Landlord’s Dilemma: Do You Need a Great Vendor—or a True Partner?

Short answer: it depends on what you’re solving for. If your primary goal is to install a reliable amenity fast with limited internal lift, you probably need a great vendor. If you want charging as a revenue stream and tenant magnet—with meaningful say over price, data, brand, and long-term asset value—you need a partner (or a hybrid that behaves like one).

First, define the terms (precisely)

• Vendor (transactional model): You buy a package (design/EPC/hardware/software/O&M) or let a third party deliver turn-key service for a fee. Contracts look like MSAs + SLAs, often 3–5 years, with clear deliverables. You carry more control—and more responsibility.

• Partner (concession/JV/ground lease/rev share): The operator co-invests or fully funds, operates long term, and shares revenue or pays rent. Contracts run 7–15+ years, with performance and change-of-law mechanics. Less landlord capex; more shared decision rights.

• Hybrid: Landlord funds sitework/utility upgrades; operator funds chargers + operations; incentives and credits are split by formula. This is increasingly common and, for many landlords, the sweet spot.

What you’re really choosing between (the five trade-offs)

1. Capital vs. Control

o Vendor: You spend more upfront but retain pricing, branding, data access, and upgrade timing.

o Partner: You conserve capital; accept guardrails on pricing/brand; negotiate data rights.

2. Speed vs. Complexity

o Vendor: Faster procurement and construction; simple scopes; fewer approvals.

o Partner: Longer negotiations (rev share, exclusivity, performance), but potentially faster multi-site deployment once papered.

3. Risk Transfer

o Vendor: You own more risk (utilization, utility delays, incentives compliance), but can force service via SLAs.

o Partner: More risk sits with operator, but you must align on performance metrics and step-in rights.

4. Option Value (future-proofing)

o Vendor: Easier to pivot hardware and software; shorter terms; clean exits.

o Partner: Harder to switch mid-term; requires tight tech-refresh and connector clauses.

5. Monetization & Experience

o Vendor: Amenity-first; monetization depends on your operating chops.

o Partner: Dialed playbooks for pricing, loyalty, roaming, and fleet revenue—if you choose the right one.

A quick matrix:

Dimension Great Vendor True Partner

Upfront cash Higher (if you own equipment) Lower to none

Pricing control High Medium (negotiated)

Brand control High Medium (co-brand)

Data access High (if negotiated) Medium-High (specify in deal)

Contract term 3–5 years typical 7–15+ years

Operational burden You manage outcomes via SLAs They manage; you oversee KPIs

Flexibility to switch High Low–Medium

Revenue potential Medium (if you lean in) Medium–High (if sited/operated well)