Episode 205 of the Data Center Go-to-Market Podcast features an interview with Jay Zapata, Chief Executive Officer at SATOKIE.
- Trace how SATOKIE’s buyer profile evolved from large ASIC-focused companies to data center buyers with stricter uptime and redundancy requirements.
- Explore how Jay Zapata’s finance and energy background informs the company’s approach to power origination and customer economics.
- Examine how an in-house, 24/7 NOC supports dependable managed services and client referrals.
- Assess why power expertise is increasingly important as AI workloads raise demand for high-density compute.
- Identify the operational metrics, including revenue and costs per megawatt, that guide financially disciplined growth.
- Recognize the risks of expanding or bundling services before establishing strength in a core offering.
- Navigate complex buying committees and RFPs by building relationships throughout client organizations.
- Anticipate how behind-the-meter power could reshape data center operations and service providers’ role across the energy-to-compute lifecycle.
Host:
Joshua Feinberg, CEO
DCSMI
Special Guest:
Jay Zapata, Chief Executive Officer
SATOKIE
Overview
The discussion examined how SATOKIE is positioning its power origination and managed services business for changing data-center and AI infrastructure demands.
Market Shift
- Jay said buyer profiles have shifted from public companies seeking tier-zero Bitcoin facilities to customers seeking tier-three capacity, with greater emphasis on redundancy, uptime, energization dates, and accountability.
- AI growth is increasing demand for behind-the-meter power and closer coordination between energy providers and compute operators.
GTM Approach
- SATOKIE relies heavily on client referrals, operational credibility, in-house 24/7 support, and relationships across customer organizations.
- Jay emphasized focusing on the company’s strongest offerings instead of prematurely bundling services or pursuing broad vertical integration.
- Financial metrics such as revenue and cost per megawatt, cost per kilowatt-hour, and SG&A help guide growth and customer fit.
Outline
Buyer And Market Changes
- SATOKIE transitioned from serving buyers of tier-zero Bitcoin facilities to targeting tier-three data-center needs.
- Buyers increasingly prioritize uptime, redundancy, firm energization dates, and accountability.
- AI workloads are increasing interest in behind-the-meter generation and energy expertise.
Founder and CFO Perspective
- Jay applies corporate-finance and energy-sector experience to evaluate customer economics and company growth.
- Operating metrics include revenue per megawatt, cost per megawatt, cost per kilowatt-hour, direct labor, power costs, and SG&A.
- Balancing financial discipline with founder-led growth remains an ongoing challenge.
Managed Services Model
- SATOKIE operates an in-house NOC combined with human call-center support.
- The company manages approximately 150 megawatts for customers and owns approximately 30 megawatts.
- Keeping accountability and support in-house is positioned as a differentiator.
Go-to-Market Strategy
- Client referrals and strong operating relationships are the primary sources of growth.
- Content supports market education and transparency but has not consistently converted directly into revenue.
- Preferred-vendor status and relationships across customer teams help influence RFPs.
- The company favors focused service offerings over premature bundling or vertical integration.
Future Outlook
- Increasing grid constraints may accelerate behind-the-meter data-center projects.
- Long-term winners may understand the full lifecycle from energy origination through compute production and facility operations.
Guest Resources
- Connect with Jay Zapata, Chief Executive Officer at SATOKIE, on LinkedIn
- Follow SATOKIE on LinkedIn
- Learn About SATOKIE
Resources
- Connect with Joshua Feinberg, CEO at DCSMI, on LinkedIn
- Follow DCSMI on LinkedIn
- Follow the Data Center Go-to-Market Podcast on LinkedIn
- Learn About DCSMI
- Subscribe to the Data Center GTM Briefing
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