Satcom Needs to Do Better Backhaul Sales Job to MNOs: NSR

Satcom operators need to improve their pitch to terrestrial mobile carriers about what role they can play in backhaul, Northern Sky Research analyst Lluc Palerm blogged Thursday. Satellite operators must focus more on understanding customers’ needs "and be less centered on ‘how cool’ Space and its technologies" are, he said. Satcom's pitch needs to focus on extending broadband coverage and ultimately driving subscriber retention, unlocking new revenue streams, and on cutting mobile network operators' capital and operating expenditures on rural deployments, he said. MNOs are finally interested in satellite opportunities, but satellite operators need to do more to show they can meet MNOs' network requirements, he said.