Data Center Go-to-Market Podcast

Data Center Sales & Marketing Institute (DCSMI)
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Explore the data center landscape with expert insights tailored for CEOs, sales professionals, marketers, customer success managers, product managers, and channel partner managers. From achieving sales targets to fostering team development and innovation, nurturing customer relationships, and optimizing go-to-market strategies, the Data Center Go-to-Market Podcast equips you with actionable strategies for success in the AI data center industry. The primary audience is go-to-market professionals who work in and around AI data centers -- including colocation, wholesale, hyperscale, edge, modular, technology, facilities, construction, real estate, sales, and marketing companies. This podcast is especially relevant for CEOs, sales professionals, marketers, customer success managers, product managers, and channel partner managers.

  1. 3d ago

    Ep. 203 Houston Tomasz, President at Travel Safe | Data Center Go-to-Market Podcast

    https://www.dcsmi.com/briefing Subscribe to the Data Center GTM Briefing 🏗️ What happens to a data center when it's no longer needed?  In episode 203 of the Data Center Go-to-Market Podcast, Houston Tomasz, President of Travel Safe in Arlington, Texas, explains how turnkey decommissioning returns a facility to pre-lease condition. That means everything from generator pads to drywall, not just the servers. 🔌 📜 You'll learn why your lease matters on day one, and how used switchgear can bring in more than scrap value. ❄️ He also covers 597 kW racks and the shift from DX units to CDUs. 👷 Houston talks about the shortage of skilled electricians, and why a buyer's C-suite has to be earned, not bought. ⚡ He shares his outlook on 415V power, behind-the-meter generation, and how a future AI correction could create new chances to repurpose half-built sites. 🚀 Ep. 203 Houston Tomasz, President of Travel Safe | Data Center Go-to-Market Podcast 0:00 Leases, Landlords, and the Hidden Cost of Tearing Down a Data Center 1:26 Introducing Houston Tomasz, President at Travel Safe 2:11 Travel Safe Company Overview & Turnkey Decommissioning Model 6:28 Scaling Field Execution Teams & Safety Compliance When Decommissioning Data Centers 10:12 Retrofitting Legacy Data Centers for AI Demands 12:33 Educating Facility Directors on Risk, Safety & Environmental Compliance 16:20 Preferred Go-to-Market Playbook for Data Center Facility Shutdowns 23:25 Subscribe to the Data Center GTM Briefing 24:22 Failed Marketing Tactics & Hype in Data Center Decommissioning and Demolition 29:23 ITAD vs. Data Center Decommissioning: Differences & Synergies 31:12 Sales Blindspots & Colocation vs. Enterprise Priorities for Data Center Decommissioning Providers 32:56 Connecting with Economic Decision-Makers & Data Center Asset Recovery 37:41 Sales Campaign Pivots & Data Center Decommissioning GTM Trial and Error 44:36 Future Evolution of Data Center Equipment Asset Recovery and Real Estate Restoration 48:45 Houston Tomasz (Connect with on LinkedIn) and Travel Safe (Follow on LinkedIn and Website) 49:34 Subscribe to the Data Center GTM Briefing #ai #behindthemeter #cloudservices #colocation #criticalfacilities #datacenter #datacenterdecommissioning #datacenterindustry #datacentermarketing #datacenters #datacentersales #datacentersolutions #datacentergtm #dcsmi #decommissioning #digitalinfrastructure #edge #hyperscale #itad #liquidcooling #missioncritical #telecom #travelsafe

    Ep. 203 Houston Tomasz, President at Travel Safe | Data Center Go-to-Market Podcast

