Sales Playbook Section 2
Axiom Missions: The Basics
What are we selling?
More than just sending people to space.
Axiom Space is the leading service provider of human spaceflight services and developer of human-rated space infrastructure. We operate end-to-end missions to the ISS while developing its successor, Axiom Station and building next-generation spacesuits for low-Earth orbit and beyond. Axiom space utilizes space as the ultimate innovation platform for research, manufacturing, communications, and computations. We shift paradigms by making discoveries and producing products in space that you can't on earth. We are accelerating the space economy of today. And we are pioneering the economies of tomorrow. We are innovating a new age in space.
Space is a strategic natural resource that we intend to leverage across our private astronaut missions and future space station. The absence of gravity in orbit (known as microgravity) upends our fundamental physics. Now, materials, fluids, and even cells behave differently. Access to the radiation and vacuum environment enables new forms of environmental testing and production processes. The unique vantage point from orbit offers incredible observation opportunities of Earth and of space. All these features combine to present previously unimaginable opportunities for scientists, innovators, entrepreneurs, governments, institutions, and companies to pursue revolutionary breakthroughs.
What are the benefits of science in space?
- Scientific advancements
- Technical innovation
- Economic growth
- Environmental monitoring
- Healthcare improvements
- National security
- Public engagement
- Medical breakthroughs
- Fundamental research
- Advanced materials
- First-in-kind biologics
- Optimized processes
- Workforce development
- Centers of innovations
Who are we selling to?
We are making the possibilities of Low Earth Orbit accessible to visionary governments, researchers, manufacturers, and individuals. Because we believe microgravity is the most promising environment for innovation and problem-solving since the Internet. More on this in the customer section.
Why would these customers choose Axiom?
Historically, unless the country we are targeting is an international partner (NASA, JAXA, CSA, ESA, RoCosmos), or they have an agreement with an international partner, they cannot fly to the ISS. Because of our agreement with NASA, we provide a unique access opportunity for countries that aren't ISS international partners, companies, and individuals.
By working with Axiom, our country partners can expand on national efforts and achieve lofty ambitions. Our corporate partners can pursue new IP and advanced processing techniques, as well as out of this world marketing campaigns. Our institutional partners can enable new discoveries and impactful publications. All this is done to create a thriving home and economy in space for everyone, everywhere
Seats on NASA-Awarded Missions
These seats are on SpaceX Falcon 9 rockets in the Dragon capsule. We do not hold seats. They are first-come-first-served until a deposit is received. The earlier a customer can sign on for an upcoming mission, the better we can establish their science programs.
These seats can be filled by a government astronaut or an individual.
Important mission details you should know when talking to any customer.
You'll need to do independent research as these will change by mission.
- How long is the mission you're selling?
- Missions can vary from 10 - 30+ days.
- When is the mission and what is our deadline for seat sales?
- Do we already have the NASA mission award, or when do we expect to receive it?
- Who will command the mission?
- Mission planning timelines
- These vary depending on the proposed science and how far in advance a customer signs on.
- Some payload certifications can take up to a year to complete. Last-minute missions will have less opportunity to complete all their desired research.
- Work closely with Rev Ops to ensure you're not promising something we can't deliver.
Important Mission Details
When are we awarded missions?
NASA awards missions on an RFP-basis. They decide when missions will occur and companies submit proposals.
Axiom has been awarded the first four missions. This is a huge differentiator for us from our competition, we're doing what we say we'll do; others have yet to launch anyone to the ISS.
Limitations that drive the frequency of awards are flight plans and other planned missions.
NASA has a full flight plan and limitations on docking ports, which need to be used for their own crew and cargo resupply. Ideally, we would like to fly two missions per year, but only as NASA has space.
IMPORTANT: When we have Axiom Station, it is unclear how missions will work, and how frequent they will be, so it's important not to oversell and make promises about future missions and how easy their scheduling may or may not be.
NASA Mission Requirements
NASA likes to keep us on our toes. Some mission requirements are known well in advance, others change as we get closer to launch.
We must use a US certified crew vehicle. As of early 2024, the SpaceX Dragon is currently our only option.
Mission commanders must be previous NASA commanders. We believe they will allow previous International Partner commanders, but that's not the written requirement.
IMPORTANT: Stay in lockstep with Revenue Operations during the sales process so we don't promise something we can't deliver. Rev Ops will know everything that is changing on missions in real time.
NASA can reject anything at their leisure including the below answers and more:
- Outreach events
- Payloads
- Patches
- Shirts
Be cautious of what is promised during the sales process. We need our customers to view us as the experts and come back for repeat flights.
What does Axiom provide?
1. Crew training.
- NASA, SpaceX, ISS user training, necessary payloads training, and crew formation training.
- Backup crew training at an additional cost given the customer assurance that if something happens to their crew member, they can still complete their training.
Below the list is a general training timeline that can be shared with prospects that have signed an NDA. They will receive more specifics once a contract is signed, and mission training is about to begin.
2. Mission integration with NASA and other mission partners.
3. Cargo certification & limited cargo amount.
- 4 CTBE's for the entire mission, one per crew member; about the size of an airline carryon bag.
- One customer does not get this entire allocation.
- This space could be sold to a commercial partner at a much higher profit.
- IMPORTANT: Work with subject matter experts in Revenue Operations on all cargo needs. This is imperative to ensure all needs are properly calculated, including packaging.
4. On-orbit clothing, food, and hygiene supplies.
5. Flight medical support including pre and post mission.
- NASA has a large pool of candidates and can liberally disqualify based on medical conditions. At Axiom, we're trying to expand who can access space and our medical team is willing to find solutions to most issues.
6. Mission control through the Mission Control Center - Axiom or MCC-A.
7. ISS liability insurance that's required by our contract with NASA.
8. Assistance with crew selection.
- The customer can name their own astronaut(s) or Axiom can assist in building a crew selection process.
9. Research Development
- We offer scientific consultations and collaboration, payload certifications and processing, and program management. See graphic below training timeline for more information.
Crew Training
- NASA, SpaceX, ISS user training, necessary payloads training, and crew formation training.
- Backup crew training at an additional cost given the customer assurance that if something happens to their crew member, they can still complete their training.
Below the list is a general training timeline that can be shared with prospects that have signed an NDA. They will receive more specifics once a contract is signed, and mission training is about to begin.
What does Axiom not provide?
1. Logistics such as hotel costs, flight costs, and per diems. This is the responsibility of the customer.
2. Coverage for health insurance and medical costs.
3. The SpaceX pressure suit.
4. Volume for payloads.
- This is a grey area for sales. The nature of payloads is complex, needs to be assessed on an individual basis, and requires certifications and labor to support.
- Work with Rev Ops to get basic information and produce a ROM for initial payload and cost approval. Decide if this is covered or needs its own contract.