https://www.dcsmi.com/workbook Download Workbook from Data Center Go-to-Market 2025 Jumpstart

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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

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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

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

In episode #64 of the Data Center Go-to-Market Podcast, Joshua Feinberg interviews Jeremy Coyle, an account manager at MSA (Management Science Associates) in Pittsburgh. Jeremy shares his unique career journey from telecommunications to the data center industry, highlighting the advantages of working for a mid-sized provider with the resources of a larger organization. Viewers will learn strategies for building a successful sales career in digital infrastructure, including the importance of becoming a subject matter expert, adapting to emerging technologies like AI and robotics, and engaging with the local community. This episode also provides insights into the challenges and opportunities of selling colocation services, as well as the productivity tools and techniques used by an experienced sales professional.

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

0:33 Introducing Jeremy Coyle, Account Manager at Management Science Associates

0:57 Career Journey to Colocation Data Center Sales as an Account Manager for MSA

2:15 From Telecommunications Carrier Sales to Colocation Sales

3:16 How Selling Colocation to the CTO, CIO, and CISO Has Changed

4:12 Advice on Entry-Level, Client-Facing, Digital Infrastructure Colocation Jobs

7:33 Mid-Career Advice for Data Center Sales Professionals Needing a Reset

9:31 Colocation vs. Telecommunications Average Deal Size, Sales Cycle Length, and Contract Length

11:11 Selling Colocation to Pittsburgh Robotics Startups and Scaleups with AWS Direct Connect

14:44 Biggest Digital Infrastructure Cost Challenges with NVIDIA GPUs

16:23 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

17:00 Future of Sales for Colocation Data Center Providers with Marketing, Infrastructure, and Power

17:54 MSA Colocation Sales Team of One with Resources of 500+ Person Data Analytics Company

21:18 Moneyball Lessons from the Consumate Utility Player in Colocation Data Center Sales

23:03 AI Impact as a Colocation Account Manager with Power and Cooling Capabilities

25:33 Pittsburgh Robotics Community Event and Three Mile Island Nuclear Power Conversations

28:55 Hosting Local Tech Events in MSA Facilities for Marketing, Brand Awareness, and Community Support

32:06 Favorite Tools for Data Center Account Management

35:48 Jeremy Coyle (Connect with on LinkedIn) and Management Science Associates (Follow on LinkedIn and Website)

37:05 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

#datacentergtm #dcsmi #colocation #datacentersales #datacentermarketing #digitaltransformation #ai #robotics #pittsburgh #telecommunications

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

In episode #63 of the Data Center Go-to-Market Podcast, you’ll learn proven strategies for growing your data center solutions, asset liquidation, safety, and immersion cooling businesses. Discover how to increase brand awareness, position your team as trusted advisors, connect with key decision-makers, and leverage educational content to dominate your market. Whether you're a data center operator, technology provider, or facilities expert, you'll walk away with actionable insights to accelerate your company's growth.

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

1:00 Introducing Joshua Feinberg, CEO at DCSMI

2:54 Agenda for Data Center Go-to-Market, Sales, and Marketing Q&A #21

4:21 How a data center solutions provider can increase awareness

17:38 How to prove that you're a data center subject matter expert and trusted advisor

31:47 How a data center asset liquidation and demolition company can get connected to decision-makers

44:27 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

45:27 How a global data center safety provider can find clients

54:09 How to start a data center business

64:45 Growing a data center commissioning business as a service delivery manager

69:54 How to grow immersion cooling business within data center and high-performance computing environments

82:42 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

#datacentergtm #dcsmi #datacenters #datacentermarketing #datacentersales #immersioncooling #datacentersolutions #highperformancecomputing #hpc #datacentercommissioning #datacentersafety #datacenterassetliquidation #datacenterdemolition #datacenterdecommissioning #colocation #hyperscale #edge #digitalinfrastructure

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

In episode #62 of the Data Center Go-to-Market Podcast, industry veteran Emil Sayegh shares his expertise on the evolving challenges and opportunities in the digital infrastructure space. Learn strategies for simplifying complex concepts, communicating the benefits of data centers, and attracting top talent. Discover how to navigate the public cloud vs. private cloud debate, leverage AI to enhance professional networking, and implement flexible hybrid work models. Whether you're a data center operator, sales and marketing professional, or aspiring industry newcomer, this episode provides actionable insights to drive growth and innovation.