  2. Oct 1

    Ep. 202 Stephan Fabel, CEO at ThisWay Global | Data Center Go-to-Market Podcast

    https://www.dcsmi.com/briefing Subscribe to the Data Center GTM Briefing 🎙️ In episode 202 of the Data Center Go-to-Market Podcast, host Joshua Feinberg talks with Stephan Fabel, CEO of This Way Global and former head of NVIDIA's DGX Cloud infrastructure initiative. 🌎 Learn why explaining sovereign AI is today's biggest go-to-market challenge, and why so many AI proofs of concept never reach production. ⚡ Find out how 600 kilowatt racks are pushing energy providers, developers, and operators to work together, and how mission-driven trust wins over state agencies and research universities. 💡 Hear why heavy technical content stalls pipeline, how data centers are becoming business plans instead of cost centers, and what regulation and workforce development could mean over the next 24 months. 🤝 Stephan also shares one simple thing any leader can do this week to build trust with customers. Ep. 202 Stephan Fabel, CEO of ThisWay Global | Data Center Go-to-Market Podcast 0:00 Researchers Waiting 9 Months for 6 Minutes of GPUs 0:59 Introducing Stephan Fabel, CEO at ThisWay Global 1:57 The #1 Challenge in AI Data Centers and High-Performance Computing Go-to-Market 7:35 Navigating the High-Density AI Workload Shift, GTM, and the NVIDIA DGX Perspective 11:47 Asynchronously Educating Technical Data Center Buyers (IT Professionals, Engineers, Finance) 15:18 Sovereign AI & GPU Access for State Research Institutions 22:17 Key Data Center Go-to-Market Lessons from 30+ Years in Tech (Trust and Decision Makers) 25:06 Subscribe to the Data Center GTM Briefing 26:03 Uncovering Failing Go-to-Market Strategies in HPC Infrastructure and Data Center Deployments 27:44 Bridging the Technical Content Conversion Gap in Data Centers and High Performance Computing 33:33 Winning Over Sovereign AI Economic Decision Makers, IT Professionals, and CFOs 35:07 Trial, Error, and Operational Strategy Pivots for ThisWay Global and the Business of Sovereign AI Infrastructure 38:56 Strategic Control and In-House Core Capabilities When Growing a Sovereign AI Infrastructure Operations 40:31 Future Evolution of Data Center Go-to-Market for HPC Infrastructure and Sovereign AI Workloads 54:00 Stephan Fabel (Connect with on LinkedIn) and ThisWay Global (Follow on LinkedIn and Website) 54:48 Subscribe to the Data Center GTM Briefing #aiinfrastructure #aileadership #cloudservices #colocation #criticalfacilities #datacenter #datacenterindustry #datacenterinfrastructure #datacentergtm #datacentermarketing #datacenters #datacentersales #datacentersolutions #dcsmi #digitalinfrastructure #edge #gpu #hpc #hyperscale #missioncritical #neocloud #sovereignai #thiswayglobal

    Ep. 202 Stephan Fabel, CEO at ThisWay Global | Data Center Go-to-Market Podcast

  3. Sep 29

    Ep. 201 Igor Stamenkovic, Chief Executive Officer of SENS (Stored Energy Systems) | Data Center Go-to-Market Podcast

