Ep. #71 Joshua Feinberg, CEO of DCSMI | Data Center Go-to-Market Podcast

Data Center Go-to-Market Podcast

#Tech #Business #Joshua Feinberg #Data Center Sales #Marketing Institute (DCSMI #Data Center #Data Centres #Marketing #Colocation #Hyperscale #Edge #Digital Infrastructure #Mission-critical Facility #Infrastructure As A Service #IaaS #Data Center GotoMarket #Data Center Product Management #Data Center Customer Success #Data Center Channel Partnerships

22:42

Bob Stobener , a seasoned leader celebrated for his adept communication skills, has a unique perspective on improving communication as a means to foster understanding and collaboration. Drawing from his creative background in cartooning and strategic advertising at a successful comedy club, Stobener believes that effective communication is essential not only for resolving conflicts but also for enhancing personal and professional growth. He emphasizes the importance of listening and forming genuine connections, demonstrating how these practices can lead to positive outcomes, as seen in his ability to guide team members toward fulfilling career paths. By advocating for open and honest dialogue, Stobener illustrates how strong communication skills can support individual success and organizational excellence across various industries. (00:01:52) Communication Skills: Comedy Club to Corporate Success (00:14:21) Transparent Interactions: The Foundation of Leadership Success (00:14:21) Transformative Impact of Transparent Leadership Communication (00:19:41) Mastering Communication Skills for Multifaceted Success Hosted by Larry Wilson Produced by: Verbal Ninja Productions Producer: R. Scott Edwards Sponsored by: The Wilson Method **Check out NEW upgraded website with FREE offer !! Visit: https://theWilsonMethod.com Link: TheWilsonMethod.com…

about a year ago 1:55:02

MP3•Episode home

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

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

In episode #71 of the Data Center Go-to-Market Podcast, data center marketing and sales expert Joshua Feinberg shares proven strategies for closing sales faster and finding the right data center niches to avoid commoditization.

You'll learn to adapt to the self-guided buyer's journey, leverage marketing and sales automation, build an impactful webinar and events program, and measure and optimize revenue growth.

Whether you're a data center operator, technology provider, or facilities company, these insights will help you stand out, attract the right clients, and scale your business.

0:00 Day Three of Data Center Go-to-Market 2025 Jumpstart
0:15 Recap of Day One and Day Two of Data Center Go-to-Market 2025 Jumpstart
1:33 Agenda for Day Three of Data Center Go-to-Market 2025 Jumpstart
2:14 Introducing Joshua Feinberg, CEO at DCSMI
6:53 5 Ways to Close Sales Faster With Your Data Center Leads
7:03 Biggest challenges with closing data center sales
8:09 Agenda for Close Sales Faster With Your Data Center Leads
8:52 Provide an Excellent Prospect Experience While Prioritizing Your Growth Goals
22:12 Segment and Personalize Based on Prospect Actions
32:31 Use Marketing and Sales Automation to Deliver Timely, Educational
37:13 Implement Sales Productivity Tools That Eliminate the Most Common Friction Points
38:00 Build a Full-Funnel Webinar and Events Program That Educates and Builds Trust
53:44 What’s your biggest takeaway from 5 Ways to Close Sales Faster With Your Data Center Leads?
54:32 Special Bonus Section Break
55:59 Ian McClarty, President at PhoenixNAP (How Data Center Sales and Marketing Are Changing)
60:54 Tsafrir Lahav, Vice President of Global Sales at AimBetter (The Future of Sales and Customer Success Roles)
68:08 Emily Newman, Marketing and PR Manager at NJFX (Future of Marketing and AI in Data Centers)
70:49 What’s your biggest takeaway from Ian McClarty, Tsafrir Lahav, and Emily Newman?
71:27 How to Find the Right Data Center Niches and Avoid Commoditization
72:10 What’s your biggest challenge with niches and avoiding commoditization?
72:18 Agenda for 10 Ways for Colocation Data Centers to Find the Right Niches and Avoid Commoditization
77:13 Provide Managed Services, But Not as an MSP
81:04 Assess Your Product/Market Fit
84:14 Get In Front of Today’s Colocation Buyer’s Journey
85:40 Analyze Your Competitive Positioning
94:30 Take Stock of Your Content Assets (or Lack Thereof)
97:03 Attract the Right Strangers
98:57 Generate More Highly-Qualified Leads
102:14 Accelerate More Opportunities
104:02 Scale Revenue Growth Across Both New and Existing Clients
106:22 Let Your Best Clients’ Data and Buyer Personas Dictate Niches
112:01 What’s your biggest takeaway from How to Find the Right Data Center Niches and Avoid Commoditization?
112:19 What's your biggest takeaway from Data Center Go-to-Market 2025 Jumpstart?
114:23 Joshua Feinberg (Connect with on LinkedIn) and DCSMI (Follow on LinkedIn and Website)

#datacentergtm #dcsmi #datacenter #datacentermarketing #datacentersales #datacentergrowth #edgecomputing #cloudinfrastructure #colocation #datacentersolutions #hyperscale #edge #digitalinfrastructure

85 episodes

Ep. #71 Joshua Feinberg, CEO of DCSMI | Data Center Go-to-Market Podcast

Data Center Go-to-Market Podcast

published about a year ago

MP3•Episode home

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

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

You'll learn to adapt to the self-guided buyer's journey, leverage marketing and sales automation, build an impactful webinar and events program, and measure and optimize revenue growth.

