Written By Jason Leo Carvalho

Section 16: SpaceTech Sales & Revenue Ops

Overview

For spacetech startups, generating early revenue is often a credibility milestone as much as a business imperative. This section helps founders design a sales and revenue strategy that reflects long enterprise and government sales cycles, strategic partners, and early technical validation.

Part 1: Understanding the Space Sales Cycle

Insight: Spacetech sales are typically long-cycle, relationship-driven, and risk-sensitive.

Cycle Stages:

  1. Discovery / Education

  2. Technical Validation / Feasibility

  3. Pilot or Demonstration

  4. Procurement Review

  5. Contract Negotiation

  6. Ongoing Delivery & Support

Tool: Sales Process Tracker Template (Coming Soon)

Stage Duration Owner Key Materials

Part 2: Segmenting Revenue Channels

Tool: Revenue Channel Matrix (Coming Soon)

Goal: Design a revenue strategy that mixes fast-path and long-cycle income.

Part 3: Sales Enablement for Deeptech

Core Assets:

  • Technical Briefs (TRL status, integration specs)

  • One-Page Capability Sheets (customer-facing)

  • Use Case Explainers (narratives tied to mission)

  • Demo Videos or Simulation Previews

Tool: Sales Toolkit Checklist (Coming Soon)

Part 4: Business Development & Partner-Led Growth

Tactics:

  • Strategic BD hires or advisors with industry relationships

  • Co-selling with primes or legacy vendors

  • Integrations into broader systems (e.g. launch vehicles, ground stations)

  • Ecosystem partnerships (e.g. AWS Space, Azure Orbital)

Tool: BD Motion Planner | Partner | Strategic Value | Integration Need | Status | Next Action |

Part 5: Pricing & Revenue Modeling

Models:

  • Fixed-Fee Contracting

  • Subscription or Access-Based (for data-as-a-service)

  • Pay-per-Use or Per-Mission

  • Shared Savings (value-based pricing with defense or logistics)

Tool: Pricing Strategy Grid | Model | Use Case | Advantage | Risk | (Coming Soon)

Part 6: Revenue Operations (RevOps) Foundation

Key Systems:

  • CRM (HubSpot, Streak, or custom Notion)

  • Pipeline Tracker (linked to TRL/GTM milestones)

  • BD Meeting Log (weekly cadence)

  • Quote-to-Close Dashboard

Resources:

  • BD Meeting Agenda Template

  • Weekly Revenue Standup Deck

  • Forecasting Template (Next 3 quarters)

Jason Leo Carvalho
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