencing.
Fractional GTM Leader
Senior go-to-market leadership on a monthly retainer, before you're ready for a full-time hire. Includes all of the above and ongoing execution support.
A good fit if you
- Build or sell satellite data, analytics, or space-based sensing
- Are Seed to Series B with a product that works and revenue that lags
- Want government, commercial, or both, and need to know which first
- Have a board asking for an ARR number you can't yet explain
- Want a plan your team can run, not a deck that sits on a drive
Not a fit if you
- Need a lead-gen agency or cold email at volume
- Are still deciding what the satellite should do
- Want someone to validate a plan that's already locked
- Aren't ready to say no to any market
Find out where your revenue is stuck.
Start with a GTM Diagnostic. In 2–3 weeks you'll know which customers to chase, what to say, and what to do first.