    https://www.dcsmi.com/briefing Subscribe to the Data Center GTM Briefing ⚡ Backup power isn't just an insurance policy anymore. In episode 201 of the Data Center Go-to-Market Podcast, Igor Stamenkovic, CEO of SENS (Stored Energy Systems), explains how the AI build-out is turning critical power into an active operational asset. 🔋 You'll learn why rising AI rack densities are changing the economics of batteries, and how pre-configured systems tested in the factory save space and cut work in the field. 🤖 Igor also shares how AI configurators can turn complex customer requirements into schematics in hours instead of weeks. 🤝 He talks about building trust with buyers who do most of their research before a first sales call, winning over decision committees made up of many different roles, and why you should never outsource your customer feedback loop. 🔮 Plus, hear his outlook on grid limits, on-site generation, and 800V DC power over the next two years. Ep. 201 Igor Stamenkovic, Chief Executive Officer of SENS (Stored Energy Systems) | Data Center Go-to-Market Podcast 0:00 Coming up in this episode of the Data Center Go-to-Market Podcast 1:38 Introducing Igor Stamenkovic, CEO at SENS 2:17 SENS Role in the Data Center Infrastructure Ecosystem 3:08 Reframing Critical Power Assets into Active ROI Drivers 4:25 Grid vs Behind-the-Meter Power Deployments Strategy 5:51 Selling to Complex Data Center Operators and the Biggest Go-to-Market Obstacles 9:33 How the Power Load with Surging AI Rack Densities Affect Your GTM Positioning 14:16 Educating Data Center Engineering, Facilities Leaders, and Channel Partners Before Sales Calls 17:20 Hosting Your Own Data Center Micro-Events That Educate and Build Trust (SENS Mission Critical Summit) 21:06 Data Center Branding: From Eaton to 50+ Years of SENS (Stored Energy Systems) 22:35 Data Center Micro-Events and Peer-Led Expertise (SENS Moderated) 27:50 Subscribe to the Data Center GTM Briefing 28:47 Favorite Data Center GTM Playbook or Tactic That Gave You an Outsized Payoff 30:33 AI Configurators Driving Innovative Data Center Go-to-Market Motions 35:32 Ideal Data Center Clients at Operators, Neoclouds, and Enterprise (and Decision-Making Stakeholders) 38:21 Data Center Sales Misconceptions of Technical Buyers (Facilities Managers and Data Center Engineers) 39:53 Reaching the True Data Center Critical Power Decision-Maker 42:02 Specialists vs. Generalists in Multi-Stakeholder Data Center Critical Power Sales 43:42 Core Competencies vs. Outsourcing in Data Center GTM (Especially End User Feedback) 47:33 Future Evolution of Data Center Power Infrastructure GTM 53:16 Igor Stamenkovic (Connect with on LinkedIn) and SENS (Follow on LinkedIn and Website) 54:32 Subscribe to the Data Center GTM Briefing #datacentergtm #dcsmi #datacenters #datacentersolutions #datacentersales #datacentermarketing #colocation #hyperscale #edge #digitalinfrastructure #datacenterindustry #criticalfacilities #missioncritical #cloudservices #datacenterpower #datacenterinfrastructure #criticalpower #datacenterengineers #facilitiesmanagers #datacenterevents #datacenterbranding #datacenterfacilities #powerload #rackdensity #aiinfrastructure #energystorage #channelpartners #gridmodernization #onsitegeneration #powerinfrastructure #aiconfigurators #backupgenerators #b2btechmarketing #datacenterelites #datacenterleadership #energytransition #facilitiesmanagement #sens

    Ep. 201 Igor Stamenkovic, Chief Executive Officer of SENS (Stored Energy Systems) | Data Center Go-to-Market Podcast

  4. Sep 24

    Ep. 200 Samuel Rabinowitz, CEO at LANTANA LED | Data Center Go-to-Market Podcast

    https://www.dcsmi.com/briefing Subscribe to the Data Center GTM Briefing 💡 What happens when a lighting manufacturer becomes a trusted advisor on data center design? In Episode 200 of the Data Center Go-to-Market Podcast, host Joshua Feinberg sits down with Sam Rabinowitz, CEO of San Francisco-based LANTANA LED, to examine why so many companies stumble entering this market, assuming their 20+ years of construction relationships and off-the-shelf products will simply transfer over. ⚡ You'll learn the surprising economics of fixture-level efficiency, where saving 10 watts across up to 5,000 fixtures frees kilowatts to redirect back into revenue-generating compute. Sam also explains why "lights out" data halls are a misnomer, and how high-density AI workloads forced a renewed focus on specification requirements for heat off-gassing. 🤝 You'll hear the four community personas every developer must engage: elected officials, regulators, utility companies, and community activists.  🎯 On the sales side, Sam breaks down why MEP engineers rather than architects often hold the prime contract in data center projects, the one Sandler-inspired question that reveals the true economic buyer, and why opening with cooling and chip design beats leading with your own product spec. 🚂 He closes by comparing today's builders to the crews laying railroad tracks during the Industrial Revolution, making the case that community education, not NDA silence, is what earns the industry its next decade of growth. Ep. 200 Samuel Rabinowitz, CEO of LANTANA LED | Data Center Go-to-Market Podcast 0:00 Coming up In this episode of the Data Center Go-to-Market Podcast 1:32 Introducing Samuel Rabinowitz, CEO at LANTANA LED 1:58 Single Biggest Go-to-Market Challenge Data Center Teams Face Today 8:45 Impact of High-Density AI Workloads on Strategy in the Data Center LED Lighting Business 14:04 Reaching and Educating Data Center Prospects/Clients Before They Talk to Your Sales Team 16:45 Why Technical Marketing Content Falls Flat on Driving Data Center Sales Growth 18:55 Buying Committees for Data Center Lighting: Owners vs. MEP Engineers vs. AEC Architects vs. Operators 24:07 Subscribe to the Data Center GTM Briefing 25:04 Getting Past Technical MEP Gatekeepers to Reach the True Economic Buyer for Data Center Lighting 28:08 GTM Strategies Currently Failing in the Data Center Industry 38:17 Something You Tried That Completely Flopped and What Actually Worked 40:26 Favorite Data Center GTM Playbook Move: Show Up, Ask Questions, and Learn 42:52 Core Data Center GTM Capabilities You Should Never Outsource (Distributors, Manufacturers Reps) 45:02 12-to-24 Month Outlook for the Broader Data Center Ecosystem 54:39 Samuel Rabinowitz (Connect with on LinkedIn) and LANTANA LED (Follow on LinkedIn and Website) 56:02 Subscribe to the Data Center GTM Briefing #aiinfrastructure #cloudservices #colocation #constructiontech #criticalfacilities #datacenter #datacenterdesign #datacentergtm #datacenterindustry #datacenterlighting #datacentermarketing #datacenters #datacentersales #datacentersolutions #dcsmi #digitalinfrastructure #edge #energyefficiency #hyperscale #mepengineering #missioncritical

