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In episode #67 of the Data Center Go-to-Market Podcast, host Joshua Feinberg provides a comprehensive overview of essential data center go-to-market strategies. You'll learn how to adapt your sales process to support the modern buyer's journey, build a balanced go-to-market team, create relevant and competitive content using a video-first approach, and effectively market and sell to CTOs and CIOs. Gain insights from industry leaders on the evolving data center landscape and discover actionable tactics to position your company as a trusted advisor and subject matter expert. Don't miss this must-watch episode for data center sales, marketing, and go-to-market professionals.

0:00 Welcome to Day One of Data Center Go-to-Market 2025 Jumpstart

0:33 Introducing Joshua Feinberg, CEO at DCSMI

4:20 Agenda for Day One of Data Center Go-to-Market 2025 Jumpstart

4:55 Data Center Go-to-Market 101

6:12 What's your biggest go-to-market challenge?

6:54 Adapt Your Sales Process

12:10 Build Your Team

17:30 Connect the Dots

20:15 Get on the Radar Screen of the Right Buyers

26:15 Plan, Create, and Distribute Your Content

31:25 What's your biggest takeaway from Data Center Go-to-Market 101?

32:18 Special Bonus Section Break

33:36 Patricia Alvina, Sales Manager ASEAN, at Siemens (Future of Sales in Data Center and Digital Infrastructure)

41:19 Jon Clayton, Enterprise Account Manager at Blancco Technology Group (Future of Enterprise Account Managers)

44:40 What's your biggest takeaway from Patricia Alvina and Jon Clayton?

46:48 Data Center Sales Has Changed: Is Your Team Living In The Past?

47:00 What's your biggest sales challenge?

47:22 Agenda for Data Center Sales Has Changed: Is Your Team Living In The Past?

47:43 Prepare for Today’s Data Center Leads

55:05 Rethink How Data Center Sales Teams Prioritize

61:06 Reinvent Data Center Sales Professionals to Thrive in the AI Era

70:19 What's your biggest takeaway from Data Center Sales Has Changed: Is Your Team Living In The Past?

71:11 Special Bonus Section Break

72:28 David Rapoport, Chief Business Development Officer at ASOTO (Changing Role of a Chief Business Development Officer)

74:58 Viggy Hegde, Vice President of Marketing at Compu Dynamics (Future of Data Center Marketing)

80:14 What's your biggest takeaway from David Rapoport and Viggy Hegde?

80:54 How to Market and Sell to CTOs and CIOs (for Data Center Go-to-Market Professionals)

81:21 What's your biggest marketing and sales challenge with CTOs and CIOs?

81:58 Agenda for How to Market and Sell to CTOs and CIOs

82:27 Get Up to Speed on the State of CTOs and CIOs

90:56 Prepare Your Team for Today's Buyers

93:24 Engage Buyer Persona: CTO/CIO Oscar

97:40 What's your biggest takeaway from How to Market and Sell to CTOs and CIOs?

97:54 Recap of Day One of Data Center Go-to-Market 2025 Jumpstart

98:29 Preview of Day Two of Data Center Go-to-Market 2025 Jumpstart

98:59 Preview of Day Three of Data Center Go-to-Market 2025 Jumpstart

99:16 What's your biggest takeaway from Day One of Data Center Go-to-Market 2025 Jumpstart?

99:28 What’s the video-first version of a whitepaper?

104:12 Joshua Feinberg (Connect with on LinkedIn) and DCSMI (Follow on LinkedIn and Website)

#datacentergtm #dcsmi #cio #colocation #cto #datacenter #datacenterindustry #datacenterleads #datacentermarketing #datacentersales #datacentersolutions #digitalinfrastructure #edge #hyperscale

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In episode #66 of the Data Center Go-to-Market Podcast, host Joshua Feinberg sits down with Greg Ratcliff, the Chief Innovation Officer at Vertiv. Greg shares his unique career journey and insights into Vertiv's innovation process, from technology transfer to collaboration with industry organizations. Listeners will gain valuable advice for early-career and mid-career professionals looking to enter or advance in the data center industry. Greg also discusses the sector's major challenges, including power and water constraints, and how Vertiv is leveraging AI to improve efficiency. This episode is a must-watch for anyone interested in the future of digital infrastructure and critical facilities.

0:00 Coming up In this episode of the Data Center Go-to-Market Podcast

0:50 Introducing Gregory Ratcliff, Chief Innovation Officer at Vertiv

1:11 The Career Journey to Chief Innovation Officer at Vertiv

2:33 The Difference Between Innovation and Engineering at Vertiv (And the Technology Handoff)

3:33 Lithium Batteries and Liquid Cooling in Data Centers (From Idea to a Vertiv Product)

5:00 Innovation Management Organizations: Innov8rs and UIDP (University-Industry Demonstration Partnership)

7:15 Advice on Entry-Level Data Center Jobs and Career Paths

9:26 Advice to Mid-Career Digital Infrastructure Professionals on the Data Center Ecosystem

12:12 How Military, Banking, Finance, Aviation, and STEM Drive the Data Center Engineering Talent Pipeline for Vertiv

15:04 Biggest Data Center Industry Challenges and Mistakes Being Made in Metro Areas by Big Data Center Developers

17:16 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

17:53 Geographic Differences in Data Center Energy Management with Water and Power Constraints

19:56 Rethinking How to Measure Data Center Efficiency

20:56 The Future of Chief Innovation Officers at Vertiv in the Data Center Ecosystem (Planning and Strategy)

22:53 What Drives Vertiv’s Innovation Pipeline (Gina O'Connor at RPI: Scouts and Liasons)

26:48 AI Impact: Grammarly, Specialized Tools (IP Patent Searching), Perplexity Showing Sources

30:02 AI Coding Pilots at Vertiv | More Projects and Releasing Products Faster

32:29 Infrastructure Masons: Santiago Suinaga and Dean Nelson

33:06 Gregory W. Ratcliff | Connect with on LinkedIn, and Follow on LinkedIn and X with #innovation #Vertiv

34:28 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

#dcsmi #datacentergtm #criticalfacilities #datacenter #datacentercareer #datacenterefficiency #datacenterenergy #datacenterengineering #datacenterindustry #datacenterinnovation #datacenterplanning #datacenterpower #datacenterstrategist #datacentertechnology #digitalinfrastructure #innov8rs #innovation #techleadership #uidp #vertiv

https://www.dcsmi.com/newsletter Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

In episode #65 of the Data Center Go-to-Market Podcast, you’ll learn proven strategies to overcome commoditization and fill your colocation data center space. Discover how to adapt your sales and marketing approach to the changing buyer preferences, including leveraging thought leadership content, events, and building relationships across the full decision committee. Gain insights on pivoting your business model to focus more on technology services versus real estate. This episode is a must-watch for data center sales and marketing professionals looking to drive more qualified leads and close more deals.

0:00 Coming up In this episode of the Data Center Go-to-Market Podcast

0:18 Introducing 10 Ways for Colocation Data Centers to Find the Right Niches and Avoid Commoditization

1:10 How to improve colocation data center lead generation and lead qualification

5:58 How to fill and expand data center space

13:16 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

13:54 How to sell IT asset disposition (ITAD) to data center decision-makers

20:02 How to close colocation data center deals when struggling with commoditization

25:52 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

#datacentergtm #dcsmi #datacenter #datacentersales #datacentermarketing #colocationdatacenter #datacentersolutions #colocation #hyperscale #edge #digitalinfrastructure #itassetdisposition #itad