Practical analysis on go-to-market strategy, AI adoption, municipal utility sales, and technology commercialization, written by practitioners who have built and sold in this sector.
Vendors pitch AMI as a meter project. The utilities that succeed treat it as an enterprise IT, customer experience, and staffing project from day one.
Read more →Free pilots feel generous and burn cash. Paid pilots feel demanding and qualify deals. Shared-savings sounds clever and rarely closes. Here's how to choose.
Read more →The EPA's water cybersecurity mandate has been rewritten, withdrawn, relaunched, and sued. What's law today, what's voluntary, and what to do either way.
Read more →Most water tech founders sell direct to the utility and wonder why nothing moves. The decision was made upstream, inside an engineering consultant's report.
Read more →Oracle Unifier and Fusion show up on more water utility shortlists every year. What each one does, where they overlap, and what integrating them takes.
Read more →How investor-owned utilities (IOUs) run strategic sourcing, MSAs, and preferred-vendor programs, and why IOU procurement looks nothing like municipal.
Read more →If you've ever wondered why selling to a water utility takes so long, this is the answer. Understanding procurement is the first step to navigating it.
Read more →Water utilities are being flooded with AI pitches. A framework for separating what works from what wastes your budget, from someone who's evaluated hundreds.
Read more →The demo is the highest-stakes moment in a water technology sales process. What separates the demos that advance deals from the ones that stall them.
Read more →Selling technology to municipal water utilities is unlike any other market. What actually works, from someone who's been on both sides of the table.
Read more →Most water companies publish content nobody reads. How to build a strategy that earns credibility, trust, and a steady flow of inbound from the right people.
Read more →There are dozens of water industry conferences every year. Most aren't worth your time or your budget. Which ones to actually attend, and how to work them.
Read more →The water sector is losing a generation of operators to retirement. How staffing pressure is reshaping which technologies utilities actually buy.
Read more →Most water technology companies sound the same. A framework for positioning and messaging that differentiates you in a market built on credibility.
Read more →Getting a pilot is the easy part. Converting it to a contract is where most water technology deals stall. How to design pilots that actually lead somewhere.
Read more →Raising for a water technology company is nothing like raising for a SaaS startup. What investors in this sector actually want to see, and what kills deals.
Read more →Digital twins are one of the most overhyped phrases in water right now. What they actually are, what they can't do, and how to think about investing.
Read more →PFAS contamination is the biggest regulatory challenge in water today. What the deadlines mean for utilities under the gun and the vendors building solutions.
Read more →The Infrastructure Investment and Jobs Act put billions into water. What's available, who qualifies, and how utilities and tech companies actually access it.
Read more →HydroKnowledge works with utilities, technology companies, and investors on strategy, go-to-market, and AI adoption.
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