# Zach Dell of Base Power: Don't Sell the Battery, Sell the Electricity Zach Dell on Base Power's home battery fleet, counter-position business model, grid utilization, AI power demand and the turtle culture. - Source: https://raleche.com/story/zach-dell-base-power-sell-electricity-not-batteries - Published: 2026-11-10 - Author: Tech Team Strategy (RALECHE) - Speaker: Zach Dell - Tags: Zach Dell, Base Power, David Senra, Energy, Batteries, Business Model, Founders, AI > An executive summary of this story is available to members at https://raleche.com/story/zach-dell-base-power-sell-electricity-not-batteries. --- > Watch the original interview: [YouTube](https://www.youtube.com/watch?v=QFk6g5PQtqs) On David Senra's podcast, **Zach Dell**, co-founder of **Base Power**, explains the business in plain terms and the strategy behind it. Base installs batteries in homes, keeps ownership of them and runs them as a fleet: charging when electricity is cheap, discharging when it is expensive, and providing backup when the grid goes down. He also talks about his path from failed early ventures, his time at Blackstone, and the habits Base uses to stay focused. **Disclosure:** the episode includes sponsor messages (Ramp and AppLovin). We have left those out of this summary. This article is our own summary, with short quotes, from the video's automatic transcript. Watch the full conversation above for everything that was said. ## The short version - **Mission, vision, strategy.** The mission is to power human prosperity by driving energy abundance. The vision is the modern power company of the electric era, where the last five decades were defined by coal and natural gas and the next five will be defined by solar, batteries and software. The strategy is a compounding cost advantage through vertical integration and technology. - **The grid is too small, not broken.** Over the last 50 years US electricity demand grew at about the rate of inflation. He says demand growth has been roughly 2% a year over 20 years and could go to about 10%, which he calls a 5x change on a very large base, driven by AI. - **Rate-regulated utilities do not innovate.** They get paid on capital spending, not research, so their R&D as a share of revenue is among the lowest of any industry. He positions Base as an energy technology company that is R&D driven and engineering led. - **Batteries raise utilization.** The grid is built for the peak, so it is oversized and lightly used. Batteries charge when demand is low and discharge when it is high, which flattens the curve and lowers delivered cost. Base is not making more electricity, only using it more efficiently. - **A counter-position business model.** Competitors sell a roughly $20,000 home battery or generator outright for a high margin. Dell sells electricity instead, installs the battery at the home, and the homeowner pays a small fraction of that purchase price. Incumbents would have to change their business model to compete. - **Why distributed beats utility-scale.** Big shipping-container battery farms are limited by interconnection capacity and transmission congestion. Putting batteries at homes uses the connection that already exists where the load is. ## What he said, by topic ### What Base does Dell says the business is simple: making and delivering megawatts, with the ambition that they are the most affordable and reliable in the world. He points to the correlation between energy use per capita and GDP per capita: the more energy a population can consume, the better its life gets. He says batteries move energy through time, while poles and wires move it through space. ### Why the grid has not scaled He says capitalism has not been able to work its magic here because the industry is highly regulated and the companies that built it have no incentive to innovate. They are project-management and capital-spending organizations, so the question has been how to build as fast as possible and earn a return, not how to scale the capacity to consume electricity. ### A Texas example He explains that midday in Texas, with plenty of solar, wholesale prices are low, so Base's batteries are most likely charging. When the sun goes down and people turn on air conditioning, prices rise and the batteries discharge. The electricity is time-shifted, not newly created. Before this, solar was often curtailed because it could not be used when the sun was down. ### How he got into batteries He started his first company in 8th grade, another as a sophomore in high school and a third as a sophomore in college, and says none of them worked. One was a science project to turn human waste into biogas for low-cost electricity. In college he became excited by solar and batteries and tried to arrange a roughly $30 million loan for a solar array in Hawaii, with a 20-year power purchase agreement. Project-finance teams at big banks asked who would run it and laughed him out of the room. He took a return offer at Blackstone to learn what makes great businesses, where he saw the battery industry up close, and says finance is a necessary skill for the CEO of a capital-intensive business. ### The insight behind the model At Blackstone he saw that utility-scale batteries are constrained by interconnection capacity and transmission congestion, particularly in load pockets like downtown Austin, Dallas and Houston. That pointed to a distributed architecture. When he studied the residential battery companies, he saw they were all selling a high-margin premium product and not using it like infrastructure. His view is that the best way to take on an incumbent is a counter-position business model, because a better product at a lower price just invites a price war. ### Serving homeowners and utilities He says a customer wants two things: a lower bill and no power cuts. If you sell the battery, the homeowner is not a wholesale market participant, so the value is lost. Base also builds battery fleets for municipal utilities and co-ops, for example a 100 megawatt fleet for CoServ Electric. They charge when prices are low, discharge when they are high, and share the spread with their members. ### Operating habits Base has focused on a small number of clear goals, called north stars, understood by the whole company. Dell has written a monthly update every month for about three and a half years, covering what the company did, what it will not do and what comes next. He calls it a recruiting and fundraising tool as well as a record. The company began with a 10-page memo on what Base is and why it exists. Many practices were inspired by SpaceX and Tesla, with people who have worked there bringing their best practices. The turtle is a physical turtle placed on the desk of the person on the critical path, and it moves only when the critical-path problem is resolved. A "hot potato" is a squad that spins up around a problem. He says the team works in person, as one team and one culture. ### AI demand He describes AI as the fastest-growing and soon the largest consumer of electricity. He says Base can help by deploying megawatts around data centers to offset their load so more can be built, and by bringing compute to its fleet of energy. ## What it means for your business 1. **Look for the business model your rivals cannot copy.** If they earn their margin upfront, a recurring model forces them to rewrite how they make money. 2. **Own the asset and put it to work every day.** Dell's model earns from a battery that is used daily, not one that sits idle as backup. 3. **Start from what the customer wants.** Lower bills and no outages, delivered as one outcome, beat selling a product. 4. **Pick a few goals and make them visible.** North stars, dashboards and a monthly written update keep a growing team aligned. 5. **Give blocked work an owner.** A simple physical signal like the turtle, plus a small squad, keeps the critical path moving. 6. **Study the constraint.** Interconnection and congestion limits are what made the distributed idea possible. ## Video details - **Title:** Building a Power Company for the Next 50 Years | Zach Dell, Base Power - **Host:** David Senra - **Guest:** Zach Dell, co-founder of Base Power - **Published by:** David Senra on YouTube, September 6, 2026 - **Watch:** [youtube.com/watch?v=QFk6g5PQtqs](https://www.youtube.com/watch?v=QFk6g5PQtqs) - **Note:** quotes and figures come from the video's automatic transcript and the guest's own statements, and are lightly cleaned. Check the video for exact wording. ## Want to put this to work? We help owners turn AI trends into a plan, a product and a launch. [Book a free call](https://calendly.com/davidraleche/30min) or [see our services](https://tech-team-strategy.com/services).