    Ep. 200 Samuel Rabinowitz, CEO at LANTANA LED | Data Center Go-to-Market Podcast

  5. Sep 22

    Ep. 199 Cecilia Hjertzell and Johanna Flood, Co-Founders of dcently | Data Center Go-to-Market Podcast

    https://www.dcsmi.com/briefing Subscribe to the Data Center GTM Briefing In episode 199 of the Data Center Go-to-Market Podcast,Joshua Feinberg sits down with Cecilia Hjertzell and Johanna Flood, co-founders of the Swedish NGO dcently, to examine why the data center industry's favorite sustainability metrics no longer hold up… and what that means for your go-to-market motion.  💧 You'll learn why PUE and other operational numbers miss the bulk of a facility's real footprint, how Scope 3 emissions and supply chain risk reshape the ESG picture (a single UPS carries a water footprint of roughly 40 swimming pools), and why Sweden's hydropower-heavy grid and rising water scarcity are turning public sentiment against new hyperscale projects.  ⚖️ Cecilia and Johanna break down the EU regulations already reshaping how you're allowed to sell; the greenwashing rules landing September 27, the Digital Product Passport for steel and batteries, EU Taxonomy criteria including refrigerants below 675 GWP, and boards now personally accountable for water resilience strategy.  🤝 You'll also hear practical guidance on bringing sustainability professionals into the room alongside your CTO, using double materiality analysis to connect ESG to financing decisions, engaging municipalities early to address workforce and community concerns, and why "do no harm" resonates far better in Europe than a US-style community fund. 🎯 If you're a CMO, CRO, or CEO selling into the European data center market, this conversation will change how you write your claims, build your playbook, and staff your commercial team. 👉 Subscribe to the weekly Data Center GTM Briefing: https://www.dcsmi.com/briefing  Ep. 199 Cecilia Hjertzell and Johanna Flood, Co-Founders of dcently | Data Center Go-to-Market Podcast 0:00 Coming up In this episode of the Data Center Go-to-Market Podcast 1:23 Introducing Cecilia Hjertzell and Johanna Flood, Co-Founders at dcently 2:23 Data Center/IT Sustainability and the Incomplete PUE ESG Perspective ⇒ dcently  5:17 Data Center Sustainability Metrics, Transparency, Education, and Trust 9:51 The State of Sweden's Data Center Development and Sustainability 13:50 Addressing Data Center Go-to-Market Challenges from a Marketing and Sustainability Point of View 18:58 Transforming Data Center Technology, Facilities, and Operators Company Culture and Governance 22:22 How Data Center Sales Teams Transform Into Buyer Education with IT Professionals and Engineers 25:51 How EU Defines a Sustainable Data Centre, Taxonomy, and Code of Conduct 27:44 How dcently as an NGO Thinks About Different Stakeholders to Define ESG Playbook 33:35 Subscribe to the Data Center GTM Briefing 34:32 The Role of Technical Content in Transforming Data Center ESG 36:49 Data Center Conference Collaborations Around Sustainability/ESG Expertise 41:14 Economic Decision Makers That Prioritize Sustainable Data Center Expansion and Water Utilization 44:54 The Biggest Data Center Go-to-Market Mistakes to Avoid: Human Storytelling, Planetary Boundaries, and Decency 47:18 What is a Decent Data Center? (Quantifying) 51:12 dcently: What Data Center Sustainability Means to Baby Boomers, Gen X, Millennials, and Gen Z 54:38 The Future of Building an Independent Industry Network for Sustainable Data Centers 58:21 Cecilia Hjertzell and Johanna Flood (Connect with on LinkedIn) and dcently (Follow on LinkedIn and Website) 1:00:54 Subscribe to the Data Center GTM Briefing #climaterisk #cloudservices #colocation #criticalfacilities #datacenter #datacentergtm #datacenterindustry #datacenters #datacentermarketing #datacentersales #datacentersolutions #datacentersustainability #dcsmi #digitalinfrastructure #edge #esg #esgreporting #eutaxonomy #greenwashing #hyperscale #missioncritical #nordics #scope3 #sustainability #sustainablebusiness #sweden #watermanagement

