Inmarsat (LSE: ISAT.L), a major provider of global mobile satellite communications services, has begun the process of including its subsidiary companies within a new organizational structure that will align the Inmarsat business more closely to core vertical market segments and continue to support both direct and indirect distribution of its services.
As of January 1, 2012, Inmarsat Solutions, led by Jim Parm, is responsible for Inmarsat’s global direct and indirect sales and marketing delivery.
Inmarsat Solutions now operates through four new market-facing business units:
- Inmarsat Maritime, led by Frank Coles, focusing on worldwide commercial maritime opportunities
- Inmarsat Government US, led by Mike Wheeler, focusing on US government opportunities, both military and civil
- Inmarsat Government Global, led on an interim basis by Ronald Spithout, focusing on worldwide (ie non-US) civil and military government opportunities
- Inmarsat Enterprise, led by Ronald Spithout, focusing on worldwide enterprise, energy, media, carriers, commercial aviation and M2M opportunities.
These new global business units will be supported by a new group, Commercial Services & Support, which will provide cross-business unit services such as customer support, product and service management, channel development, commercial management and marketing communications.
The Stratos, Segovia, and Ship Equip operations are now providing their services within the relevant business units, and will use the ‘Inmarsat’ brand name.
Stratos, a global provider of mobile and fixed satellite communications solutions and one of Inmarsat’s two largest distributors, was acquired by Inmarsat in April 2009; Segovia, acquired by Inmarsat in January 2010, provides secure end-to-end communication solutions in support of the US government strategic and tactical initiatives worldwide; Ship Equip, which provides VSAT maritime communications services to the shipping, offshore oil & gas and fishing markets, was acquired by Inmarsat in April 2011.
Despite the alignment of the Inmarsat group’s direct and indirect sales activities into business units, Inmarsat does not intend to change its policy of distributing its services primarily through independent channel partners, comprised of its network of distribution partners and service providers with whom Inmarsat has worked successfully over many years. The Inmarsat restructure is expected to provide further support to independent channel partners through greater coordination between Inmarsat and its channel partners.
“Inmarsat has been delivering mission-critical satellite communications services for customers who operate beyond the reach of terrestrial networks for more than three decades,” said Rupert Pearce, CEO, Inmarsat. “We have led the mobile satellite services market as a wholesale organisation. This restructure will build on that by bringing us closer to our partners and customers, making us more responsive to their needs and more efficient in the delivery of our services.
“It streamlines our decision-making process and focuses our activities on the primary markets we serve. It enables us to fully leverage our end-to-end capability — from managing the satellite network, to delivering solutions to end users through our highly-motivated channel partners who add global reach and value-added services to our core service proposition.
“Our goal is to grow Inmarsat’s overall business through both direct and indirect channels. We are committed to continue working with our high-performing independent channel partners who can differentiate themselves with sector knowledge and experience. By minimizing the overlap between the Inmarsat businesses, we can better target our investment into market development activities that benefit our entire distribution channel.”