Whether you're a data center operator, technology provider, or facilities company, these insights will help you stand out, attract the right clients, and scale your business.

#datacentergtm #dcsmi #datacenter #datacentermarketing #datacentersales #datacentergrowth #edgecomputing #cloudinfrastructure #colocation #datacentersolutions #hyperscale #edge #digitalinfrastructure

85 episodes

All episodes

1
Ep. #83 Joshua Feinberg, CEO at DCSMI | Data Center Go-to-Market Podcast 1:19:21

4 days ago1:19:21

1:19:21

https://www.dcsmi.com/newsletter Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI) In episode #83 of the Data Center Go-to-Market Podcast, you’ll learn how to build a thriving community and events business for data center investment, operations, and management professionals. Discover strategies to reposition your sales team as trusted consultants, generate more channel partner leads, and effectively market and sell data center construction, relocation, and infrastructure services. Gain actionable insights to elevate your go-to-market approach and drive growth in the data center industry. 0:00 Coming up In this episode of the Data Center Go-to-Market Podcast 0:50 Introducing Joshua Feinberg, CEO at DCSMI 2:44 Agenda for Data Center Go-to-Market, Sales, and Marketing Q&A 27 4:00 How to build community and events for data center investment, operations, and management 13:18 How to get data center relocation decision-makers to respond (without needing a warm introduction) 26:44 How to market and sell data center construction projects 37:01 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI) 38:13 How to reposition data center sales reps as consultants throughout the entire sales cycle 48:10 How to market and sell IT asset disposition ITAD, data center relocation, and infrastructure services 1:00:19 How a colocation and network services company can generate more channel partner leads 1:18:06 Joshua Feinberg (Connect with on LinkedIn) and DCSMI (Follow on LinkedIn and Website) 1:18:43 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI) #datacentergtm #dcsmi #colocation #datacenter #datacenterconstruction #datacenterinvestment #datacentermarketing #datacenterrelocation #datacentersales #datacentersolutions #datacenters #digitalinfrastructure #edge #hyperscale #itassetdisposition #itad…

1
Ep. #82 Rhys Morgan, Director, Global Digital Infrastructure of Kepler Search and Co-Host, Data Centre News Asia | Data Center Go-to-Market Podcast 52:17

6 days ago52:17

52:17

https://www.dcsmi.com/newsletter Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI) In episode #82 of the Data Center Go-to-Market Podcast, host Joshua Feinberg interviews Rhys Morgan, Director of Global Digital Infrastructure at Kepler Search and Co-Host of Data Centre News Asia. Rhys shares his insights on the evolving role of talent acquisition and how it should be treated as a growth driver for data center businesses. Listeners will learn strategies for integrating marketing and sales teams, promoting data centers to younger generations, and leveraging content and thought leadership to build brand awareness. Rhys also discusses the changing dynamics of complex data center deals and the shifting responsibilities of sales professionals. This episode is a must-watch for anyone looking to stay ahead of the curve in the rapidly evolving data center industry. 0:00 Coming up In this episode of the Data Center Go-to-Market Podcast 1:08 Introducing Rhys Morgan, Director, Global Digital Infrastructure at Kepler Search and Co-Host, Data Centre News Asia 2:49 The Career Path to Digital Infrastructure Recruiting for Data Centers and Critical Facilities 7:37 Navigating the 50+ Segments Within the Data Center Industry 9:33 Hyperscaler Secrecy Blocking Data Center Marketers and Sales Professionals from Podcast Guesting and Speaking 12:33 Self-Driven Data Center Buyer’s Journeys and Each Enterprise Sales Team’s Own Data Center Podcast and Webinar Program 16:58 A Data Center Recruiter’s Advice on Entry-Level Digital Infrastructure Careers and Job Opportunities 22:21 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI) 22:58 Data Center Recruiter Marketing Challenges and Addressing the Massive Generational Skew in the Data Center Industry 27:13 Rethinking Data Center Marketing’s and Data Center Recruiting’s Roles in the Org Chart 33:25 Why Data Center Boards and CFOs Keep Misallocating Growth Investments and Severely Underfund Marketing 36:44 Digital Infrastructure Paid Media/Events vs. Earned Media/Events vs. Owned Media/Events 41:55 The Self-Driven Data Center Buyer’s Journey, the 28 Touchpoints, and Reinventing Marketing and Sales 44:29 Data Center Account Executives as Project Managers for Driving Alignment with Decision Committees(s) 47:58 The Future of Data Center Recruiting 50:02 Who to Interview Next on the Data Center Go-to-Market Podcast 51:21 Rhys Morgan (Connect with on LinkedIn), Kepler Search (Follow on LinkedIn and Website), and Data Centre News Asia (Follow on LinkedIn and Website) 51:38 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI) #dcsmi #datacentergtm #colocation #datacenter #datacenters #datacentergrowth #datacenterindustry #datacentermarketing #datacenterrecruiting #datacentersales #datacentersolutions #datacenterpodcast #datacentrenewsasia #digitalinfrastructure #edge #hyperscale #hyperscalers…

