Meet Hannah Kramer, Chief Legal Officer at Apto: Navigating legal challenges while prioritising customer needs
This is the sixth in a series of articles introducing you to the Apto Leadership Team.
We’re diving into the dynamic legal world of hyperscale data centres. In this Q&A we introduce you to the newest member of the Apto leadership team: Hannah Kramer, Chief Legal Officer (CLO).
At Apto, navigating the legal landscape demands more than just expertise; it requires a certain mindset! With nearly two decades of experience in real estate and property development, Hannah joins us after five years with Amazon Web Services (AWS). Her track record speaks volumes about her dedication to pioneering legal excellence in the data centre industry.
Valuable, transferable experience
1. Can you share career highlights that have prepared you for this pivotal role at Apto?
Hannah: At Amazon Web Services (AWS) I had the privilege of leading the legal aspects of numerous expansion and development projects across multiple regions and metros. From permitting frameworks and legal regimes to land ownership restrictions and a myriad of other complexities, I worked closely with diverse teams to navigate the legal environment in various jurisdictions.
Each project brought its own unique set of challenges and through these experiences I’ve honed my ability to foresee and address potential risks to ensure smooth and timely project delivery. Now, as I embark on this new journey with Apto, I’m eager to apply this experience to deliver rapid, customised legal solutions for hyperscale customers.
Championing customer-centric focus
2. What inspired you to join Apto, and what sets it apart in the industry?
Hannah: Even before the CLO position opened up, Apto caught my attention as a trusted development partner for hyperscalers. With experts from some of the largest data centre players in the industry, and access to resources through Pimco, Apto is well-equipped to meet the unique needs of the market.
But what truly won me over was the ethos that permeates Apto’s culture – its dedication to understanding and prioritising customer needs. In an industry where such genuine commitment can be hard to come by, Apto’s philosophy resonated deeply with me. I’m thrilled to be part of this dynamic team and to play a role in contributing to Apto’s mission.
Customer experience is paramount
3. What are the most important aspects of your role?
Hannah: My primary focus is to ensure that every aspect of our delivery lifecycle suits the needs of our hyperscale customers, while providing the best possible experience. This includes:
- identifying and mitigating potential development constraints during site acquisition and construction;
- streamlining permit procurement while minimising operational obligations or restrictions that could compromise the customer’s optimal operating standards; and
- ensuring that lease negotiations are attentive to customer needs and priorities to prevent unnecessary delays.
In a nutshell, my goal is clear: put our customers first, streamline legal processes and deliver hyperscale data centres exactly where they’re needed most, when they are needed. I’m energised by this and confident that we’ll make a real impact in the industry.
A different approach
4. How will you ensure customers enjoy a positive experience when contracting with Apto?
Hannah: The industry’s tendency towards standardised leases often overlooks the specific needs of hyperscale clients, this leads to prolonged negotiations and less-than-optimal outcomes for all involved parties. That’s why I advocate for prioritising the operational requirements of hyperscalers from the start.
Joining Apto was a natural choice for me and presents an exciting opportunity to drive forward a product that truly aligns with their needs. By fostering open communication with customer legal teams and understanding their specific objectives, we can create bespoke agreements that minimise contracting delays, accelerate the process, enhance the overall experience and lay the groundwork for successful, long-term partnerships
Addressing challenges, driving innovation
5. What are the biggest challenges and areas for improvement in the industry right now from a legal perspective?
Hannah: Heightened scrutiny on energy, heat and water usage, along with permitting complexities in Europe, pose significant hurdles, especially for hyperscalers.
To address the first, we’re proactively designing our facilities with a strong emphasis on energy, heat and water efficiency. By staying ahead of regulatory changes and integrating environmental considerations, we ensure compliance while delivering sustainable solutions that benefit both our customers and the communities where we operate.
Secondly, various permitting regimes in Europe categorise data centres under generic industrial or logistic use classes, leading to risks and delays. We’re tackling this complexity by collaborating closely with regulators, industry associations and local communities to advocate for supportive policies. Our goal is to meet regulatory requirements while driving industry innovation.
By overcoming legal challenges and finding creative solutions, we’re positioned to deliver the best outcomes for customers and promote sustainability in the data centre industry.
Excited for the future
6. Finally, what excites you the most about being part of Apto?
Hannah: I’m excited to be part of a team that is committed to delivering rapid, built to suit solutions for hyperscale clients. Apto’s dedication to customer-centricity and its potential to drive impactful change in the industry really excite me. I look forward to contributing to its mission and shaping the future of hyperscale data centres.
———
With Hannah Kramer’s expertise and Apto’s commitment to innovation and customer-centricity, the future of hyperscale data centres looks promising, setting a new standard for excellence in the industry.
