Inflight speaks with Mike DeMarco, Intelsat Chief Commercial Officer about how airlines will require customised, scalable solutions when it comes to in-flight connectivity.
Global integrated satellite and terrestrial network operator Intelsat provides airlines high-speed, reliable inflight connectivity. With so many different solutions being offered in the connectivity market, Mike DeMarco, Intelsat’s Chief Commercial Officer shares his insight into why the connectivity solution carriers opt for must be both cost-effective and future-proof.
How can airlines ensure their ROI when it comes to investing in in-flight connectivity?
In-flight connectivity (IFC) has evolved from being a luxury to an expectation, making it a necessary investment for airlines rather than an optional feature. However, ensuring a strong return on investment (ROI) requires a strategic approach that goes beyond simply offering passenger Wi-Fi. Airlines today are adopting flexible revenue models, such as tiered access (free messaging with paid premium options), sponsored connectivity through partnerships with brands and payment providers, and bundled Wi-Fi access for premium cabin passengers or frequent flyers. These approaches allow airlines to offset costs while increasing passenger engagement.
Beyond direct revenue, IFC plays a crucial role in operational efficiencies. Airlines are leveraging real-time connectivity to optimize fuel consumption through live weather updates, reduce delays with predictive maintenance, and improve cabin service with crew applications that provide instant access to passenger preferences and operational data. Additionally, IFC opens up new revenue streams through e-commerce and targeted advertising, allowing airlines to monetise passenger attention even if they choose not to charge for Wi-Fi access.
To make these strategies viable, connectivity solutions must be both cost-effective and future-proof. Traditional IFC systems have been expensive and rigid, but advances in satellite technology—particularly hybrid GEO/LEO networks—are reshaping the economics of IFC. By combining the global reach of GEO satellites with the low latency and high throughput of LEO constellations, airlines can ensure seamless connectivity across all flight routes while optimising bandwidth costs.
Additionally, electronically steered antennas (ESAs) eliminate the drag caused by traditional mechanical antennas, reducing fuel consumption and contributing to overall cost savings. As airlines face growing pressure to balance profitability, sustainability, and passenger experience, adopting scalable, hybrid IFC solutions will be key to maximising their long-term ROI.
In addition to passenger Wi-Fi, what other benefits does cabin connectivity bring to passengers and airlines?
Cabin connectivity has evolved into a critical enabler of airline digitalisation, extending far beyond passenger internet access. For travellers, high-speed, uninterrupted connectivity means more than just streaming movies or browsing social media—it enhances every stage of the journey. Passengers can access real-time flight updates, baggage tracking, and digital concierge services, improving travel efficiency and reducing frustration during disruptions.
Airlines are also integrating connectivity into their loyalty programs, offering personalized in-flight services, such as targeted meal upgrades, exclusive Wi-Fi tiers, and AI-driven entertainment recommendations based on passenger profiles.
For airlines, the biggest transformation comes in operational efficiency and cost reduction. Real-time aircraft telemetry enables predictive maintenance, allowing maintenance teams to identify potential issues before they lead to costly delays or cancellations. Cabin connectivity also enhances crew efficiency, giving flight attendants instant access to passenger preferences, medical needs, and special assistance requests, ensuring a more tailored in-flight experience. Airlines can further optimise fuel usage by leveraging live weather updates and real-time flight path adjustments, reducing unnecessary fuel burn and improving sustainability metrics.
As expectations for seamless connectivity continue to rise, hybrid GEO/LEO networks are becoming the new industry standard, ensuring uninterrupted, high-speed service on all routes—including over remote regions and transoceanic flights. Traditional satellite antennas, while effective, add weight and drag to aircraft, increasing fuel costs. This has led to the adoption of electronically steered antennas (ESAs), which eliminate moving parts, reduce maintenance requirements, and improve overall fuel efficiency. As airlines look for ways to maximize connectivity while minimising costs, adopting a next-generation, hybrid IFC solution will be crucial in achieving both passenger satisfaction and operational gains.
How do you see the airlines’ expectations for IFC evolving in the future?
Passenger expectations for in-flight connectivity are shifting rapidly, with airlines under increasing pressure to offer speeds and reliability comparable to on-ground broadband. Travellers now expect seamless, high-speed internet that supports video calls, cloud applications, and even gaming, rather than the limited browsing and messaging options of the past. To meet this demand, airlines are looking for higher bandwidth, lower latency, and a globally consistent service, which is pushing the industry towards hybrid GEO/LEO networks that deliver the best balance of coverage, speed, and efficiency.
Beyond passenger experience, IFC is becoming a core part of airline digital transformation strategies. Airlines are now integrating connectivity into their crew operations, aircraft monitoring, and sustainability initiatives. Real-time data streaming from aircraft systems is allowing airlines to reduce turnaround times, improve fuel efficiency, and enhance safety monitoring. Additionally, as regulatory pressure increases around aviation sustainability, airlines are expected to invest in low-drag, energy-efficient connectivity solutions to meet decarbonisation targets.
The future of IFC will not be one-size-fits-all—airlines will require customised, scalable solutions that integrate seamlessly with their specific routes and business models. As connectivity moves from being a passenger perk to a fundamental airline service, hybrid GEO/LEO architectures combined with next-gen ESAs will play a central role in shaping the future of aviation connectivity and digital transformation.