1
Ep. #81 Joshua Feinberg, CEO at DCSMI | Data Center Go-to-Market Podcast 1:10:15

11 days ago1:10:15

1:10:15

https://www.dcsmi.com/newsletter Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI) In episode #81 of the Data Center Go-to-Market Podcast, host Joshua Feinberg tackles key sales and marketing challenges facing the data center industry. You'll learn how data center operators can create an effective go-to-market strategy, discover strategies for reaching decision-makers in power and cooling companies, and explore ways to build long-term trust with data center sales teams. Feinberg also provides insights on selling shared colocation services for small-scale data centers and getting structured cabling decision-makers on board faster. Don't miss these actionable tips to elevate your data center sales and marketing efforts. 0:00 Coming up In this episode of the Data Center Go-to-Market Podcast 0:38 Introducing Joshua Feinberg, CEO at DCSMI 2:01 Agenda for Data Center Go-to-Market, Sales, and Marketing Q&A 26 3:18 How a data center operator can create an effective go-to-market (GTM) strategy 24:40 How a data center power and temperature monitoring company can reach decision-makers 33:46 How a data center cooling company can address market sizing challenges 39:04 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI) 40:10 How data center sales teams create trust (with a long-term approach) 52:43 How a small-scale data center (less than 100 racks) can sell shared colocation services 58:16 How to get to the structured cabling decision-maker faster (even if that person has an entry-level title) 1:08:47 Joshua Feinberg (Connect with on LinkedIn) and DCSMI (Follow on LinkedIn and Website) 1:09:37 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI) #datacentergtm #dcsmi #datacenters #colocation #datacenter #datacentersales #datacentersolutions #datacentermarketing #digitalinfrastructure #edge #hyperscale #structuredcabling…

1
Ep. #80 Aaron Casey, President of Tubbesing Solutions | Data Center Go-to-Market Podcast 39:48

13 days ago39:48

39:48

https://www.dcsmi.com/newsletter Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI) Episode #80 of the Data Center Go-to-Market Podcast provides valuable insights into the data center industry from the perspective of Aaron Casey, President of Tubbesing Solutions. Listeners will learn about Aaron's unexpected career journey that led him to the data center space and his advice for young people interested in pursuing technical roles. The discussion also covers Tubbesing Solutions' innovative Lunch and Learn education series, the challenges of balancing education and sales goals, and the evolving power and density requirements shaping the future of data centers. This episode is a must-watch for anyone seeking to understand the critical role of trusted advisors and solution providers in the dynamic data center ecosystem. 0:00 Coming up In this episode of the Data Center Go-to-Market Podcast 0:34 Introducing Aaron Casey, President at Tubbesing Solutions 1:01 The Career Journey to Engineering Data Centers and Critical Facilities Power Solutions 3:47 Advice for Entry-Level Data Center Careers and Client-Facing Jobs 7:25 Often Overlooked Data Center Energy-Savings and Sustainability Gains with Motion Detectors and Solar 8:55 Advice for Mid-Career Data Center Professionals 10:55 Biggest Data Center Power, People, and Education Problems: Hyperscalers, School Districts, Hospitals 13:33 Educating Clients on Data Center Power and Mission Critical Facilities and Related Topics at Tubbesing 14:38 Tubbesing Lunch & Learn Series with 200+ Guests Hosted and 9 Technical Topics Covered 17:10 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI) 17:48 How to Start a Data Center Lunch and Learn Program (and the Biggest Challenge with Bringing Value) 22:41 Prioritizing Local Data Center Lunch and Learn Investment Over National Data Center Conferences 24:10 Managing Data Center Sales Team Expectations on Playing the Long Game with Educational Lunch and Learns 25:54 Hosting Your Own Data Center Events at Your Own Office/Training Facility 27:42 From Data Center Lunch and Learns to Data Center Webinars, Live Streams, On-Demand Video, and Podcasts 30:45 Changing Role of Data Center Sales Professionals as Educators and Trusted Advisors 34:05 The Future of Leading a Mission-Critical Services, Solutions, and Software Provider 37:20 Who to Interview Next on the Data Center Go-to-Market Podcast 38:36 Aaron Casey (Connect with on LinkedIn) and Tubbesing Solutions (Follow on LinkedIn and Website) 39:10 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI) #datacentergtm #dcsmi #colocation #criticalfacilities #datacentercareers #datacentercooling #datacentereducation #datacenterengineering #datacenterevents #datacenterfuture #datacenterindustry #datacentermarketing #datacenterpower #datacenters #datacentersales #datacenttersolutions #hyperscalers #missioncritical #powerdensity #tubbesing…