    Ep. 199 Cecilia Hjertzell and Johanna Flood, Co-Founders of dcently | Data Center Go-to-Market Podcast

  6. Aug 20

    Ep. 198 Bobby Varma, Chief Executive Officer of Princeton Identity | Data Center Go-to-Market Podcast

    https://www.dcsmi.com/briefing Subscribe to the Data Center GTM Briefing In episode 198 of the Data Center Go-to-Market Podcast, Joshua Feinberg talks with Princeton Identity CEO and founder Bobby Varma about how physical security in data centers is evolving from doors and perimeters to cages and high-value AI racks  🧠🔐. You’ll hear how biometric “iris on the move” systems support compliance, auditability, and zero trust, plus how decision-making differs between enterprises and colocation providers  🏢🏭. Bobby explains what CISOs, VPs of security/facilities, and legal teams each care about, why buyer education now happens long before first contact, and how “land and expand” strategies turn initial wins into multi-year growth engines  📈. The conversation also covers hiring and upskilling technical sellers, focusing GTM motions on narrow verticals, and preparing for a future where physical and digital identity management converge across HR, IT, and security systems 🤝. Ep. 198 Bobby Varma, Chief Executive Officer of Princeton Identity | Data Center Go-to-Market Podcast 0:00 Coming up In this episode of the Data Center Go-to-Market Podcast 1:22 Introducing Bobby Varma, Chief Executive Officer at Princeton Identity 1:53 Reaching the Data Center Economic Buyer of Biometric Security (CISO, VP of Facility Security, and Legal Counsel) 6:51 How AI Workloads Changed Data Center Biometric Security GTM Strategy 9:10 How Deep Learning & Edge AI Changed Princeton Identity Product Strategy 11:29 Buyer Education for Data Center Biometrics and Identity Management 15:38 Favorite Go-to-Market Playbook for Data Center Biometrics, Physical Security, and Cybersecurity 18:34 Hiring Business Development and Upskilling Sales Talent for Data Center Biometrics 20:16 The Outdated Data Center GTM Strategy That Is Failing in Physical Security, Biometrics, and Identity Management 22:03 Why Technical Biometrics Content Fails to Drive Enterprise Sales 23:41 Training as a Business Development Growth Engine in Data Center Biometrics 31:08 Subscribe to the Data Center GTM Briefing 32:05 What Biometrics Sales Teams Get Wrong About Data Center CISOs and Facilities Security VPs 36:37 Data Center Biometrics Marketing and Sales Experiment Failure vs. What Worked 48:10 Future of Data Center Biometrics Identity Tech, Business Growth, and CEO Leadership 51:50 Getting Access to Data Center Decision Makers 55:26 Bobby Varma (Connect with on LinkedIn) and Princeton Identity (Follow on LinkedIn and Website) 56:52 Subscribe to the Data Center GTM Briefing #aiworkloads #biometrics #cloudservices #colocation #criticalfacilities #datacentergtm #datacenterindustry #datacentermarketing #datacenters #datacentersales #datacentersecurity #datacentersolutions #dcsmi #digitalinfrastructure #edge #edgecomputing #enterprisesecurity #hyperscale #identityaccessmanagement #identitytech #missioncritical #physicalsecurity #racksecurity #zerotrust

