Analytical Space: The Next Frontier?

Thomas R. Eisenmann; Jeffrey J. Bussgang; David  Lane

Case | HBS Case Collection | January 2019

Analytical Space: The Next Frontier?

by Thomas R. Eisenmann, Jeffrey J. Bussgang and David Lane

Abstract

With one satellite aloft and in the midst of beta testing in late 2018, Analytical Space founders Justin Oliveira and Dan Nevius turned to critical questions about the pioneering startup’s go-to-market, pricing, and business development strategy. Analytical Space aimed to build and operate a constellation of inexpensive satellites that would receive and relay to the ground data gathered by orbiting Earth observation satellites, thereby speeding and increasing the amount of data their operators could collect and sell to clients in the multi-billion market for information on crops, weather, and other observable changes on Earth. The cofounders now needed to select the best initial customers, validate demand for their unique data relay service, and establish pricing that would both spur adoption and impress investors ahead of their next financing round.

Keywords: pricing decisions; demand validation; revenue model; business development; space tech; satellites; earth observation; remote sensing; Business Startups; Emerging Markets; Growth and Development Strategy; Finance; Selection and Staffing; Business Strategy; Aerospace Industry;

Language: English

Format: Print

17 pages

Educators

Citation:

Eisenmann, Thomas R., Jeffrey J. Bussgang, and David Lane. "Analytical Space: The Next Frontier?" Harvard Business School Case 819-089, January 2019.

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Analytical Space: The Next Frontier?

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