Product Strategy: Selling Systems vs. Software

Satellites are expensive and once launched, mostly untouchable.. That’s the problem Starfish Space is solving. The company is building Otter, a small, autonomous servicing vehicle capable of rendezvousing with, docking to, and moving other satellites in orbit.

On this episode of Valley of Depth, I’m joined by Austin Link, co-founder of Starfish Space. Austin shares how a team of former Blue Origin engineers turned a bold idea into one of the most advanced orbital servicing programs in the world. We trace Starfish’s journey from recovering a tumbling spacecraft spinning 330 degrees per second, to preparing for the first commercial docking of an unprepared satellite in orbit.

We also discuss:

• How Starfish closed the business case for on-orbit servicing
• What it takes to autonomously dock with a satellite moving faster than a bullet
• The economics of life-extension and debris disposal
• Lessons from the Otter Pup missions
• The dual-use future of orbital servicing for defense and resilience
• The long-term vision for a logistics layer in space

…and more.

• Chapters •

00:00 – Intro
00:59 – Starfish's mission
03:02 – Why is now the time to be building on orbit satellite servicing
04:44 – On orbit servicing with the rapid advancement of satellites
07:29 – Why leave Blue Origin to start Starfish?
09:18 – Convincing investors early on
11:22 – Results from Starfish's first few missions
13:40 – Why Starfish has fun with their names
15:43 – How the team de-tumbled the satellite
21:55 – Starfish's upcoming missions
25:37 – When will Starfish start selling their systems?
27:33 – Future business models and commercial vs government split
30:08 – How Starfish helps customers price their ROI
32:26 – Do regulations need to be placed in order for the market to thrive?
35:14 – How Starfish differs from competitors
36:29 – Current size of the satellite servicing market
37:25 – Starfish's key strength
40:19 – Insights on servicing from defense
42:51 – What changes will happen if satellite servicing becomes routine?
44:14 – Starfish's next phase in the business
45:05 – Starfish's North Star
46:19 – Overhyping the Kessler Syndrome
47:41 – What does Austin do besides working on Starfish?

• Show notes •

Starfish’s website — https://www.starfishspace.com/
Mo's socials — https://twitter.com/itsmoislam
Payload’s socials — https://twitter.com/payloadspace / https://www.linkedin.com/company/payloadspace
Ignition’s socials — https://twitter.com/ignitionnuclear / https://www.linkedin.com/company/ignition-nuclear/
Tectonic’s socials  — https://twitter.com/tectonicdefense / https://www.linkedin.com/company/tectonicdefense/
Valley of Depth archive — Listen: https://pod.payloadspace.com/

• About us •

Valley of Depth is a podcast about the technologies that matter — and the people building them. Brought to you by Arkaea Media, the team behind Payload (space), Ignition (nuclear energy), and Tectonic (defense tech), this show goes beyond headlines and hype. We talk to founders, investors, government officials, and military leaders shaping the future of national security and deep tech. From breakthrough science to strategic policy, we dive into the high-stakes decisions behind the world’s hardest technologies.

• Payload: www.payloadspace.com
• Ignition: www.ignition-news.com
• Tectonic: www.tectonicdefense.com