MOUNTAIN VIEW, Calif. \u2014 Launch companies are divided on how to compete with SpaceX in a market where demand outstrips supply, yet customers remain price sensitive.<\/p>\n
During a panel at the SmallSat Symposium on Feb. 11, executives from several launch companies acknowledged the challenge of competing with SpaceX, which accounted for about half of all orbital launches globally in 2025, despite strong customer demand for launch services.<\/p>\n
The issue is particularly acute for small launch vehicle developers, who have struggled to compete on price with SpaceX\u2019s rideshare program.<\/p>\n
\u201cIf your idea is to go into the market competing with SpaceX on price, you\u2019re probably not in a good competitive position,\u201d said Brian Rogers, vice president of global launch services at Rocket Lab, one of the few small launch vehicle developers to thrive despite competition from SpaceX.<\/p>\n
\u201cYou have to have a different market entry strategy,\u201d he said, competing on factors other than price. \u201cYou have to be able to differentiate yourself.\u201d<\/p>\n
Daniele Dallari, sales manager at PLD Space, a Spanish small launch vehicle developer, agreed. He said the company believed its prices were \u201cvery competitive\u201d but acknowledged it could not compete on price alone.<\/p>\n
\u201cIt\u2019s the services that we provide, not just the price. That\u2019s dedicated launch and quick response to customer needs,\u201d he said.<\/p>\n
\u201cYes, price needs to be competitive, absolutely. There\u2019s no doubt about that,\u201d he added. \u201cBut there\u2019s a point where it doesn\u2019t matter anymore. It\u2019s the level of service that you provide that makes a difference to the customer.\u201d<\/p>\n
Devon Papandrew, vice president of business development at Stoke Space, disagreed. \u201cYou absolutely have to have a plan to compete with SpaceX on price,\u201d he said.<\/p>\n