Selling to data center owners and operators

we focus all the way from the power that comes to the data center all the way to the racks. ⁓ So that includes your power systems, whether it's your main energy that's being supplied or your generators on site. In some cases, you're seeing even gas stations being created on site. We help them in those areas as well. And then you have the mechanical systems where you have your cooling and you can either have air cooled data centers or liquid cool data centers. The newer ones, that you have lots of liquid cooling that are way more complex than air-cooled systems. downtime is much more critical in those instances when you have your liquid cooling go down, it's pretty critical to the site. you take it down your data center in some cases. And then obviously the power feeds into your racks and your servers and so forth. And that requires a level of operations there as well a level of design there with your networking, with your servers, so forth and so on. And that's another area we help address in order to make sure that these sites reliably operate based on their design data.

mean, the second question was around a bit like who is actually that you are selling to. So if there is many multiple parties that are so to say involved in this. So is it like the later operator, like the one that is building? it like, because I mean, you have to obviously convince all the different parties, right, to be involved here. How does that work?

really two main types of companies that we sell to is the owners and then there's the operators. In some cases that's a single company. in a lot of the hyperscale cases, they are the owners and the operators of that site. In some cases, especially when it comes to like private equity companies think Blackstone, KKR, et cetera. They own the data centers, but they may not necessarily operate them. In those cases, we would sell to two different companies or, you know, we would get buy-in from both companies before we proceed. the sales ⁓ is slightly different in both cases. But essentially there's those two routes that we can go down.

a lot of would say persuasion needed and like I made discussion with the owner operator with the many parties that are involved then how how is it handled are you like approaching them or is it like that the that your customers basically saying we are choosing you and basically this is given you all have to work together

⁓ It's a mixture of both. We always do some outbound ourselves and meet these companies ⁓ As a company always one that you you know, if we can do that we should do it because it means more revenue but Now as we're becoming more a Player in industry. There's a lot more companies reach out to us and say and we've heard about you guys from eggs ⁓ This this company or this person and we were intrigued, we want to find out more, we roll this out to a site? ⁓ But that proportion is growing ⁓ slowly in our case.