1
Ep. #79 Joshua Feinberg, CEO at DCSMI | Data Center Go-to-Market Podcast 1:23:59

18 days ago1:23:59

1:23:59

https://www.dcsmi.com/newsletter Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI) In episode #79 of the Data Center Go-to-Market Podcast, host Joshua Feinberg tackles a variety of sales and marketing challenges facing the data center industry. You'll learn how a data center services and IT asset disposition company can generate more qualified leads, strategies for selling colocation, point-of-presence, and disaster recovery services to enterprise IT clients, and best practices for modernizing the sales and marketing approach for a data center construction company. Feinberg also covers tactics for tracking email engagement, marketing a small data center with limited space, and ensuring data center integration clients become referenceable. This episode is a must-watch for sales, marketing, and go-to-market professionals in the data center ecosystem. 0:00 Coming up In this episode of the Data Center Go-to-Market Podcast 1:23 Introducing Joshua Feinberg, CEO at DCSMI 2:22 Agenda for Data Center Go-to-Market, Sales, and Marketing Q&A 25 3:42 How a data center services and IT asset disposition company can generate more highly qualified leads 20:02 How data center providers can sell to enterprise IT using colocation for POP sites and DRaaS 32:07 How a data center builder can modernize its sales and marketing 42:40 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI) 43:39 How data center providers can track emails for lead generation 1:00:16 How to market a small data center with only about 1400 sq ft available to lease 1:10:47 How data center integrators can make sure clients become referenceable after the experience 1:2:22 Joshua Feinberg (Connect with on LinkedIn) and DCSMI (Follow on LinkedIn and Website) 1:23:21 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI) #dcsmi #datacentergtm #colocation #constructionmarketing #datacenter #datacentermaketing #datacentersales #datacentersolutions #digitalinfrastructure #edge #enterpriseit #hyperscale…

1
Ep. #78 Bhupinder Bhullar, CEO of Swiss Vault | Data Center Go-to-Market Podcast 43:13

20 days ago43:13

43:13

https://www.dcsmi.com/newsletter Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI) In episode #78 of the Data Center Go-to-Market Podcast, host Joshua Feinberg interviews Bhupinder Bhullar, the CEO of Swiss Vault, to discuss the concept of technical debt in data centers and the innovative approaches his company is taking to improve energy efficiency, sustainability, and data resilience. Bhullar shares his unique career journey, from genome sequencing to founding a startup focused on long-term data storage solutions, and provides insights on the challenges and opportunities in the data center industry, including the impact of AI and edge computing. Viewers will learn about the future trends shaping the evolution of data centers, as well as actionable advice for both young professionals and mid-career individuals interested in pursuing careers in this dynamic field. 0:00 Coming up In this episode of the Data Center Go-to-Market Podcast 1:01 Introducing Bhupinder Bhullar, CEO at Swiss Vault 1:31 The Career Journey to Sustainability, Digital Infrastructure, and Data Storage 6:10 Tape Drives, JBODs, Converged Storage ⇒ Rack with Conventional Disks and Low Energy, Availability, and Compute 8:16 More Sustainable Way of Addressing the Data Center Storage Hardware Refresh Cycle 10:18 Trigger Events with AIand GPU-Driven Data Center Power Density Requirements and Edge AI Data Storage Efficiency 12:24 Advice on Entry-Level Data Center Careers and Jobs 15:00 The Problem with Data Center Racks ⇒ Modular Solution with More Sustainable Lower Energy Use 17:59 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI) 18:36 Advice for Mid-Career Digital Infrastructure Professionals 21:17 Outdated Data Center Infrastructure: Risk Aversion and Technical Debt with Energy Efficiency, Electronics, and People 26:26 The Future of Growing a Data Center Storage Startup: Sustainability, Modularity, and Edge Innovation 30:49 AI Impact on Leading Swiss Vault and Building Long-Term, Sustainable, Data Storage Solutions 34:24 Who to Interview Next on the Data Center Go-to-Market Podcast 39:53 Bhupinder Bhullar (Connect with on LinkedIn) and Swiss Vault (Follow on LinkedIn and Website) 42:34 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI) #dcsmi #datacentergtm #ai #datacenterinfrastructure #datacentedrracks #datacentedrrefreshcycle #datacenterstorage #datacentersolutions #datacenter #datacenters #digitalinfrastructure #edgeai #edgecomputing #edgedatacenter #electronicsefficiency #energyefficiency #gpu #hyperscale #innovation #sustainability #tapestorage #technicaldebt…