    Ep. 198 Bobby Varma, Chief Executive Officer of Princeton Identity | Data Center Go-to-Market Podcast

  7. Aug 18

    Ep. 197 Vince Bradley, Chief Executive Officer of Abundant IoT | Data Center Go-to-Market Podcast

    https://www.dcsmi.com/briefing Subscribe to the Data Center GTM Briefing In episode 197 of the Data Center Go-to-Market Podcast, Joshua Feinberg interviews Vince Bradley, CEO of Abundant IoT, on why power is becoming the modern-day gold rush for AI-driven data centers  ⚡🤖 Learn how AI density is reshaping energy markets, why on-site generation (natural gas, fuel cells, linear generators) is surging, and how Abundant IoT shifted from grid-based energy to power-first strategies.  Vince shares practical tactics on educating AI-empowered buyers, speeding up complex power deals, navigating community opposition and moratoria, and aligning CFOs, CTOs, and ESG stakeholders around future-proof energy decisions for data center growth 🌎🏗️ Ep. 197 Vince Bradley, Chief Executive Officer of Abundant IoT | Data Center Go-to-Market Podcast 0:00 Coming up In this episode of the Data Center Go-to-Market Podcast 1:28 Introducing Vince Bradley, Chief Executive Officer at Abundant IoT 2;34 Simplifying Complex Products in Data Center Energy GTM with Power and IoT 5:51 AI Density and Data Center Energy GTM Strategy 11:09 Educating Data Center Energy Buyers Before the Sales Call 17:50 Favorite Data Center Corporate Sustainability and ESG Go-to-Market Lesson and Playbook Rule 22:06 Subscribe to the Data Center GTM Briefing 23:03 The Data Center Sales Motion That Is Failing 25:29 The Data Center RFP Process is Already Decided Before It Starts 26:24 Translating Technical Data Center Energy Content to ROI 28:41 Data Center Energy Internal Champions: CFO and CTO Decision Committee Stakeholders 31:05 What Data Center Energy Sales Teams Get Wrong About Buyers 33:03 Reaching C-Suite Data Center Economic Buyers 35:57 Data Center Energy and IoT GTM Failures, Pivots & What Worked 39:25 Dangers of Outsourcing Data Center Customer Relationships / Customer Experience 41:56 Data Center & Energy Trends (Future of Growing in Energy, Power, and IoT Infrastructure) 46:41 Vince Bradley (Connect with on LinkedIn) and Abundant IoT (Follow on LinkedIn and Website) 47:41 Subscribe to the Data Center GTM Briefing #abundantiot #aiinfrastructure #airevolution #cloudservices #colocation #criticalfacilities #criticalinfrastructure #datacenterenergy #datacentergtm #datacenterindustry #datacentermarketing #datacenterpower #datacenterrfp #datacenters #datacentersales #datacentersolutions #dcsmi #digitalinfrastructure #edge #energypricing #energytransition #esg #futureofenergy #hyperscale #iot #missioncritical #onsitegeneration #powersolutions #smartenergy #sustainabletech

    Ep. 197 Vince Bradley, Chief Executive Officer of Abundant IoT | Data Center Go-to-Market Podcast

