Win Hyperscaler Deals with EPDs and LCAs

Why data‑center buyers care right now

AI growth is pushing local grids, timelines, and public scrutiny. Teams are expected to cut operational energy while proving the build itself is lower carbon. That shifts attention from only PUE to the embodied side where materials choices move the needle fast.

EPDs and LCAs give verified carbon math that travels across owner, designer, GC, and colo. They unlock faster shortlist decisions because risk is lower when numbers are third‑party verified, not marketing claims.

EPD and LCA in one minute

An LCA is the accounting system for a product’s impacts from raw material to end of life. An EPD is the audited summary of that math. Think of the LCA as the spreadsheet and the EPD as the signed cover sheet. Both matter in owner reviews, but the EPD is what gets attached to submittals and portals.

What hyperscalers and colos actually do with this data

Owners map material footprints against site and portfolio goals, then set thresholds or preferences. Concrete, steel, insulation, cable tray, flooring, and switchgear often face early scrutiny. Recent field work across the sector is pushing low‑embodied concrete toward large, repeatable reductions, with trials targeting more than 50% per cubic yard in data‑center slabs and floors (Open Compute Project, 2024) (OCP, 2024).

Some owners are piloting hybrid structures to cut material carbon at scale. One public example reports a 35% embodied carbon cut versus conventional steel and 65% versus typical precast concrete when using CLT with steel and concrete for new facilities (Microsoft, 2025) (Microsoft, 2025).

Use the buyer’s two north stars

Operational efficiency and embodied carbon are the twin targets. PUE has plateaued at a high level in many portfolios, so material decisions become the fast lever. Bring your EPDs to show reductions per functional unit and tie them to owner thresholds or project baselines.

Talking points that get reps into the room

• Lead with verified numbers. “Our Type III EPD shows X kg CO₂e for A1–A3 at your spec thickness. That reduces modeled slab emissions by Y% from your reference mix.”
• Translate to site impacts. “This cut removes Z tons of CO₂e in Phase 1, equal to W weeks of planned grid draw at startup.”
• Show operational side‑effects. “Lower‑cement mixes reduce heat of hydration which can shorten cure and keep the schedule on track.”
• Make it easy to buy. “We meet the PCR your engineers already reference and can publish with your preferred operator.”

Objections you will hear and how to handle them

“Numbers aren’t comparable.” Answer with the PCR and verification details, then provide an apples‑to‑apples comparison using the same declared unit. Offer the LCA report under NDA if needed.

“Low‑carbon equals schedule risk.” Share supplier lead times, regional availability, and recent pour data. If applicable, show that the mix meets compressive strength curves within their cure plan.

“Procurement can’t chase documents.” Provide a single packet with EPD PDFs, masterformat tags, and submittal language. Put renewal dates on the cover.

Build a sales enablement kit that moves deals

Package one page per product: what the EPD is, where it was verified, declared unit, modules covered, and a quick “how this helps your build” box. Add two worked examples that link product EPDs to modeled whole‑building savings.

Give reps a short pitch map by buyer persona. Owners want portfolio impact and risk reduction. Designers want comparable data and specs they can copy. GCs want scheduling and submittal certainty.

Tie your metrics to their metrics

When a site team talks PUE, connect the dots. Embodied savings from your materials do not change PUE, but they help the same net‑zero story by shrinking Scope 3 during build. Back it with credible, recent trends showing the operational side will keep growing, which is why embodied reductions matter right now (IEA, 2025) (IEA, 2025).

Renewal timing and long pursuits

Many owners require current EPDs for new awards, so do not let a near‑expiry document derail a year‑long RFP. EPDs typically carry five‑year validity which makes a simple renewal calendar a real revenue shield when bids stretch across phases.

A smart LCA partner will also track evolving PCRs and guide you to the reference used by peer products. That keeps comparisons clean and avoids last‑minute rework when rules update mid‑pursuit.

Choose the partner your sales team will thank later

Pick a team that handles data collection across plants, chases utility bills, and aligns formats to your channel’s submittal needs. Look for speed from kick‑off to published declaration, consistent QA, and the ability to publish with the operator your customer prefers in the U.S. or EU. The white‑glove part matters because it frees engineering and plant leaders while sales keeps momentum.

Quick start for manufacturers in the data‑center lane

Prioritize the SKUs that dominate a shell‑and‑core bill of materials. Build the two‑page enablement kit this week, then train reps with three buyer scenarios and objection drills. The cost of credible EPDs is often dwarfed by a single mid‑size campus win. If you sell into this market, your EPDs are not paperwork. They are your fast pass to the shortlist, plain and simple. It’s definately worth it.