1
Ep. #77 Joshua Feinberg, CEO at DCSMI | Data Center Go-to-Market Podcast 1:06:53

25 days ago1:06:53

1:06:53

https://www.dcsmi.com/newsletter Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI) In episode #77 of the Data Center Go-to-Market Podcast, host Joshua Feinberg tackles a variety of challenges faced by professionals across the data center ecosystem. You'll learn strategies to improve brand reputation and trust for modular data center providers, tactics to help structured cabling companies close more deals, how to address special considerations for data center real estate brokers, and tips for explaining the modular data center mentality to steel construction companies. Feinberg also covers how global colocation data center designers can better plan their sales and marketing, and the importance of leveraging educational content and events to position the company as an industry expert. Whether you're in sales, marketing, or another go-to-market role, this episode is packed with actionable insights to grow your influence in the data center industry. 0:00 Coming up In this episode of the Data Center Go-to-Market Podcast 0:50 Introducing Joshua Feinberg, CEO at DCSMI 2:51 Agenda for Data Center Go-to-Market, Sales, and Marketing Q&A 24 4:07 How a prefabricated modular data center provider can improve brand reputation and trust 16:21 How can a data center sales rep find the correct person 29:01 How a data center structured cabling company can close more deals 37:17 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI) 38:42 How a data center real estate broker can address special considerations 44:48 How to explain the modular data center mentality to a steel construction company 51:04 How a global colocation data center designer can better plan sales and marketing 1:05:18 Joshua Feinberg (Connect with on LinkedIn) and DCSMI (Follow on LinkedIn and Website) 1:06:15 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI) #dcsmi #datacentergtm #colocation #colocationdesign #datacenter #datacentersales #datacentermarketing #datacentersolutions #digitalinfrastructure #edge #hyperscale #modulardatacenters #structuredcabling…

1
Ep. #76 Loren Long at DIAL - Digital Infrastructure Advisors and Clear Sustainability | Data Center Go-to-Market Podcast 50:56

27 days ago50:56

50:56

https://www.dcsmi.com/newsletter Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI) In episode #76 of the Data Center Go-to-Market Podcast, host Joshua Feinberg interviews Loren Long, Managing Director of Clear Sustainability and Director of Sustainability at DIAL Digital Infrastructure Advisors. Loren shares his unique career journey and provides a deep dive into the critical sustainability challenges facing the data center industry. Listeners will learn about the key differences in sustainability approaches between Europe and the US, the growing importance of sustainability reporting and compliance, strategies for balancing profitability and sustainability, and the future role of sustainability in data center operations, marketing, and investments. This episode is a must-watch for anyone interested in the intersection of sustainability and the digital infrastructure space. 0:00 Coming up In this episode of the Data Center Go-to-Market Podcast 1:31 Introducing Loren Long, Director of Sustainability at DIAL - Digital Infrastructure Advisors and Managing Director of Clear Sustainability 2:04 The Career Path to Being One of the Top Global Experts on Data Center Sustainability 5:10 Balancing Data Center Profitability and Sustainability Reporting (EU vs. US) 10:11 Nuclear Power and Sustainability with Data Center Operators and Hyperscalers 12:34 The Data Center “PR Problem” and Regulators, Elected Officials, Utility Companies, and Activists 16:23 Advice for Aspiring Entry-Level Data Center Career Seekers 22:56 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI) 23:33 Advice for Mid-Career Data Center and Digital Infrastructure Professionals on Sustainability 24:44 Data Center Sustainability Regulations That Will Impact Global Supply Chains 30:21 Comparing EU vs. New York and California Data Center Sustainability Reporting Requirements 31:34 What Data Center Sustainability Professionals Get Wrong: Fixes That Fail and Decarbonization Myopia 40:45 The Future of Data Center Sustainability Consulting 46:55 Who to Interview Next on the Data Center Go-to-Market Podcast 49:02 Loren Long (Connect with on LinkedIn) and DIAL - Digital Infrastructure Advisors and Clear Sustainability (Follow on LinkedIn and Website) 50:18 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI) Ep. #36 Rich Kenny, Managing Director at Interact -- Data Center Go-to-Market Podcast https://youtu.be/OiWa69DZBfc #colocation #datacentercarers #datacentergtm #datacenterindustry #datacenters #datacenteroperators #datacenterpr #datacentersolutions #datacentersustainability #dcsmi #decarbonization #digitalinfrastructure #edge #esgreporting #globalsupplychains #greenit #hyperscale #hyperscalers #sustainabilityregulations #sustainabilityreporting…

