Direct to Device:  Business Potential, Financing and Economics

A corporate partner and satellite practice co-head, Steve Kaufman uses industry knowledge and versatility to negotiate and close many types of deals globally.

For 18 of his 30 years at the firm, Steve served as outside general counsel for satellite clients, leading strategic joint ventures, “bet-the-company” contracts, financings, and M&A.

What Steve does best: understanding complex business issues and translating them into legal documents. If a client can describe something, Steve can draft it. Working from complicated to simple, he has many times reduced a lengthy contract into a few pages of bullet points, showing the client what it needs and how to obtain it. He has even written a business and financing model for parties in the form of an agreement. Many clients comment that the business guidance from Steve is as valuable as the legal advice.

Steve relies on his familiarity with issues common to satellite and communications companies to give him an edge in negotiations. This experience produces extra benefits when Steve deals with specialized satellite contract terms, targeted warranties, creative covenants, use of insurance to close gaps, license and spectrum issues, and even finance and accounting matters. According to Chambers Steve Kaufman is “a real authority and somebody who will always know the answer.”

In advising clients, Steve emphasizes practicality, striving to achieve the client’s business objectives for the transaction, whether economic, risk reduction, regulatory/compliance, or transaction speed. This carries over into deal management as well as negotiations, where he willingly takes the lead. Steve and satellite practice co-head Randy Segal are regulars at the satellite conferences, making connections among clients and even adverse parties. He is listed in Chambers, Super Lawyers, and Legal 500.

Brian Aziz is the Executive Director of Direct-to-Device (D2D) at Iridium where he leads the business strategy, planning, and execution of Iridium’s D2D business. Prior to joining Iridium in 2023, Brian was the Vice President of Satcom Solutions at Thales for 8 years, where he led the sales distribution and business strategy for Thales’ satellite communications business unit.

The majority of Brian’s career has been focused on the satcom mobility market, focused on the commercial distribution strategy of both hardware, services, and value-added applications. Over the last 18 years Brian has been fortunate enough to work in several different facets of the industry.

As Vice President of Strategy at Omnispace, George Giagtzoglou is responsible for developing corporate strategy, market and competitive intelligence, and supporting strategic partner development initiatives for the company that is redefining mobile communications.

Previously, George was the President of Alazo Consulting. In this role he delivered expert satellite industry insights to support strategic investments and acquisitions. The company serves companies seeking to invest in satellite communications, satellite operators, satellite industry vendors, banks, bondholders with satellite industry debt, private equity firms, and satellite bandwidth customers seeking to restructure their business.

George was also previously the head of Corporate Development at ABS Global with responsibilities including corporate development, corporate & regional strategy, business planning, market intelligence, satellite business case development, and financing.

Prior to ABS he was with Intelsat for 11 years as the head of Corporate Strategy & Planning and also led Corporate Development, Global Marketing, Product Strategy & Development, and Business Development. Mr. Giagtzoglou was instrumental in various company sale processes in 2005 and 2008, and the acquisition of PanAmSat in 2006. He played a key role in developing and commercializing the company’s capabilities, primarily in the area of broadband services.

Prior to joining Intelsat in 2000, Mr. Giagtzoglou’s career in the space and telecommunications industry included engagement leadership positions in the telecommunications practice of A.T. Kearney Management Consultants, and senior engineering and business management positions at Telstra (Australia).

Tarun Gupta is Chief Product Officer and Co-Founder of Skylo Technologies, the world’s most ubiquitous non-terrestrial network (NTN). His role is to deliver an elegant end-to-end IoT solution that gives customers the ability to transform their business. Skylo is the only solution that can cost-effectively provide 100% coverage across the globe – from space – allowing customers to connect to any part of their business anywhere, at any time, all the time.

At Skylo, Tarun sets the vision for product development, innovation, and design. He manages the product management, product marketing, business development, marketing efforts and other strategic initiatives across the organization.

Prior to joining Skylo, Tarun worked for Google in various roles. Notably, he was the Head of Strategy and Operations for the Google Assistant, and helped bring the Gigabit Fiber to thousands of residences across the US. Tarun has 20+ years of experience in engineering and development of telecommunications networks. He advises several companies regarding market fit, product enhancements, and overall strategic direction.

Tarun earned his BSEE in Electrical Engineering from the University of Virginia and his MS degree in Management as a Fellow from the Stanford Graduate School of Business.

Experienced CEO with a large professional background in the Telecommunications Industry, Jaume Sanpera is a classic in technological entrepreneurship in Spain.

Founder of various companies mainly telecommunications, creating a business group that was listed on the stock market and with a wide international presence, such as Eurona, (1st telecom satellite operator in Europe that was listed in 2010), Ambientum , (leading the enviromental sector in Spain), Cidec a praxis technology, TechnoTrends, Festuc etc.

Jaume is backed by almost 30 years of experience in Telecommunications and recognised  achievements in this sector.

Its consolidation as an entrepreneur and CEO expert in the Telecommunications Industry makes him a very present figure in the media, forums and other information and broadcasting platforms.

Brian Weimer is a corporate partner in Sheppard Mullin’s Washington, D.C. office and Leader of the firm’s Telecom Team. Brian is recognized by Chambers and is consistently selected for inclusion each year in Best Lawyers in America in the Communications Law category.

Brian provides transactional and regulatory advice to clients in the telecommunications industry, with particular emphasis on satellite, wireless and media companies. He acts as corporate counsel to telecommunications companies in M&A and financing matters and also advises on Federal Communications Commission (FCC) regulatory issues presented by these transactions.

Brian represents FCC licensees on a wide range of issues at the FCC, including rulemaking, licensing and enforcement matters. He also advises foreign and domestic clients on international telecommunications issues such as satellite landing rights, cross-border M&A transactions and the Committee on Foreign Investment in the U.S. (CFIUS).

Brian frequently speaks and writes on telecommunications-related matters at industry events. He is also actively involved in the Federal Communications Bar Association, where he has served as co-chair of the International Telecommunications Committee, the Transactional Practice Committee and the Wireless Committee. He is also a member of the Washington Space Business Roundtable (WSBR).