Executive Summary

A detailed examination of the commercial offerings in the ANZ LEOSat market reveals a clear divergence in pricing strategies and value propositions, reflecting the distinct target markets of the operators and their partners. Clear market segmentation is already apparent. The offers range from high-volume, standardised consumer plans to high-value, customised enterprise solutions.

As we explained in our recent report (“The ANZ LEOSat market takes shape”), the mass market is currently dominated by Starlink, with OneWeb contrasting as an enterprise-focussed and wholesale partner to domestic telcos. Naturally, these two dominate the competitive landscape at this time. The consumer market is simpler, and dominated by Starlink, offered both directly and through a bundled plan from Telstra in Australia. The enterprise segment is more complex, with offerings from Starlink directly, OneWeb through its partners, and value-added resellers layering their own services on top of the base connectivity.

However, new competition is emerging in the form of Lynk Global, AST SpaceMobile, and particularly Amazon Kuiper. The latter will be particularly important as a player with very deep pockets that disrupts the market. But at this time, commercial offers by all of these players have not yet emerged.