1
Ep. #75 Joshua Feinberg, CEO of DCSMI | Data Center Go-to-Market Podcast 1:19:28

5 weeks ago1:19:28

1:19:28

https://www.dcsmi.com/newsletter Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI) Episode #75 of the Data Center Go-to-Market Podcast covers various strategies to elevate your go-to-market approach. You'll learn how to create compelling content for data center telecommunications providers, achieve product-market fit for system simulation technology, drive more website conversions for lighting/energy companies, leverage customer personas for virtualized network services, position sales reps as trusted advisors, and reach key decision makers as a marketing/sales consultant. Gain insights to improve your sales, marketing, and overall business growth in the data center industry. 0:00 Coming up In this episode of the Data Center Go-to-Market Podcast 0:48 Introducing Joshua Feinberg, CEO at DCSMI 2:40 Data Center Go-to-Market, Sales, and Marketing Q&A 23 4:00 How a data telecommunications network provider can create great content 17:59 How a data center system simulation provider can find product/market fit (PMF) for their technology 34:46 How a data center lighting and energy optimization company can drive more conversions 44:55 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI) 46:01 How a virtualized network and data center services firm can more effectively use customer personas 55:41 How data center sales professionals can use LinkedIn and email campaigns to gain credibility 1:09:42 How can a data center marketing and sales consulting firm reach decision-makers 1:18:04 Joshua Feinberg (Connect with on LinkedIn) and DCSMI (Follow on LinkedIn and Website) 1:18:49 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI) #datacentergtm #dcsmi #datacenters #dcsmi #datacentermarketing #datacentersales #datacentersolutions #colocation #datacenter #digitalinfrastructure #edge #hyperscale…

1
Ep. #74 Chris Pedersen, Data Center Broker at Avison Young | Data Center Go-to-Market Podcast 1:11:24

5 weeks ago1:11:24

1:11:24

https://www.dcsmi.com/newsletter Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI) (Note: When this podcast interview was recorded, Chris Pedersen was CEO and Founder of AP Advisory Group. Chris is currently a Data Center Broker at Avison Young.) In episode #74 of the Data Center Go-to-Market Podcast, host Joshua Feinberg sits down with industry veteran Chris Pedersen, CEO and Founder of AP Advisory Group. Chris shares his unexpected career path, from aspiring professional golfer to data center sales leader, and the valuable lessons he's learned along the way. Viewers will gain a deeper understanding of the evolving data center industry, the impact of emerging technologies like AI, and the importance of networking and relationship-building for success. Whether you're new to the field or a seasoned professional, this episode offers actionable insights that can help elevate your career in digital infrastructure. 0:00 Coming up In this episode of the Data Center Go-to-Market Podcast 0:48 Introducing Chris Pedersen, CEO/Founder at AP Advisory Group 1:15 From Professional Golf to a Career in Data Center Sales 7:49 Advice on Entry-Level Data Center-Related Sales Careers 16:57 Mid-Career Advice for Data Center Sales Professionals 21:22 Building a Profesional Brand in Data Center Sales as a Content Creator 29:43 Future of Search vs. ChatGPT and IaaS Growth 34:59 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI) 35:36 Biggest Data Center Industry Mistakes and Oversights: Liquid Cooling and GPU Demand 40:22 Retrofitting Legacy Data Centers for Higher Density Needs 44:59 Data Center Consolidation M&A with Financially Healthy Colocation Data Center Operators 47:26 Career-Altering Data Center Sales Advice for Data Center Conferences 55:30 The Future of Data Center Sales and Consulting: AI Impact on Hardware, Mechanical Infrastructure, and Real Estate 58:00 Data Center Supply vs. Demand: Utility Grid Power Constraints, Design, and Reliability 1:00:16 Colocation Data Center Operators, Utility Company Partnerships, and Government Concerns 1:06:36 Who to Interview Next on the Data Center Go-to-Market Podcast 1:08:31 Chris Pedersen (Connect with on LinkedIn) 1:10:46 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI) #datacentergtm #dcsmi #datacenters #datacentersales #techsales #ai #digitalinfrastructure #iaas #Iaassales #liquidcooling #colocation #colocationsales #hyperscale #edge #dcre #datacenterpower #datacenterenergy #datacenterdevelopment #datacenterindustry #datacenterconferences #datacenteroperator #gpu #datacentercareers…

