On the left, what the combined platform already owns: DBM’s steel envelope and IES’s electrical fit-out, sold to the same data-center owners. On the right, the open space — the consistent cross-portfolio sales process IES has said it does not have, the named-account discipline that has never run across the companies it owns. The cobalt node in the center is the unit that bridges them: DBM’s CRO function, building the sales operating process. The dashed cobalt lines are the connections the integration installs. Hover the nodes or the cards to read each one.
On the left, what the combined platform already owns: DBM’s steel envelope (Schuff and Banker erection, GrayWolf modular, Vircon detailing) and IES’s electrical, mechanical, and communications fit-out. Both serve the same hyperscale data-center owners. On the right, the open space — the consistent cross-portfolio sales process IES has named in its own filings as something it does not have. Each acquired company runs its own go-to-market, so the same owner is sold by two teams from two account lists and the cross-platform revenue goes uncaptured. The cobalt node in the center is the unit that closes the gap: DBM’s CRO function, building one named-account map and one sales operating process across the platform. The dashed cobalt lines are the connections the integration installs — an IES electrical relationship opening a steel door, a Schuff relationship opening a fit-out door. The assets exist. The discipline that turns them into captured market is what DBM brings to IES.