More than 50 launch service providers are currently operational, or aiming to become operational, within the next five years. With the cost of launch likely to see significant reduction due to increased competition, what are the implications for new and legacy launch providers? Among the many new entrants into launch, what proposed technologies represent the most advantageous strategic advantage? (Reusability, additive manufacturing/customization, launch location, vehicle/payload size, launch cadence, propulsion to include alternative fuels, cost, etc.). Many consider a shakeup in the launch segment a definite outcome if there is not a significant growth in current demand. Is continued growth to support dozens of launchers plausible, or will market forces result in consolidation? Assuming a more moderate growth in launch demand, how and when might the industry experience consolidation or a contraction in launch providers?
A corporate partner and satellite practice co-head, Steve Kaufman uses industry knowledge and versatility to negotiate and close many types of deals globally.
For 18 of his 30 years at the firm, Steve served as outside general counsel for satellite clients, leading strategic joint ventures, “bet-the-company” contracts, financings, and M&A.
What Steve does best: understanding complex business issues and translating them into legal documents. If a client can describe something, Steve can draft it. Working from complicated to simple, he has many times reduced a lengthy contract into a few pages of bullet points, showing the client what it needs and how to obtain it. He has even written a business and financing model for parties in the form of an agreement. Many clients comment that the business guidance from Steve is as valuable as the legal advice.
Steve relies on his familiarity with issues common to satellite and communications companies to give him an edge in negotiations. This experience produces extra benefits when Steve deals with specialized satellite contract terms, targeted warranties, creative covenants, use of insurance to close gaps, license and spectrum issues, and even finance and accounting matters. According to Chambers Steve Kaufman is “a real authority and somebody who will always know the answer.”
In advising clients, Steve emphasizes practicality, striving to achieve the client’s business objectives for the transaction, whether economic, risk reduction, regulatory/compliance, or transaction speed. This carries over into deal management as well as negotiations, where he willingly takes the lead. Steve and satellite practice co-head Randy Segal are regulars at the satellite conferences, making connections among clients and even adverse parties. He is listed in Chambers, Super Lawyers, and Legal 500.Josh Brost
Josh leads Relativity Space’s Business Development and Government Affairs teams. Prior to joining Relativity, Josh spent 9 years at SpaceX where he was the Senior Director of Government Business development in charge of all new US Government Business. Earlier is his career Josh also worked as a Consultant at the Boston Consulting Group and as an Aerospace Engineer at Boeing. Josh earned a Bachelor’s and a Master’s degree in Aerospace Engineering from Arizona State University and The University of Washington respectively and a Master’s in Business Administration from Harvard Business SchoolStella Guillen
Stella Guillen is a VP of Sales & Marketing for Arianespace, Inc. (AEI) responsible for all aspects of Arianespace’s launch services sales and marketing activities for US and Canadian clients. She is also responsible for working with companies developing LEO constellations and small satellites providing global satellite communication services, remote sensing, and earth observation services, and science and technology.
Ms. Guillen’s background spans the satellite industry, from telecommunications to launch services. She has led global sales efforts for SpaceX, Spaceflight and some of the largest satellite fleet operators, such as SES and Intelsat.
Ms. Guillen holds a Bachelor of Arts degree from Loyola University and has a Master’s of Business Administration from Johns Hopkins University. She was born in Peru, is fluent in Spanish and Portuguese and is learning French at the moment.Tiphaine Louradour
Tiphaine Louradour is the president of Global Commercial Sales (GCS) for United Launch Alliance (ULA),a premier launch service provider for commercial, government and civil customers. In this role, Louradour has responsibility for all worldwide commercial marketing activities including business development, competitive intelligence and sales.
Prior to taking the lead for ULA’s commercial sales, Louradour worked commercial sales in partnership with Lockheed Martin Commercial Launch Services. During that time, she represented ULA’s interest in the commercial market, fostering strong customer relationships and representing ULA at key industry events. Since joining ULA in 2007, she has held a number of positions of increasing responsibility in finance, risk management, strategy and commercial sales and marketing.
Louradour began her career working for top-tier, global consulting firms and other companies in the telecommunications, publishing and healthcare industries where she gained international business experience and held a variety of leadership positions.
Louradour earned a degree of general studies in economics and a Maîtrise des Sciences de Gestion (business master’s degree) in 1994 from the University of Paris-Dauphine. In 1996, she obtained a master’s in business administration from the University of South Florida.
Tom is SpaceX’s Vice President of Commercial Sales, with primary responsibility for sales and commercial business development efforts across the globe. In this role, he focuses on deepening relationships with satellite operators, governments, satellite manufacturers, space agencies, and private astronauts worldwide. Prior to assuming his current responsibility, Tom served as CEO at Structural Mechanics Corporation in Los Angeles and as a Sales Trader for Goldman Sachs in Tokyo. Tom is an Associate Fellow of the American Institute of Aeronautics and Astronautics (AIAA) and holds a Doctorate in Engineering Science and Mechanics from the NASA-Virginia Tech Composites Program.
Chris Kunstadter is Head of Space at AXA XL. He is actively involved in all aspects of AXA XL’s space activity, including technical, financial, and actuarial analysis, policy construction, claims handling, industry outreach, and business development.
Chris is a recognized leader in global space risk management issues. For over three decades, he has worked closely with satellite operators and manufacturers, launch providers, government agencies, and others to enhance industry understanding of space risk management, space situational awareness, and mission success best practices, and has served on numerous failure investigation teams for satellites and launch vehicles.
Chris is a member of the FAA’s Commercial Space Transportation Advisory Committee (COMSTAC) and Chair of COMSTAC’s Legal and RegulatoryWorking Group. He serves on the Executive Committee of the International Union of Aerospace Insurers (IUAI), and is a Charter Member of the Consortium for Execution of Rendezvous and Servicing (CONFERS).
Chris joined XL in 2006, after 23 years at USAIG, where he was Executive Vice President in charge of the Aerospace and IT departments.
Chris received a BA degree in Literature and an MS degree in Engineering from the University of California. He holds a Commercial Pilot license with Instrument and Multi-Engine ratings, and is a Certified Flight Instructor. Chris is an avid musician, and serves on the boards of several music-oriented not-for-profit organizations.