Certified to Sell for Data Center Specs
In hyperscale projects, an EPD is no longer a marketing PDF. It is the ticket to the table. Owners need it to hit embodied‑carbon budgets, lenders ask for it in diligence packs, and insurers see it as credible evidence of product risk controls. Treat it like a sales asset and it shortens the path from first engineering call to preferred spec. Ignore it and you compete on price alone, with a handicap.
From checkbox to gatekeeper in the spec
For data center shells and fit‑outs, missing EPDs trigger default, conservative carbon assumptions. That penalty pushes products down the shortlist because engineers must protect the project’s carbon budget. With an EPD, the conversation pivots from guesses to verified numbers that survive design review.
Why owners and underwriters care now
Electricity demand from data centers is rising fast, which keeps carbon scrutiny high. The IEA projects global data center electricity use could reach 620 to 1050 TWh by 2026, up from roughly 460 TWh in 2022 (IEA, 2024). Large European companies also begin CSRD climate and Scope 3 reporting for financial years starting in 2024, which flows into supplier expectations and procurement rules (European Commission, 2024). Several jurisdictions now set embodied‑carbon limits that rely on EPD data, for example California’s state procurement GWP limits updated in 2024 for key materials (California DGS, 2024).
Certified to sell, defined
Certified to sell means your environmental documentation is production‑ready and revenue‑ready. EPDs are generated quickly, quality‑checked, and mapped to the PCR competitors use. Insights are packaged for specifiers, lenders, and insurers so the same data answers three different sets of questions. We use the phrase because it captures one goal. Make approval easier.
Turn EPD data into a sales narrative
Specification teams respond to credible, concise math. Lead with the declared GWP and the functional unit, then show a one‑line driver for why the number is strong. Follow with a material or energy improvement that is actually in the product today. No vaporware, no someday.
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Benchmark competitors without guesswork
Pick the PCR peers rely on so numbers line up. If peers use EN 15804+A2, match it. If project teams in a region prefer a particular program operator, publish there to reduce friction. A good competitive scan flags three things that move markets. The PCR used, declared GWP ranges for similar products, and renewal windows that could leave a rival dark for months.
Design hotspots that move the needle
In data‑center‑relevant goods, three hotspots appear often. Primary material intensity, energy mix during manufacturing, and logistics distance for heavy components. Treat each hotspot like a boss fight. Name it, size it, and show which lever you pulled this year and which one is next.
Timing matters in bid cycles
RFPs expect valid third‑party verified EPDs through contract award and early construction. EPDs are typically valid for five years, which lets you plan renewals to avoid dead air in peak bidding seasons (ISO 14025, 2018). If a declaration is due to lapse during a pursuit, refresh early and carry forward improvements so the new number is a step down, not a reset.
A lean playbook for data‑center suppliers
- Map target owners and colos, then list the PCRs their preferred products use. Publish to the same rulebook for apples‑to‑apples.
- Align the functional unit and declared modules with project norms so engineers can drop numbers straight into models.
- Package a one‑page EPD brief for sales. Lead number, top three drivers, ready answers to common insurer questions about verification and scope.
- Track competitor expiries and set your renewal window for two quarters before their gap. Win quietly while others rework.
- Feed EPD insights into product roadmaps. If recycled content or process heat switches offer big deltas, lock the change and reissue.
What great looks like in practice
Fast, reliable data collection across plants, zero hunting through spreadsheets, and a published EPD that slots cleanly into procurement portals. The sales team gets a carbon summary in the same folder as cut sheets, not in a separate scavenger hunt. It is definately a sales asset.
Tie the threads together
When EPDs become certified to sell, they stop living in a compliance silo. They become proof that wins engineering trust, satisfies local rules, and makes underwriting smoother. That is how materials for data centers move from maybe to specified, and from specified to ordered.
Frequently Asked Questions
Do EPDs need to be renewed on a fixed schedule for data center bids
Yes. Most EPDs are valid for a defined period per ISO 14025, often five years, and teams should plan renewals to cover RFP through groundbreaking. Cite the validity in your submittals so procurement and insurers see it at a glance.
What if competitor products reference a different PCR
Ask engineering which PCR is treated as the reference on the project, then align your declaration at the next update. If that is not practical, supply a clear comparison note that reconciles modules, system boundaries, and any known methodological differences.
Which program operator should publish our EPD for data centers
Choose a reputable operator recognized in your target markets and accepted by project teams. Focus on verification rigor, publication speed, and compatibility with spec portals. Operator choice should reduce reviewer questions, not add them.
How do we use EPD data with insurers and lenders
Provide the verified EPD, the verification statement, and a short summary of the material and process controls behind the number. Keep it factual. The goal is to demonstrate traceable, third‑party assessed impacts within recognized standards.
About the Author
Walker Ryan is a climate-tech entrepreneur focused on driving industrial decarbonization through better data. As the founder and CEO of Parq, he helps manufacturers generate high-quality, third-party–verified carbon disclosures at scale—accelerating a traditionally slow and expensive process. Before starting Parq, Walker led over $200 million in sustainability-focused investments as VP of Strategy & Growth at ReStream Solutions, following earlier experience in investment banking at Deutsche Bank. He brings a rare mix of capital markets expertise and hands-on sustainability knowledge to tackling the infrastructure of industrial emissions.
