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.
Every water technology vendor claims they're secure. The questions a utility should actually ask, the documents to demand, and the red flags that end the deal.
Read more →The vendor across the table has closed this deal a hundred times. Your municipality, maybe once. Here is how to close that experience gap before you sign.
Read more →Most water utility RFPs are shaped months before they publish. How to tell when a bid is winnable, when it's wired for a competitor, and when to walk away.
Read more →Engineering firms carry the liability when a specified product underperforms. Here's the practical checklist serious specifiers use before putting a new vendor in a preliminary engineering report (PER).
Read more →State revolving funds move more water infrastructure money than every federal grant program combined. Most vendors selling to utilities still ignore them.
Read more →Most vendors selling to water utilities chase the wrong person. The buying committee has eight roles, each with different power. Map them right.
Read more →Most water industry case studies are vendor-written, sanitized, and quietly forgotten. The ones that move buyers share a different architecture.
Read more →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Read more →The EPA's water cybersecurity mandate has been rewritten, withdrawn, relaunched, and sued.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.
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HydroKnowledge works with utilities, technology companies, and investors on strategy, go-to-market, and AI adoption.
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