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

0:59 Introducing Emil Sayegh, Serial Tech and Data Center CEO at Profit Growth Insights

1:37 Career Journey to CEO in Digital Infrastructure and Managed Services

3:20 Public Cloud and SaaS GTM vs. Private Cloud vs. Premise-Based Client/Server (and Virtualization)

6:20 Career Advice for Entry-Level, Client-Facing AI, Data Centers, and Digital Infrastructure Jobs

11:00 How Changes in Data Center Designs Bring More Architecture and Industrial Construction Jobs

13:12 Role of Data Center Marketing and Go-to-Market for Building Trust with Community Stakeholders

15:33 Why Edge Data Centers: EV, Smart Cities, AI and Closing the Education Gap with Politicians and General Public

18:41 Mid-Career Advice for Data Center Professionals Pivoting into Adjacent, Lateral Job Opportunities

21:42 Addressing Data Center Recruiting and Retention Talent Shortages and Cross-Training

26:23 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

27:00 Upskilling with Data Center Technology Training and Mobility Within Companies

29:27 From Data Center Sales (AE, AM, or TAM) to Solution Architect or Product Manager

32:29 Addressing Data Center Power Scarcity Challenges Without Overbuilding Data Center Capacity

35:20 Purpose-Built Data Centers vs. Repurposing Existing Legacy Data Centers

36:57 Remote vs. Hybrid vs. On-Site Jobs in Digital Infrastructure, Data Centers, or Managed Services

40:41 Data Center Operator Sales AE Jobs, Data Center Tours, Co-Worker Fairness, and Company Culture

44:43 LinkedIn as the Always-On Trade Show with AI Writing and Editing Support

49:36 Building a Personal, Professional Data Center Brand on LinkedIn as a Thought Leader

51:31 Emil Sayegh (Connect with on LinkedIn) and Profit Growth Insights (Website)

53:54 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

#dcsmi #datacentergtm #ai #cloudcomputing #datacenters #datacareers #datacentersindustry #datacentermarketing #datacentersales #digitalinfrastructure #edge #managedservices

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

In episode #61 of the Data Center Go-to-Market Podcast, you’ll learn proven strategies to grow your data center business. Discover how to identify the right target customers for a telecommunications provider, reach decision-makers as a data center marketing consultant, and leverage a digital infrastructure investment firm to impact sales cycles. Get tips on driving cloud adoption, uncovering unmet market needs, and building brand awareness as a BIM startup. Whether you're in sales, marketing, or a data center executive, this episode is packed with actionable insights to elevate your go-to-market approach.

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

0:56 Introducing Joshua Feinberg, CEO at DCSMI

2:14 Agenda for Data Center Go-to-Market, Sales, and Marketing Q&A #20

3:28 How a telecommunications company can find the right data center customers

13:43 How a data center marketing and sales consultant reaches decision-makers

23:13 How a digital infrastructure investment firm can impact sales cycles for data center business

28:09 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

29:18 How can a data center hosting, connectivity, and cloud provider get clients to move to the cloud

38:32 How a data center wire and cable company can Identify and address market needs

46:51 How building information modeling (BIM) startups gain brand awareness in the data center industry

56:45 Joshua Feinberg (Connect with on LinkedIn) and DCSMI (Follow on LinkedIn and Website)

57:32 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

#datacentergtm #dcsmi #bim #buildinginformationmodeling #cloudadoption #cloudprovider #connectivity #datacenter #datacentercabling #datacentermarketing #datacentersales #datacenterwiring #digitalinfrastructure #digitalinfrastructureinvestment #hosting #infrastructureinvestment #telecommunications

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

In Episode #60 of the Data Center Go-to-Market Podcast, Eckart Zollner of Digital Parks Africa shares invaluable insights on navigating the complex sales journey in the data center industry. You'll learn strategies for building trust with prospects, differentiating your services, and adapting to changing customer needs. Eckart emphasizes the importance of understanding both your own offerings and your customers' businesses, as well as the need to develop technical expertise within your sales and marketing teams. This episode is a must-watch for anyone looking to elevate their data center sales and marketing efforts.

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

0:52 Introducing Eckart Zollner, Business Development at Digital Parks Africa

1:26 Journey to Business Development for Data Center Operator in South Africa

3:25 How Data Center Sales is Changing to Be Much More Consultative (Trusted Advisor)

6:53 Data Center Decision-Makers, Decision Committees, Buyer's Journeys, and Other Stakeholders

10:22 Data Center Marketing Partnering with SDR/BDR and AE Teams for Brand Visibility and Building Trust

13:37 How Data Center Branding and Differentiation Has Changed in Today’s Marketplace to Be More Educational

16:47 Data Center Operator Differentiation to Move Upmarket and Protect Pricing/Margins

18:25 South Africa Data Centers: Hyperscalers, Global Enterprises, Outsourced Premises, Hybrid and Private Cloud

21:18 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

21:55 Data Center Career Advice for Entry-Level Jobs and Students

26:10 Onboarding New Hires at Digital Parks Africa for a Multi-Skilled Data Center Environment

29:21 Understanding Data Center Clients’ Timelines

31:09 Data Center Clients’ Different Motivations: Industry-Specific Solutions and Communities/Ecosystems

36:15 The Future of Data Center Sales/Business Development: Partnerships, Globalization, Data Sovereignty

41:08 Eckart Zollner (Connect with on LinkedIn) and Digital Parks Africa (Follow on LinkedIn and Website)

42:05 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI)

#dcsmi #datacentergtm #datacenterbusiness #datacentercareers #datacenterdecisionmakers #datacenterdifferentiation #datacentereducation #datacentergotomarket #datacentermarketing #datacenteroperations #datacenteroutsourcing #datacenterpricing #datacenterrevenue #datacenterroles

#datacentersales #datacenterservices #datacentertalent #datacentertrends #hybridcloud #privatecloud