1
Ep. #73 Joshua Feinberg, CEO at DCSMI | Data Center Go-to-Market Podcast 1:12:30

6 weeks ago1:12:30

1:12:30

https://www.dcsmi.com/newsletter Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI) In episode #73 of the Data Center Go-to-Market Podcast, host Joshua Feinberg tackles some of the biggest sales and marketing challenges facing the data center industry. You'll learn strategies to improve end-user communications, increase lead generation for colocation and interconnection companies, grow revenue for infrastructure management software providers, implement effective data center segmentation, boost sales for infrastructure service providers, and close more deals for data center relocation companies. Whether in sales, marketing, customer success, or a leadership role, this episode is packed with actionable insights to elevate your go-to-market efforts. 0:00 Coming up In this episode of the Data Center Go-to-Market Podcast 0:51 Introducing Joshua Feinberg, CEO at DCSMI 2:03 Agenda: Data Center Go-to-Market, Sales, and Marketing Q&A 22 3:37 How a data center infrastructure business can improve end-user communications 16:56 How a data center, colocation, and interconnection company can increase lead generation 30:03 How a data center infrastructure management software DCIM company can grow revenue 41:13 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI) 42:19 How to implement data center segmentation for sales and marketing growth 53:31 How a data center infrastructure service provider can increase sales 1:01:49 How a data center relocation company can close more deals 1:11:25 Joshua Feinberg (Connect with on LinkedIn) and DCSMI (Follow on LinkedIn and Website) 1:11:52 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI) #dcsmi #datacentergtm #colocation #datacenter #datacentergrowth #datacentermanagement #datacentermarketing #datacentersales #datacentersegmentation #datacentersolutions #digitaltransformation #edge #digitalinfrastructure #hyperscale…

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Ep. #72 Maria Bergere, Head of Marketing at Delska | Data Center Go-to-Market Podcast 48:45

6 weeks ago48:45

48:45

https://www.dcsmi.com/newsletter Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI) In episode #72 of the Data Center Go-to-Market Podcast, host Joshua Feinberg sits down with Maria Bergere, Head of Marketing at Delska in Latvia. Maria shares her career journey, from transitioning from the music industry to leading marketing at one of the largest data center operators in the region. Viewers will learn about the significant changes and growth in the data center industry, the importance of building trust and reliability, and strategies for employee retention and career development. Maria also provides insights into Delska's rebranding process and the future of marketing in the data center industry, including the increased use of automation and the growing role of video content. This episode offers valuable perspectives for anyone interested in client-facing roles in digital infrastructure. 0:00 Coming up In this episode of the Data Center Go-to-Market Podcast 0:57 Introducing Maria Bergere, Head of Marketing at Delska 1:19 The Career Journey to Head of Marketing for a Data Center Operator 7:57 Advice on Entry-Level, Client-Facing Data Center Jobs and Careers 11:30 Reaching Data Center Decision-Makers and Different Stakeholders 13:57 Data Center Account Executives as Trusted Advisors, Reliability, and Branding 19:08 Behind-the-Scenes on the DEAC to Delska Rebrand 26:05 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI) 26:42 Advice to Mid-Career Data Center Marketing, Sales, and Product Professionals 36:58 The Future of Marketing for a Data Center Operator 38:54 Keeping Up with Emerging Data Center Marketing Trends and Opportunities 46:48 Maria Bergere (Connect with on LinkedIn) and Delska (Follow on LinkedIn, Facebook, and Website) 48:06 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI) #datacentergtm #dcsmi #datacenters #datacentermarketing #datacentersales #digitalinfrastructure #datacenterindustry #datacenterbranding #datacentercareers #datacenterjobs #datacenteroperator #delska #privatecloud #networkinfrastructure #colocation #datacentersolutions #edge…

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Ep. #71 Joshua Feinberg, CEO of DCSMI | Data Center Go-to-Market Podcast 1:55:02

