Ep. 190 Pooya Kabiri, Chief Executive Officer at METIS Power Inc.

Episode 190 of the Data Center Go-to-Market Podcast features an interview with Pooya Kabiri, Chief Executive Officer at METIS Power.

Discover why AI-driven rack densities (40–400 kW+) are forcing a shift to behind-the-meter power solutions.
Understand how METIS Power combines generation, storage, and microgrid architecture to meet millisecond AI load transients.
Identify the regional regulatory and air-permitting differences (e.g., Wyoming vs. Texas vs. California) that shape project feasibility.
Learn the buyer-education blueprint METIS uses to translate regulatory thresholds (like 250 tons/year) into deployable capacity.
Unpack the go-to-market lesson of staying focused on core competencies versus becoming an overbroad engineering shop.
Compare the risks of delegating power responsibility to EPCs versus using dedicated power-solution providers.
Evaluate how bilingual selling (technical + commercial) shortens cycles and prevents wasted engineering effort.
Implement vetting practices to filter early-stage inquiries and protect engineering bandwidth during long sales cycles.
Navigate toolstack choices; why METIS built in-house proposal/estimation software to accelerate responses from weeks to days.
Forecast the near-term trend toward vertical integration and how behind-the-meter power can translate megawatts into months-to-revenue.

Host:
Joshua Feinberg, CEO
DCSMI

Special Guest:
Pooya Kabiri, Chief Executive Officer
METIS Power

Overview

Pooya Kabiri, CEO of METIS Power, discusses the rapid evolution of data center power needs, driven by AI, from 10 kilowatts to 400 kilowatts per rack. This has led to a shift from grid-connected power to behind-the-meter generation, particularly natural gas, due to its availability and fast deployment. Kabiri emphasizes the importance of regulatory compliance, especially the 250-ton per year major source threshold, in engineering solutions. He highlights the need for a balanced approach between technical and commercial considerations, and the necessity for in-house tools to streamline proposal generation. METIS Power aims to support data centers in becoming vertically integrated, autonomous power assets.

Outline

Rack Densities and Grid Challenges

Pooya Kabiri discusses the rapid increase in rack densities from 10 kilowatts to 100 kilowatts, driven by AI, and the resulting grid challenges.
The grid's inability to handle massive, instantaneous power demands from data centers has led to a reliance on behind-the-meter generation.
Natural gas becomes an attractive solution due to its availability and the ease of setting up generation assets near natural gas pipelines.
The shift from grid-connected power to behind-the-meter generation is a significant change in the data center industry.

Founding METIS Power

Pooya Kabiri explains his background in power generation and the founding of METIS Power to address the growing power needs of data centers.
The company focuses on flexible power generation, energy storage, microgrids, co-generation, and behind-the-meter power solutions.
The rise of AI and generative AI adoption has exacerbated power bottlenecks in data centers, making METIS Power's solutions more relevant.
The company aims to provide reliable power solutions to meet the demands of high-density AI infrastructure environments.

Market Receptiveness and Behind-the-Meter Solutions

Pooya Kabiri notes that the market for behind-the-meter solutions is still in an exploratory phase, with varying levels of receptiveness among stakeholders.
The market is realizing the importance of behind-the-meter solutions as a primary way to support data center power demands.
Different entities, including hyperscalers, smaller developers, and power solution providers, are exploring behind-the-meter microgrid power generation.
The market is trying to integrate various power solutions to deliver a consolidated solution to data center off-takers.

Regulatory Challenges and Solution Engineering

Pooya Kabiri discusses the regulatory and air permitting challenges associated with behind-the-meter solutions, particularly the 250-ton per year major source requirement.
METIS Power has developed a blueprint to navigate regulatory requirements, showing how to engineer solutions around these constraints.
The company provides a simple chart on its website to help customers understand the capacity limits based on EPA zoning.
This approach helps build trust and confidence with buyers before delving into sales discussions.

Regional Differences and Sales Strategy

Pooya Kabiri highlights regional differences in regulatory and air permitting requirements, affecting how solutions are engineered and deployed.
Customers in non-attainment areas face different constraints compared to those in areas with lower power density limits.
The importance of aligning regulatory requirements with solution engineering from the earliest stages is emphasized.
METIS Power focuses on providing power solutions while allowing EPCs to handle site work, ensuring a streamlined and efficient project execution.

Sales Team Challenges and Buyer Education

Pooya Kabiri identifies two common sales blind spots: focusing on price rather than reliability and resilience, and treating every inquiry as a serious inquiry.
The data center industry values reliable solutions that do not jeopardize investments or jobs, rather than the cheapest options.
Sales teams need to understand the behind-the-meter solution landscape and educate buyers about its benefits.
Vetting inquiries early to avoid lengthy, unproductive sales cycles is crucial.

Economic Decision Makers and Sales Strategy

Pooya Kabiri explains that both engineers and CFOs play crucial roles in data center decision-making, and solutions must address both technical and commercial aspects.
The technical team scrutinizes the solution's technical merits, while the commercial team evaluates its fit within the financial model.
Simultaneously addressing both technical and commercial aspects is essential for successful deal closure.
METIS Power ensures it has the capabilities to speak both technical and commercial languages to satisfy both sides of the spectrum.

In-House Development and Customization

Pooya Kabiri shares the challenges of using off-the-shelf project management and cost estimating software and the decision to develop in-house tools.
Developing custom tools has significantly improved the speed and efficiency of generating comprehensive proposals.
In-house tools provide full control over the process, ensuring error-free and sound proposals are delivered to customers.
The custom tools have been crucial in standing out from the competition and meeting customer needs effectively.

Future Market Trends and METIS Power's Role

Pooya Kabiri predicts that the data center industry will move towards vertical integration, controlling critical infrastructure and supply chains.
METIS Power aims to support data centers in becoming autonomous power assets, generating, storing, and managing their own power demands.
The company's microgrid architecture addresses the speed-to-market challenges by delivering high-quality power quickly.
METIS Power's role is to help data centers reach the market and revenue faster by providing reliable power solutions.

Final Thoughts

Pooya Kabiri emphasizes the importance of addressing both technical and commercial aspects in data center solutions.
METIS Power's focus on in-house development and customization has been key to its success.
The company aims to continue providing reliable power solutions to support data center growth and autonomy.
LinkedIn and the company's website are the best ways to reach out and stay updated on METIS Power's developments.

Guest Resources

Resources

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Data Center Go-to-Market Podcast, Data Center Go-to-Market Podcast | Guest Interview

Ep. 190 Pooya Kabiri, Chief Executive Officer at METIS Power Inc. | Data Center Go-to-Market Podcast