Case study overview
STL Partners supported a leading global data centre operator in developing its liquid cooling proposition and conducting competitor benchmarking. The project helped the operator’s product, sales and marketing team refine their positioning in the market, develop their liquid cooling strategy and frame their value proposition to stand out across FLAP-D markets.
What was the approach?
STL designed a three-part programme spanning desktop research, expert interviews and strategic recommendations.
- Desktop Research
- STL conducted desktop research to map the client’s competitors across London, Frankfurt, Paris and Dublin. STL benchmarked the client’s facilities against peers, evaluating aspects such as available capacity, resilience, security and connectivity to identify opportunities for the client to improve their site specifications while continuing to be a market leader.
- Expert Interviews
- STL conducted expert interviews with senior executives in the data centre industry to understand both monthly recurring and non-recurring costs for air and liquid cooling propositions. We evaluated their propositions and their understanding of demand for liquid cooling, helping our client frame and develop their proposition for their target customer segments.
- Strategic Recommendations
- STL developed detailed recommendations for the operator around pricing, liquid cooling proposition development and messaging. These recommendations were delivered to the client in an interactive readout with the senior executive team.
Key results from the project
- Provided the client’s product teams with an independent, evidence-based view of the liquid cooling market landscape, helping them develop their liquid cooling portfolio to align with market expectations
- Supported the client’s sales teams with benchmark pricing, helping them align their rates with market standards
- Enabled the client’s marketing team to frame their value proposition and messaging strategy to highlight their unique positioning in the market