Go To Market Plan/Customer Pipeline Development
Client:
SilverFalcon
Market:
EMEA
Customer Segment:
Data Center
Objective
Silver Falcon, an upstart data center solutions provider, sought support finding an anchor tenant for their newTier III, site in Amsterdam. The site was designed to a high specification and so the business was keen to attract a large, predominantly US hyperscaler or cloud provider seeking capacity utilization. Silver Falcon tasked Caddis with facilitating introductions and conversations with target organizations, providing guidance on commercial negotiations, as well as addressing specific US and regional jurisdiction requirements for construction and technology deployment.
Solution
Caddis worked closely with the Silver Falcon team on origination, presales and post sales:
- Establishing a robust customer pipeline that prioritized hyperscalers, large cloud providers and large wholesale companies;
- Guidance on commercial pitches, RFP reviews and responses, and negotiations;
- Supporting the commercial and operational teams for seamless deployment of customers into the facility.
Outcome:
Secured hyperscaler Oracle Cloud Infrastructure as an anchor tenant utilizing a substantial 30MWs of the data center’s capacity.