  8. Aug 13

    Ep. 196 Cal Blair, Host and Founder of Inside Commissioning Podcast and Baseline | Data Center Go-to-Market Podcast

    https://www.dcsmi.com/briefing Subscribe to the Data Center GTM Briefing 🎧 In episode 196 of the Data Center Go-to-Market Podcast, you’ll watch Joshua Feinberg on Inside Commissioning to learn a practical, CEO‑backed playbook for moving your commissioning firm from “dinosaur” marketing to expert‑led growth… including how to run low‑cost micro‑events and webinars that build trust, hire engineers into sales to shorten trust cycles, build an academy from recorded sessions to create sticky credibility, realign marketing spend away from the conference cult, and craft employer‑branding that attracts scarce talent. Expect concrete steps to map your ICP, run interview‑based research, and create repeatable content that shapes buying decisions long before the first call. 💡📚🎯  Ep. 196 Cal Blair, Host and Founder of Inside Commissioning Podcast and Baseline | Data Center Go-to-Market Podcast 0:00 Coming up In this episode of the Data Center Go-to-Market Podcast 1:08 Syndicating Cal Blair, Host of Inside Commissioning Podcast and Founder of Baseline 2:15 Introducing Joshua Feinberg’s Career Journey: From IBM Campus Rep to Tech Founder 3:45 How Data Center Commissioning Firms Can Win More Work and Better Work 4:37 15 Years in Tech Consulting Before Moving into the Data Center Industry 10:10 Navigating the 57 Data Center Business Models & Industry Consolidation 12:46 The Self-Guided Data Center Buyer’s Journey: How Technical Decision-Makers Research 14:25 Data Center Go-to-Market Podcast and Data Center Sales & Marketing Institute (DCSMI) 17:07 Upskilling Data Sales Teams vs. Hiring Engineers into BD Roles 22:29 Breaking Free from Intermediaries: Direct Relationships for Data Center Commissioning Firms 24:55 Podcasting as a Market Research Tool for Data Center Leaders 25:54 Overcoming the Data Center Operator PR & Legal "Gag Order" 26:46 Defining Your Data Center Commissioning Ideal Client Profile (ICP) & Multilingual Decision Committees 29:09 Subscribe to the Data Center GTM Briefing 30:06 Data Center Commissioning Micro-Events vs. the Data Center Conference Cult 42:39 When Data Center Commissioning Companies Fail at Marketing (As Cheap as Possible) 45:54 Talent Acquisition, Recruiting, and Employer Branding in Data Center Commissioning 50:50 Candidate-Focused Recruiting in Data Center Commissioning 53:33 Talent Horror Stories at Data Center Conferences: Candidate Booth Hijacking and Talent Poaching 55:37 Sales Enablement for Commissioning Engineering Firms: Educational Playbooks That Scale 1:01:52 How a Data Center Commissioning Leader Wins More Work and Better Clients 1:03:44 Joshua Feinberg (Connect with on LinkedIn) and DCSMI and Data Center Go-to-Market Podcast (Follow on LinkedIn and Website) 1:05:14 Subscribe to the Data Center GTM Briefing 26 Data Center Facilities Experts Predict the Future [Download Free eBook] https://www.dcsmi.com/facilities  #baseline #cloudservices #colocation #commissioning #commissioningengineering #commissioningfirms #conferencecult #criticalfacilities #datacenter #datacenterbranding #datacentercommissioning #datacenterengineering #datacentergtm #datacenterindustry #datacentermarketing #datacenterrecruiting #datacentersales #datacentersolutions #dcsmi #digitalinfrastructure #edge #joshuafeinberg #microevents #missioncritical

    Ep. 196 Cal Blair, Host and Founder of Inside Commissioning Podcast and Baseline | Data Center Go-to-Market Podcast
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Explore the data center landscape with expert insights tailored for CEOs, sales professionals, marketers, customer success managers, product managers, and channel partner managers. From achieving sales targets to fostering team development and innovation, nurturing customer relationships, and optimizing go-to-market strategies, the Data Center Go-to-Market Podcast equips you with actionable strategies for success in the AI data center industry. The primary audience is go-to-market professionals who work in and around AI data centers -- including colocation, wholesale, hyperscale, edge, modular, technology, facilities, construction, real estate, sales, and marketing companies. This podcast is especially relevant for CEOs, sales professionals, marketers, customer success managers, product managers, and channel partner managers.

Information

  • Creator
    Data Center Sales & Marketing Institute (DCSMI)
  • Years Active
    2024 - 2026
  • Episodes
    205
  • Rating
    Clean
  • Copyright
    © Copyright (c) DCSMI, Inc.
  • Show Website
    Data Center Go-to-Market Podcast

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