7 weeks ago1:55:02

1:55:02

https://www.dcsmi.com/workbook Download Workbook from Data Center Go-to-Market 2025 Jumpstart https://www.dcsmi.com/newsletter Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI) In episode #71 of the Data Center Go-to-Market Podcast, data center marketing and sales expert Joshua Feinberg shares proven strategies for closing sales faster and finding the right data center niches to avoid commoditization. You'll learn to adapt to the self-guided buyer's journey, leverage marketing and sales automation, build an impactful webinar and events program, and measure and optimize revenue growth. Whether you're a data center operator, technology provider, or facilities company, these insights will help you stand out, attract the right clients, and scale your business. 0:00 Day Three of Data Center Go-to-Market 2025 Jumpstart 0:15 Recap of Day One and Day Two of Data Center Go-to-Market 2025 Jumpstart 1:33 Agenda for Day Three of Data Center Go-to-Market 2025 Jumpstart 2:14 Introducing Joshua Feinberg, CEO at DCSMI 6:53 5 Ways to Close Sales Faster With Your Data Center Leads 7:03 Biggest challenges with closing data center sales 8:09 Agenda for Close Sales Faster With Your Data Center Leads 8:52 Provide an Excellent Prospect Experience While Prioritizing Your Growth Goals 22:12 Segment and Personalize Based on Prospect Actions 32:31 Use Marketing and Sales Automation to Deliver Timely, Educational 37:13 Implement Sales Productivity Tools That Eliminate the Most Common Friction Points 38:00 Build a Full-Funnel Webinar and Events Program That Educates and Builds Trust 53:44 What’s your biggest takeaway from 5 Ways to Close Sales Faster With Your Data Center Leads? 54:32 Special Bonus Section Break 55:59 Ian McClarty, President at PhoenixNAP (How Data Center Sales and Marketing Are Changing) 60:54 Tsafrir Lahav, Vice President of Global Sales at AimBetter (The Future of Sales and Customer Success Roles) 68:08 Emily Newman, Marketing and PR Manager at NJFX (Future of Marketing and AI in Data Centers) 70:49 What’s your biggest takeaway from Ian McClarty, Tsafrir Lahav, and Emily Newman? 71:27 How to Find the Right Data Center Niches and Avoid Commoditization 72:10 What’s your biggest challenge with niches and avoiding commoditization? 72:18 Agenda for 10 Ways for Colocation Data Centers to Find the Right Niches and Avoid Commoditization 77:13 Provide Managed Services, But Not as an MSP 81:04 Assess Your Product/Market Fit 84:14 Get In Front of Today’s Colocation Buyer’s Journey 85:40 Analyze Your Competitive Positioning 94:30 Take Stock of Your Content Assets (or Lack Thereof) 97:03 Attract the Right Strangers 98:57 Generate More Highly-Qualified Leads 102:14 Accelerate More Opportunities 104:02 Scale Revenue Growth Across Both New and Existing Clients 106:22 Let Your Best Clients’ Data and Buyer Personas Dictate Niches 112:01 What’s your biggest takeaway from How to Find the Right Data Center Niches and Avoid Commoditization? 112:19 What's your biggest takeaway from Data Center Go-to-Market 2025 Jumpstart? 114:23 Joshua Feinberg (Connect with on LinkedIn) and DCSMI (Follow on LinkedIn and Website) #datacentergtm #dcsmi #datacenter #datacentermarketing #datacentersales #datacentergrowth #edgecomputing #cloudinfrastructure #colocation #datacentersolutions #hyperscale #edge #digitalinfrastructure…

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Ep. #70 Giuseppe Caltabiano, Senior Marketing Director at AVK | Data Center Go-to-Market Podcast 1:21:41

7 weeks ago1:21:41

1:21:41

https://www.dcsmi.com/newsletter Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI) In episode #70 of the Data Center Go-to-Market Podcast, host Joshua Feinberg sits down with Giuseppe Caltabiano, the Senior Director of Marketing at AVK. Giuseppe shares his insights on effectively combining branding and activation initiatives in the data center industry, adopting a full buyer’s journey marketing approach, and leveraging content marketing to build trust with technical buyers. He also provides valuable advice on navigating career transitions, integrating sales and marketing teams, and building a strong brand identity that resonates with your target audience. Whether you're a marketer, sales professional, or aspiring data center expert, this episode is packed with actionable strategies and best practices to elevate your go-to-market efforts. 0:00 Coming up In this episode of the Data Center Go-to-Market Podcast 1:24 Introducing Giuseppe Caltabiano, Senior Marketing Director at AVK 2:03 The Career Journey to Senior Marketing Director at AVK 4:32 Schneider Electric, Content Marketing, Channel Partner Field Events at American Power Conversion (APC) 9:40 AVK’s Data Center Marketing Infusing More Aggressive B2B SaaS Marketing and Brand Refresh 18:58 Advice for Entry-Level Data Center Careers in Marketing, Sales, Product, and Channel 24:53 Data Center Go-to-Market for Self-Driven Buyer’s Journey and Increasing Role of Marketing 32:54 Data Center Thought Leadership, Sales Enablement, and Marketing Leadership 40:37 Data Center Sales and Marketing Alignment: Educating and Building Trust 42:15 Collaborating with Data Center Spokespersons, Thought Leaders, and Subject Matter Experts 44:32 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI) 45:09 Advice for Mid-Career Data Center Professionals and Former Coworkers (and SaaS Marketing Career Learnings) 56:17 Biggest Data Center Marketing Mistakes: Branding Foundation, Diagnosis, and Strategy Before Execution 68:14 Data Center Sales and Marketing Integration: Subject Matter Expert Interviews and Thought Leadership Content Teams 72:01 AVK CEO Company Culture and Executive Leadership Team Strongly Supporting Marketing and Branding Collaborations 75:24 The Future of Data Center Marketing: Strategic Narrative, Go-to-Market, and Increasing Marketer’s Role 79:23 Giuseppe Caltabiano (Connect with on LinkedIn) and AVK (Follow on LinkedIn, Website, and YouTube) 81:03 Subscribe to the Data Center Sales and Marketing Newsletter (DCSMI) #datacentergtm #dcsmi #datacenters #datacentermarketing #datacenterbrand #datacentercareers #datacenterindustry #avk #datacentersolutions #datacentersales #colocation #hyperscale #edge #digitalinfrastructure…

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Ep. #69 Joshua Feinberg, CEO of DCSMI | Data Center Go-to-Market Podcast 1:59:36

8 weeks ago1:59:36